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. This failure has tremendous impact on revenue.

Pipeline 116

Pipeline Sales Management Sales Leadership 116

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! Leadership Training (2). managing sales (4).

Sales 168

Sales Management Hiring Sales Process 168

Hotel Business

MARCH 27, 2023

“It is truly exciting to announce this series of key appointments as new opportunities continue to materialize across all travel segments,” said Cheryl Williams, chief revenue officer, Preferred Travel Group. Most recently, she headed up strategic communications, brand management and PR for Black Hills Energy.

Travel 52

Travel Resorts Sales Sales Leadership 52

A Sales Guy

FEBRUARY 1, 2014

Revenue responsibility. Simply put, marketing by definition puts itself closer to revenue by owning inside sales. The more marketers take ownership of revenue in partnership with their sales counterparts, the better. Sales focuses their time only on active, qualified opportunities. Undoubtedly.

Sales 118

Sales Market Marketing Sales Leadership 118

A Sales Guy

AUGUST 12, 2013

Poor Leadership: I believe effective and impactful sales leadership is at an all-time low. Sales leaders have become increasingly prescriptive, hierarchical and micro-managing than ever before. This is a complete sales leadership miss. Most sales people suck. It’s that simple.

Sales 128

Sales Sales Leadership Sales Process Management 128

A Sales Guy

AUGUST 13, 2012

One of the most common sales leadership complaints is sales people don’t use the CRM. Getting sales people to use the CRM has been an on going challenge for sales leaders for far too many years. They just end up frustrating the sales people and irritating leadership.

Sales Leadership 115

Sales Leadership Sales Process Sales Closing 115

A Sales Guy

JULY 23, 2014

Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. No matter which approach you use, success depends on awareness.

Sales 120

Sales Revenue Sales Leadership Services 120

A Sales Guy

AUGUST 2, 2013

Average Time to Close: How long does it take for a sales rep to close a deal from start to finish? How do average time to close rates compare with quota attainment and overall revenue attainment. Are those with longer sales cycles selling more? The information generated around these 6 stats will change the sales game.

Sales 121

Sales Pipeline Sales Leadership Closing 121

Anthony Iannarino

MARCH 17, 2020

While you may not control the root cause of a crisis, you can manage your response. You can determine what you believe , and you can manage your reaction. Your plan needs to require massive action in response to the crisis that causes a loss or reduction of sales. You need to make sales. You need to make sales.

Sales 138

Sales B2B Revenue Pipeline 138

A Sales Guy

MAY 21, 2013

The new SVP Sales, Sales Director, Sales Manager or Account Executive is going to kill it, why do we need to talk about them failing? In most b2b sales cases, it’s unrealistic to expect the new SVP of Sales to move the revenue needle in the first 6 months. But what if they don’t crush it?

Hiring 111

Hiring Sales Leadership B2B Sales 111

A Sales Guy

JULY 29, 2017

This reactive, customer driven approach to sales opportunity management ISN’T selling. Selling requires a sales person has influence.

Sales 105

Sales Revenue Management Sales Leadership 105

Anthony Cole Training

JUNE 22, 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! Leadership Training (2). managing sales (4).

Sales 136

Sales Hiring Pipeline Sales Process 136

A Sales Guy

NOVEMBER 25, 2013

They understand, many times better than the hiring manager, that understanding what the problem is and having a clear understanding of what it is going to take to fix the problem is the only way to ensure the job will get done. “A” Is everyone making quota or a just a few bringing in most of the revenue? A” players dig into the job.

Hiring 120

Hiring Sales Leadership Sales Sales Process 120

A Sales Guy

APRIL 29, 2014

They don’t have a sales culture through out the entire company. They lack sales leadership. They don’t listen to the sales people. Weak sales messaging. They micro manage. Bad talent management. This is one long ass list of ways sales people fail, because of their company.

Sales 121

Sales Hiring Sales Leadership Market 121

A Sales Guy

JUNE 18, 2013

There is nothing more important than the sales leader when it comes to driving revenue and creating successful sales organizations. Sales teams live and die on the strength and ability of its leaders. There are all types of leadership styles and approaches to motivating and leading teams. The Supporter.

Sales 113

Sales Sales Leadership B2B Revenue 113

A Sales Guy

SEPTEMBER 30, 2013

As sales managers, it’s our job to coach. Good sales coaching or sales people development starts with observation. Far too often, I see sales leaders reacting to what they see in their people. Increased revenue, better prospecting, improved cold calling, shorter sales cycles, etc.

Sales 113

Sales Sales Leadership Revenue Management 113

A Sales Guy

JANUARY 3, 2014

Great sales leaders let their people do their job. Great sales managers don’t yell and scream, threaten or bully their sales people. You’d think this goes without saying, but the old school sales world is still alive and well in too many organizations. It’s sales job to sell.

Sales 117

Sales Sales Leadership Hiring Closing 117

A Sales Guy

DECEMBER 16, 2011

In sales your superstar sales guy doesn’t alway make the best sales leader. Sales people need motivation, coaching, and direction. Having shitty sales management in place sucks the life out of any sales organization. Find the best leaders you can and put them over you sales team.

Sales 128

Sales Sales Enablement Sales Leadership Closing 128

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! Leadership Training (2). managing sales (4).

