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.
The Most Difficult Part of Sales Leadership
A Sales Guy
MAY 15, 2017
A new Real Deal of Sales is up. In this episode we talk to Sales Leaders about the difficulties of being, well you guessed it, sales managers. The sales managers we talked to were huge people, people. Watch the next episode of The Real Deal of Sales. Yup, it’s that time again.
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Nomadix Appoints Hospitality Technology Sales Leader Jeff Johns
Hospitality Net
JUNE 22, 2023
bringing connected experiences to life, today announced the appointment of Jeff Johns, hospitality and energy management technology sales veteran, to Nomadix as Global VP of EMS Business Development. He brings over two decades of experience in sales leadership, product planning and energy management technology adoption.
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7 Effective Sales Management Steps to Take NOW
Anthony Cole Training
DECEMBER 14, 2016
Sales management, sales leadership and sales presidency require special diligence this time of year. Actions taken now will assure successful sales results in the coming year. In order to transition smoothly, here are 7 sales management steps that should be completed before the end of the year.
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The Best Thing Sales Leadership Can do in 2012
A Sales Guy
JANUARY 2, 2012
The beginning of the year in sales always starts with a number. Sales leadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. Everyone is looking forward and the management process on making the number begins. Then it moves to getting to the number.
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Manager or Leader?
A Sales Guy
MAY 24, 2013
I was going through some of the books and articles I’ve collected over the years and found this great comparison between leaders and managers. It’s part of a book or series called A New Paradigm of Leadership. The article was called Leadership in the 21st Century, by Waren Bennis of USC. What do you think?
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117 
It Takes Guts to Lead from the Bottom Up [Note to Sales Leadership]
A Sales Guy
OCTOBER 16, 2013
It’s too easy for your management team to lean towards your way of thinking. Sales Leadership Uncategorized' It’s easy to “say” you are open to insight and ideas, it’s another thing to create an environment where people feel safe. It’s the safe route. It’s not easy. But it works.
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Nomadix appoints Hospitality Technology Sales Leader Jeff Johns
eHotelier
JUNE 26, 2023
bringing connected experiences to life, today announced the appointment of Jeff Johns, hospitality and energy management technology sales veteran, to Nomadix as Global VP of EMS Business Development. He brings over two decades of experience in sales leadership, product planning and energy management technology adoption.
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Chi Hoon Bang appointed as Global Executive, Sales & Luxury Experience for Highgate Hawai’i
eHotelier
JULY 27, 2023
Highgate, a leading real estate and hospitality management company, announced today that Chi Hoon Bang has been appointed as Global Executive, Sales & Luxury Experience for the Hawai’i region.
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Variability and the 14-Letter Dirty Word – Accountability
Anthony Cole Training
OCTOBER 3, 2016
Several years ago, as part of our sales team evaluation, the skills, tendencies and effectiveness of the sales leadership team was also assessed. The findings indicated that of the 224 leaders, 23% had at least 60% of the skills required to be an effective performance manger.
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MCR names Sameer Mehra chief revenue officer
Hotel Business
FEBRUARY 5, 2024
The 25-year hospitality veteran leads the company’s revenue and sales team. Sam brings a wealth of experience in revenue and distribution management, e-commerce, strategic partnerships and sales leadership,” said Tyler Morse, chairman/CEO, MCR. “He Owner-operator MCR has appointed Sameer Mehra as chief revenue officer.
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Sales Managers, More Important than the Head of Sales?
A Sales Guy
MARCH 4, 2014
They manage to the quotas. They sit next to, talk with and are closer to the sales people than any other person (role) in the company. Sales managers are the lynchpins to success in sales organizations. Sales managers are the key to a humming sales organization. They distribute the quotas.
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Pipeline Movement [Sales Management Tip]
A Sales Guy
JUNE 28, 2012
The sales pipeline is the most important sales management tool there is. The sales pipeline is like the hard drive of a computer. Like your hard drive, if the pipeline gets messed up or filled with crap, everything slows down and in the case of sales that means revenue. Bad sales stages or poor sales process.
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112 There are Too Many Bad Sales Managers [Yeah, and Sales Leaders Too]
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? Sales structure, systems and discipline can help.
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Chi Hoon Bang joins Highgate Hawai’i
Hotel Business
JULY 28, 2023
Highgate , a real estate and hospitality management company, has appointed Chi Hoon Bang as global executive, sales and luxury experience for the Hawai’i region.
Real Estate 52
52 
Pipeline Movement – [Shitty Sales Management]
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.
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Blueberries, Sales and Sales Management
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! Leadership Training (2). managing sales (4).
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How to Avoid 6 of the 7 Sales Management Types
Anthony Iannarino
JANUARY 7, 2020
There are different types of sales managers you run into during your time in sales. You can learn something from most of them, but leadership being as tricky as it is, it’s often easier to point to how you get things wrong than it is to elucidate what makes one effective.
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Life Success, Sales Success, Management Success - 24 Thoughts
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! Leadership Training (2). managing sales (4).
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185 3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team
A Sales Guy
MAY 7, 2013
You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit. Do you see what they see?
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128 
10 Do's for Sales Management Success
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! Leadership Training (2). managing sales (4).
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Courtney Jones joins OTA Insight
Hotel Business
FEBRUARY 28, 2023
OTA Insight has appointed Courtney Jones to the sales leadership team as VP, North American enterprise sales. Jones brings more than 25 years of hospitality and hospitality technology sales experience to OTA Insight, with expertise in business development and organizational growth, according to the company.
