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.

Sales 115

Sales Sales Leadership B2B Pipeline 115

A Sales Guy

OCTOBER 13, 2012

X=average deal size) x (Y=average number of deals a rep can close in a year) x (the total number of reps) = MP Maximum Productivity. (MP=Maximum When you need to hire more sales people. If your optimizing your sales resources. The strength of sales leadership. What is your sales teams maximum productivity number?

Sales 115

Sales Hiring Sales Leadership KPI 115

Anthony Cole Training

JANUARY 23, 2012

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 120

Sales Hiring Management Sales Leadership 120

A Sales Guy

NOVEMBER 8, 2012

The ones she does read need to be instantly applicable to closing more deals or getting closer to quota or she’s not interested. The study showed that those who’s intention to master their skills were successful in achieving their goals, where as those who’s intention was to simply achieve their goals did not perform well.

Sales 112

Sales Intent Closing Sales Leadership 112

Anthony Cole Training

SEPTEMBER 8, 2011

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 181

Sales Hiring Sales Process Management 181

Anthony Cole Training

FEBRUARY 24, 2012

5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).

Sales 134

Sales Hiring Sales Process Pipeline 134

Anthony Cole Training

FEBRUARY 12, 2013

Performance Management - Building Successful Sales Teams. that you recognize and accept that sales coaching is a critical job function of sales leadership and sales management. Joe, you are really close, sales are starting to come in, but you need to see more people. I want to assume (I hate assuming.)

Sales 185

Sales Hiring Management Sales Leadership 185