Anthony Cole Training
JULY 3, 2012
I am currently conducting a poll on Linkedin. I'd like to gather some data from those in sales executive positions as to "why" people fail to meet expectations. Here is the link: Linkedin Poll. The other thing I wanted to share about sales success is my informal polling over the last 20 years of conducting sales training and sales management development classes and workshops.
A Sales Guy
JULY 11, 2012
Yup, I said it. Shitty sales management can kill pipeline movement. As sales leaders, we spend so much of our time evaluating our teams and the individuals on them, we often forget that our s**t can stink too. We can be the reason deals are getting stuck. After all, it is our job to help keep deals moving. This is especially true with first line managers.
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eTourism
JULY 8, 2012
Google dominates 87.6% of the search engine market share worldwide, so it goes it without saying that optimising your resort's website to rank highly in Google search results is essential.
Anthony Cole Training
JULY 17, 2012
Steven Covey had a significant impact on my life and I'm guessing some of your lives as well. I read his books: 7 Habits of Highly Successful People. 7 Habits of Highly Successful Families. First Things First. Principle Centered Leadership. Speed of Trust. The first one I read was 7 Habits of Highly Effective People. Clearly a landmark book for Steven and a book that changed millions of people.
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Anthony Cole Training
JULY 16, 2012
The results are in for my poll question on Linkedin. The question I asked was: When you are asked about someone on your team not meeting expectations your response is? The possible answers where: They are failing to execute. They lack effort. They need more training. They are making progress. I have failed to develop them. The results in a nutshell: 50% blamed the performer, 50% took responsibility for the failure of the team member.
A Sales Guy
JULY 26, 2012
Revenue, just about EVERY sales organization runs on it. Everyone has a revenue quota. Sales reps are measured on it. Sales leaders are hired or fired on their ability to make it. Sales teams are managed to it. Revenue is the king of sales metrics and thats why many sales organizations fail. Pulling the revenue lever is a big lever. It’s a big lever because revenue can come from a number of different places; increased deal sizes, more deals, conversion or win/loss ratios etc.
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A Sales Guy
JULY 24, 2012
Ok, I’m coming back to the quota discussion. My last post about quota focused on the importance of quota aligning with business objectives and business strategy. This post is going to tackle perception. The perception of achievability. RULE 1: Quota MUST BE perceived as attainable. RULE 2: See rule one. It’s that simple. When quotas are not perceived as achievable, sales people just give up and don’t even try.
A Sales Guy
JULY 9, 2012
This is my 4th post in a series on pipeline movement. I didn’t set out to do a series, but it seemed like the thing to do. Getting deals or opportunities to move through the pipeline is absolutely critical to increasing sales. Therefore, I thought it made sense to break down each of the areas that keep deals stuck and languishing in the pipeline.
A Sales Guy
JULY 27, 2012
Last week A Sales Guy community member Rob Sader sent me an email asking my thoughts on the future of sales people and whether or not sales was a dying breed. You can read his email and the entire post here. Rob wanted my opinion. I decided to let the community tackle the question first. There were some good thoughts in the comments. Ultimately, every company needs a Sales person to convince the customer that why their product is better from others. - aravind gogineni.
A Sales Guy
JULY 10, 2012
I’m interrupting the Pipeline Movement Series today. I’m changing things up a bit. I’ll get back to the series tomorrow. What caused me to jump ship for a day? This thread on Twitter in response to my post: Solve Problems. From: @laurencsheil. I like everything but the comment about quota, sales shouldn’t be about quotas “@iannarino: Solve Problems goo.gl/8NJz6 via @keenan” From @iannarino.
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Companies all over the world, including Marriot International and Hilton Worldwide, are aware of the value of including DEI in their talent acquisition strategy. However, despite these initiatives, there is still plenty that the hospitality sector can do to promote DEI. When comparing the hospitality industries in India, Iraq, the UK, and the US, you will see that there is a consistent underrepresentation of persons from different ethnic, gender, and disability origins across all levels of the i
A Sales Guy
JULY 21, 2012
Your customer isn’t always right. They don’t always know what’s best for them. Their choice of solution isn’t always the best choice. Despite our customers confidence, they aren’t always right and if you assume they are or if you operate from that assumption you aren’t selling. Sometimes our customers are right. Sometimes they are wrong.
