By Tony Cole Selling in any market is one of my favorite keynote speeches or workshops to deliver. When addressing a group of sales people or sales managers, I always create a stir when I loudly pronounce that the way to sell in any market is to “Stop making excuses and just sell.” When there […]
Tag: sales management
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Motivation Beyond Commission
3 Ways to Get Your Employees to Sell By Bob Phibbs Motivating employees. It’s always tough in any business. Your goal is to be the go-to name in your field or industry, but you know you haven’t got a snowball’s chance in hell of seeing that level of success unless you can truly engage your […]
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2016 New Year’s Resolutions
Focus on the goals for your team and what concerns you most By Tony Cole Here we are, once again at the start of a new year. As you look ahead, what are your goals? What are the goals for your team and what concerns you most? As a sales manager or VP of Sales, […]
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Aristotle in the Boardroom
Using Philosophical Arguments to Succeed in Meetings By Joe Curcillo As the sales team takes their seats in the boardroom, CEO, A.C. Tosser, rises from his seat and begins to address the staff. He introduces the new product line and explains that it will be marketed differently, and will be implemented with a new commission […]
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Hire Salespeople Who Sell
By Tony Cole We are quickly approaching the end of the year. In fact, many (and maybe most) would say the business year is as good as over. As you take stock of your team’s performance, what concerns you most? Is it the challenge of maintaining your company’s market share? Are you worried that your […]
By Todd Cohen If you’re reading this, then you are in sales. Everyone is part of a sales culture, whether you are in the “C” suite, or a member of the legal or administrative department; whether you own your business or are the receptionist in a Fortune 500 company. A sales culture means that everyone’s […]
By Tony Cole As sales managers, we are always looking for the same thing – increased revenue. So, here’s a question for you: How do you get a 10% increase in effort to result in a 67% return on investment? Sounds pretty attractive, doesn’t it? Let’s start with the first step – your sales people […]
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Raising the Bar, Part 2
By Tony Cole “Did I hire my sales people this way or did I make them this way?” In the last couple of months, we learned how to establish and communicate new standards and goals to the sales force. Now, we must understand and commit to the follow-through—holding people accountable. No doubt holding people accountable […]
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Hiring Better Sales People
By Tony Cole How do you go about finding sales talent? What challenges have you had trying to hire better sales people? When you replace someone, because they leave or you let them go, is the replacement better, the same or worse than the recently departed? At Anthony Cole Training Group, we spend a lot […]
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Raising the Bar
By Tony Cole “Did I hire my sales people this way or did I make them this way?” This is the question every sales manager must ask. Fixing performance problems always starts with Standards and Accountability. Accountability means taking responsibility for outcomes – good or bad. Your primary responsibility is to put the BEST team […]