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 […]
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 […]
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 […]
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 […]
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 […]
By Lance Cooper Most of us remember Alabama’s famous football coach Paul “Bear” Bryant. Someone once said, “The Bear could beat your team on one Saturday, and then take your team and turn around and beat his team the next Saturday!” He knew how to coach players, knew their strengths and weaknesses and how to […]
By Tony Cole An effective selling system is a requisite for success in the world of sales. Follow those who are true leaders in selling, and you will find each has a system that allows them to excel. In order to have a productive sales team, one must consistently teach and coach an Effective Sales […]
By Tony Cole Normally, when a manager attends a joint sales call, it is at the time of the capabilities presentation or closing presentation. Though attending these meetings can be helpful, they do little to help sales people close more business that late in the process. That is like coaching a baseball team by showing […]