11 Concepts For Managing Yourself and Your Employees During Change
Anthony Cole Training
MAY 15, 2020
In today's blog, we discuss the notion that effective sales leadership requires leaders to meet the challenge during times of major change.
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Anthony Cole Training
MAY 15, 2020
In today's blog, we discuss the notion that effective sales leadership requires leaders to meet the challenge during times of major change.
A Sales Guy
OCTOBER 29, 2012
How many times have you heard this: “Just because he or she is your best sales person doesn’t mean they should be promoted to sales management.” A sales person is killing it. They are the top performer for years and when a sales management position opens up, BOOM! they get the job.
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A Sales Guy
MAY 28, 2013
I have been hiring sales people and sales leaders for years and overtime one particular, yet subtle, trend seems to surface quite often. When I hire, I look for personal stories or commitments to outside efforts and accomplishments. They are a manager. With that said, the argument is pretty sound.
A Sales Guy
JUNE 29, 2014
Hiring is a skill. It’s a skill that you as a hiring manager better get good at, because those who can hire the best sales people win. The single biggest differentiator in sales teams isn’t the product, or the strategy, or the market. I get it, hiring is hard. This is technical hiring.
Anthony Cole Training
MAY 19, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
OCTOBER 7, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
SEPTEMBER 26, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
A Sales Guy
MAY 21, 2013
How long are you going to give your new hire to get it? When it comes to new hires, it’s a question few of us entertain. Our kick ass new hire is an “A” player and they are gonna crush it. If a new hire isn’t going to work out, the longer they stick around the greater the cost to the organization.
Anthony Cole Training
JANUARY 19, 2015
They have also adopted the Sales Managed Environment® and Effective Sales System as their own. How well are our sales leadership strategies aligned? Can we improve our sales culture? Source: Objective Management Group, Inc. - Email with subject line: I want Tony''s help. Can we improve ramp up time?
Anthony Cole Training
JANUARY 30, 2012
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
A Sales Guy
AUGUST 28, 2012
In it Ryan breaks down why hiring for product knowledge, experience and years of management experience are mistakes. I’ve argued for years that emphasizing years of experience or industry and product knowledge are red herrings and increase the risk of making bad hiring decisions. How to Hire A Players. .
A Sales Guy
OCTOBER 30, 2014
We’re hiring at A Sales Guy. A Sales Guy has a very unique culture in that we look for and embrace the gritty, cool, nerd who can SELL! There are way too many dorks in sales. And that’s OK, because it’s your choice, not the interviewers, not the hiring managers. I love what they are doing.
Anthony Cole Training
FEBRUARY 6, 2012
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
AUGUST 29, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
DECEMBER 12, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
MARCH 23, 2010
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
A Sales Guy
SEPTEMBER 23, 2013
Note: This post targets sales managers and sales directors primarily (first and second line managers). The success criteria for this group is different than that of VP’s, SVP’s EVP’s, CSO’s (third line managers and above). Can the top sales person be a great sales manager, yes.
A Sales Guy
AUGUST 16, 2013
I’m a big fan of training, it’s true that most sales people wing it; they need structure and discipline in how to go about organizing their work. If management can’t be bothered to get their act together, can we really fault sales people/team? Would better sales people have helped them?
A Sales Guy
JULY 11, 2012
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. This is especially true with first line managers. I like how the book (The Challenger Sale) does this.
Anthony Cole Training
JANUARY 16, 2012
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
FEBRUARY 25, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
AUGUST 17, 2010
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
DECEMBER 16, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
SEPTEMBER 8, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
MAY 16, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
APRIL 19, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
APRIL 14, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
APRIL 11, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
APRIL 13, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
OCTOBER 25, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
OCTOBER 21, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
JANUARY 31, 2012
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
A Sales Guy
DECEMBER 1, 2013
I spend an incredible amount of time with sales people and sales leaders and the most common thing I see is how similar they all are. Most everyone hires based on the same hiring principles. Account planning, contests, cold calling, performance reviews, product pitches, quota management, etc.
Anthony Cole Training
NOVEMBER 10, 2010
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
APRIL 19, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
SEPTEMBER 24, 2010
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
NOVEMBER 15, 2010
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
DECEMBER 10, 2010
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
JANUARY 19, 2012
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
DECEMBER 9, 2010
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
FEBRUARY 12, 2013
Unfortunately, sales managers may find that their "LP has a scratch" and their "needle is stuck". Once again, I feel compelled to shed more light on the subject of coaching sales people and how it is tied to performance management. A quick review of previous articles: Coaching Sales People and Raising the Bar.
Anthony Cole Training
APRIL 18, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
Anthony Cole Training
APRIL 27, 2011
Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! close more sales (21). consistent sales (4). leadership (9).
A Sales Guy
OCTOBER 6, 2012
What does your sales leadership look like. Is your sales team one of the best in your industry? Does your sales team continually meet or exceed quota year over year? Is your sales organization seen as the leader in your industry? If it’s not working out the way you want, take a look at the sales leadership.
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