Sales 180

Sales Hiring Sales Process B2B 180

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! Leadership Training (2). managing sales (4).

Sales 141

Sales Hiring Sales Process B2B 141

A Sales Guy

OCTOBER 13, 2016

Leadership should only be considering scaling if they can no longer grow or they anticipate they will no longer be able to grow in the current environment. (For For the sake of clarity, I’m defining scaling a sales organization as a fundamental restructure to accelerate revenue growth. New Products or Services.

Scale 126

Scale Sales Hiring Revenue 126

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! Leadership Training (2). managing sales (4).

Business 185

Business Sales Hiring Sales Process 185

A Sales Guy

MARCH 21, 2012

When we assume the cause of declining revenue is the sales team, we start to fix the sales team. We only want to fix the sales team when we KNOW they are the cause. When revenue is down, the best sales managers find the cause and don’t focus on the correlation’s.

Sales 111

Sales Pipeline Revenue Market 111

Anthony Iannarino

JANUARY 15, 2020

At the start of each year, sales organizations begin their year with new, larger revenue goals, something that is true whether or not they reached their goals in the prior year. The number one reason sales organizations struggle to reach their goals is a lack of accountability.

B2B 87

B2B Sales Revenue Pipeline 87

Anthony Cole Training

FEBRUARY 3, 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! Leadership Training (2). managing sales (4).

Sales 136

Sales Hiring Sales Process B2B 136

Anthony Cole Training

JUNE 20, 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! Leadership Training (2). managing sales (4).

Sales 120

Sales Hiring Sales Process B2B 120

Anthony Cole Training

MARCH 25, 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! Leadership Training (2). managing sales (4).

Sales 120

Sales Hiring Sales Process B2B 120

A Sales Guy

OCTOBER 31, 2013

It’s not uncommon for revenue to slide. It happens to all sales organizations at one time or another. Revenue being down, isn’t the most difficult problem. Knowing why revenue is down and where to look is the biggest challenge. When sales are down there are only 4 levers leadership can pull to improve sales.

Sales 114

Sales Revenue Sales Leadership Sales Process 114

Anthony Iannarino

OCTOBER 24, 2019

The following obstacles to better sales results seem to be prevalent in companies – or pockets within those companies. Outdated Approach : If your approach to sales is from 1988 (or even earlier), it is obsolete and of limited effectiveness. You cannot stand up a sales organization without putting the necessary pieces in place.

Sales 75

Sales Sales Process Closing Pipeline 75

A Sales Guy

DECEMBER 21, 2012

Almost every plan will have revenue numbers. Some plans will have strategies or initiatives to support their revenue goals. People are to be managed, objectives and goals reached, strategies evaluated, tasks completed, pivots made, and more. A few will have specific tactics and timelines associated with goals.

Sales 113

Sales Revenue Pipeline Sales Leadership 113

A Sales Guy

APRIL 25, 2012

Recently, one of my clients identified an opportunity where restructuring lowered the cost of sales, as they were able to reduce a management layer and increase sales as they segmented the team into two groups, each targeting a different layer of the market. Multiple layers of management can suffocate a sales team.

Sales 130

Sales Market Marketing Sales Tools 130

A Sales Guy

AUGUST 3, 2012

management asks some questions, challenges a few points and presentation done. Too much is left open, there is little commitment to specific goals and initiatives and it’s hard to understand what the sales rep or manager is going to do the next quarter. Take a look at your quarterly sales business review.

Sales 115

Sales Business KPI Pipeline 115

A Sales Guy

OCTOBER 17, 2012

The quarterly survey tracks the thinking and actions of CFOs representing North American companies averaging more than $5 billion in annual revenue. In fact, year-over-year expectations for sales, earnings, capital investment, and hiring growth all sunk to their lowest levels in the 10-quarter history of the survey.

Sales 110

Sales Hiring Scale Revenue 110

A Sales Guy

OCTOBER 16, 2012

To stop the cycle, sales leaders and the CEO need the discipline to spend Q4 focusing on the team and the organization in addition to Q4 revenue and closing out the year. What will the sales team be responsible for in the coming year including; revenue. revenue growth. margin/margin growth. partnerships.

Sales 117

Sales Closing Revenue Sales Process 117

A Sales Guy

MAY 20, 2013

I believe this is the most poorly managed element of sales organization success. In my 15 years I can count on a single hand the number of sales organizations that had a sales team review process that mapped to the required hard and soft skills to be successful in that companies particular selling role.

Sales 119

Sales Pipeline Sales Leadership B2B 119

A Sales Guy

JANUARY 27, 2014

Their beliefs, their stories, have great explanatory power for modern businesses and sales teams. Why do you read A Sales Guy’s blog? I think because he challenges our thinking and behavior in ways that help to make you better at the arts of selling and sales management. Linkedin @Twitter.

Sales 112

Sales Sales Leadership Small Business Business 112

A Sales Guy

AUGUST 15, 2012

I remember early in my career participating in number of sales contests. One particular manager would create a contest for selling the most of a particular product, or the highest deal value, or the most revenue in a month. Beyond the contest, my manager did something that increased the commitment to the contest.

Sales 111

Sales Closing Management Revenue 111