A Sales Guy
JULY 7, 2012
Sales is about solving problems. The best sales people spend their time searching out problems and solving them. Problems keep our customers from growing their business. Problems keep us from closing the deal. Problems keep us from beating the competition. Problems cause the pipeline to get backed up. Problems create declines in revenue. Problems cause product deliveries dates to be missed.
A Sales Guy
JULY 6, 2012
I talked about “bad data” in the pipeline the other day. You can see the post here. Today I’m going to talk about the lack of close dates or inaccurate close dates. Technically speaking you could say the lack of close dates or inaccurate close dates IS bad data and you’d be right. That being said, the lack of close dates or inaccurate close dates in the CRM is far more destructive than the other types of bad data and therefore I felt it deserved it’s own break dow
A Sales Guy
JULY 13, 2012
This is the last in a series of posts on getting opportunities moving through the pipeline. Pipeline movement is critical to the health of a sales organization. When deals get stuck in the pipeline, revenue is delayed, close rates decrease and quotas are missed. One of the culprits of poor pipeline movement is visibility. Too often, I see companies with little to no pipeline reporting.
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A Sales Guy
JULY 2, 2012
This is a follow up to my post last week on moving things through the pipeline. You can read it here. Keeping deals and opportunities moving through the pipeline is one of the most critical parts of a sales leaders job. Sales teams have hundreds of active and inactive deals in the pipeline at any giving time. Making sure the deals that are real get closed and the deals that won’t get out of the way is critical.
A Sales Guy
JULY 23, 2012
I’ve just finished my new eBook. It took me a lot longer to finish than I wanted, but now that it is done, I’m very happy with it. Building a successful sales team goes through people. Sales is more challenging than it’s ever been. Therefore, it’s more critical than ever to have the best people working for you and with you. .
A Sales Guy
JULY 19, 2012
I got this email from A Sales Guy Community member Rob Sader today. In it Rob is contemplating the role of sales people in the not too distant future. His ruminations are similar to mine. I often find myself musing about the same thing. What is the future of sales people? Do we have a future? How will access to information and people via social networks change sales?
eTourism
JULY 8, 2012
Good marketing is all about creating an experience that makes your guests feel like your addressing their specific needs as individuals.
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eTourism
JULY 3, 2012
We often get asked a lot of questions about how you connect your channel manager to eTourism Online. eTourism Online works with the major most popular channel managers in the marketplace including Siteminder, Resonline, HiSite, Ezychannel Update 247.
eTourism
JULY 3, 2012
How many emails do you receive each day? And how many of those do you actually open?
A Sales Guy
JULY 16, 2012
Community member Jeff Abbott commented on a recent post about how he’d like to better understand how quotas are set and by whom. I thought this could be a good topic, so here it goes. The first thing you need to know about quotas is there are a lot of different ways to set them. There are rules that deviating from can be costly, but outside of that there are a lot of roads to setting the right quota.
A Sales Guy
JULY 30, 2012
The single most important element of account management and one of the most critical sales skills is proactivity. This seems rather obvious. Yet, unfortunately, far too many farmers or account managers leave too much to reaction or reactivity. The great advantage to account management is your access to data. You should know almost everything there is to know about the account, what the culture is, what’s been budgeted, who the decision makers are, who the competition is, what the pitfalls are,
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A Sales Guy
JULY 18, 2012
Yesterday I talked about setting quota. I realized it was a much bigger topic than I realized so I promised I would break it down into a series of posts. I’ve decided to start with aligning quota with business objectives. To me it’s the most important. Quota should be the single representation of the companies overall goals. In other words, whatever you are looking to achieve from a business perspective should directly align with every sales person quota.
A Sales Guy
JULY 20, 2012
I woke up this morning to two things. The first was two postings on Facebook by someone complaining about the taxes he has to pay to take care of those who won’t take care of themselves and how the U.S. government is f **g us. The second was an IPhone notification about the theater shooting #theatershooting in Aurora, Colorado, just a few miles down the road from me.
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