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For Sales Managers Looking For Successful Sales People
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).
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The 8 Questions Every Sales Manager Needs To Ask In A Deal Review
A Sales Guy
JANUARY 18, 2018
It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. Because sales managers don’t know how to run them and salespeople are generally full of s**t and overly optimistic.
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130 Words Make a Difference in Successful Sales Management
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! Leadership Training (2). managing sales (4).
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149 Stop Managing Activity – PLEASE!
A Sales Guy
JUNE 11, 2012
I’m amazed at how many sales organizations manage activity. If a sales organization is managing activity, it means one of two things: The sales team is broken. A seasoned sales professional and friend of mine was lamenting that his company requires him to make 25 cold calls a day. You’d hate it.
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The Sales Manager's Job
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! Leadership Training (2). managing sales (4).
Sales 120
120 Do You have Sales Deal DEBT? [Message to Sales Leaders]
A Sales Guy
JULY 10, 2013
Deal debt is one of the most egregious management practices perpetrated on sales people today. Deal debt is the result of end of the quarter pressure sales leaders put on their sales team to pull deals into the current quarter that aren’t slated to close until the next quarter — all in order to make the number.
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115 Hey Marisa – It’s a Management Problem
A Sales Guy
MARCH 6, 2013
It’s a management issue. If Marisa was feeling that Yahoo needed to become more innovative and collaborative, if Marisa felt that the parking lot was too empty and not enough work was getting done then she needed to look at management not telecommuting. Uncover those who are winning through leadership and not command and control.
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Leadership Matters [Note to CEO, EVP Sales, Sales Leaders]
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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There are a Too Many Bad Sales People
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.
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Leadership in Times of Change
Anthony Cole Training
AUGUST 20, 2020
Often, managers focus their energy on defining procedures and identifying expectations during times of change. As a leader, have you ever wondered why your salespeople don't adapt to and follow the new guidelines you have established?
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Management and the Freedom Box
A Sales Guy
JANUARY 26, 2012
There has always been a lot of discussion about which is the best approach, activity based management or results based management. I’m a 100% in the results based management camp. Activity based management narrows the approach, because the activities being managed come from the top. It gives them freedom.
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Why Great Sales Managers are Almost Impossible to Find?
A Sales Guy
DECEMBER 1, 2011
This question was posed over at the small business question and answer forum Focus.com yesterday; What are the essentials to become a great sales manager? Here are a few excerpts from the some of the answers: A great sales manager understands that her salespeople are unique individuals. — Bob. — Bob.
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115 Why Your Sales Team Isn't Performing As Expected - Part 4
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. “Miss that moment and you start to decline.”. Can we improve ramp up time?
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Stop Hiring People Who Can Sell [How to Hire Your Next Sales Manager]
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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120 I Don’t Give a @#$& About Sales Status – [Message to Sales Managers]
A Sales Guy
AUGUST 21, 2012
I don’t give a rats ass about a sales opportunities status and as a sales manager you shouldn’t either. ” Status is the lame update sales people share during the weekly pipeline meeting. Sales Manager – “Hey Bob, what’s the status on the Techform opportunity?
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Sales, Why is Everyone Playing from the Same Playbook?
A Sales Guy
DECEMBER 1, 2013
Account planning, contests, cold calling, performance reviews, product pitches, quota management, etc. I don’t see enough innovation in today’s sales organizations. Anyone know of any truly creative and innovative sales organizations or of a sales person or leader doing some creative things?
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117 The Ultimate Guide to Sales Leadership
Anthony Iannarino
MARCH 26, 2019
Don’t worry, this Ultimate Guide to Sales Leadership will help you digest it all. The first publisher who asked for my first book, The Only Sales Guide You’ll Ever Need , hated the very first chapter because it was about self-discipline He said, “Why would you start a book with a chapter on self-discipline. Got all that?!
Who Is Letting Them Fail
Anthony Iannarino
MAY 1, 2019
They’ve been here for a long time, and they’ve been in sales since forever. If your salespeople won’t prospect, that isn’t their fault; sales leadership and sales management is responsible for their failure , and their lack of accountability. They say they don’t have the time. Everything Is Your Fault.
S**t Happens – Why it’s OK Sales People/Leaders Miss Quota
A Sales Guy
APRIL 5, 2013
Your sales VP is going to miss quota. Her sales directors are going to miss quota. Their sales managers are going to miss quota. Sales people are going to miss quota. Uncategorized B2b quota b2b sales management sales insight Sales Leadership VP Sales' That’s OK.
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Dismantling the Stereotypes of Sales and It’s Leadership
Anthony Iannarino
JULY 30, 2020
There is a certain variety of sales experts who write as if salespeople, sales managers, and sales leaders are all from central casting for movies like Glengarry Glenn Ross or Boiler Room , movies that define the sales stereotype of self-oriented, manipulative, and high-pressure sales.
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112 Can You Assess?
A Sales Guy
NOVEMBER 2, 2015
Assessing is the big gap in sales leadership. Being really frickin’ good at assessing is a must if you’re a sales leader. You have to be able to sift through the noise and get to the heart of the matter – and the only way to do this is to know how to assess.
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The Ultimate Guide to Sales Leadership
Anthony Iannarino
MARCH 27, 2019
Don’t worry, this Ultimate Guide to Sales Leadership will help you digest it all. The first publisher who asked for my first book, The Only Sales Guide You’ll Ever Need , hated the very first chapter because it was about self-discipline He said, “Why would you start a book with a chapter on self-discipline. Got all that?!
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