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.
Hiring Management Sales Leadership 
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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What Stock Picking Can Teach Us About Hiring Sales People
A Sales Guy
JUNE 29, 2014
Hiring is a skill. It’s a skill that you as a hiring manager better get good at, because those who can hire the best sales people win. The single biggest differentiator in sales teams isn’t the product, or the strategy, or the market. I get it, hiring is hard. This is technical hiring.
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123 Don’t Hire People Who Aren’t Great At Something Else!
A Sales Guy
MAY 28, 2013
I have been hiring sales people and sales leaders for years and overtime one particular, yet subtle, trend seems to surface quite often. When I hire, I look for personal stories or commitments to outside efforts and accomplishments. They are a manager. With that said, the argument is pretty sound.
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How Long Are You Gonna Give em? [How to Get Rid of Bad Hires?]
A Sales Guy
MAY 21, 2013
How long are you going to give your new hire to get it? When it comes to new hires, it’s a question few of us entertain. Our kick ass new hire is an “A” player and they are gonna crush it. If a new hire isn’t going to work out, the longer they stick around the greater the cost to the organization.
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You Can Hide in Video, But You Can’t Get Lost (Why Video Hiring Rocks!)
A Sales Guy
OCTOBER 30, 2014
We’re hiring at A Sales Guy. A Sales Guy has a very unique culture in that we look for and embrace the gritty, cool, nerd who can SELL! There are way too many dorks in sales. And that’s OK, because it’s your choice, not the interviewers, not the hiring managers. I love what they are doing.
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118 Why You’ll Fail by Hiring People with Experience and Product Knowledge
A Sales Guy
AUGUST 28, 2012
In it Ryan breaks down why hiring for product knowledge, experience and years of management experience are mistakes. I’ve argued for years that emphasizing years of experience or industry and product knowledge are red herrings and increase the risk of making bad hiring decisions. How to Hire A Players. .
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3 Myths to Identifying the Killer Sales Manager and What You Should Really be Looking For
A Sales Guy
SEPTEMBER 23, 2013
Note: This post targets sales managers and sales directors primarily (first and second line managers). The success criteria for this group is different than that of VP’s, SVP’s EVP’s, CSO’s (third line managers and above). Can the top sales person be a great sales manager, yes.
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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! close more sales (21). consistent sales (4). leadership (9).
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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! close more sales (21). consistent sales (4). leadership (9).
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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! close more sales (21). consistent sales (4). leadership (9).
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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! close more sales (21). consistent sales (4). leadership (9).
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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? Would better sales people have helped them?
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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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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. - Email with subject line: I want Tony''s help. Can we improve ramp up time?
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207 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! close more sales (21). consistent sales (4). leadership (9).
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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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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! close more sales (21). consistent sales (4). leadership (9).
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Sales, Why is Everyone Playing from the Same Playbook?
A Sales Guy
DECEMBER 1, 2013
I spend an incredible amount of time with sales people and sales leaders and the most common thing I see is how similar they all are. Most everyone hires based on the same hiring principles. Account planning, contests, cold calling, performance reviews, product pitches, quota management, etc.
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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.
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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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How to Know You’re Interviewing an “A” Player
A Sales Guy
NOVEMBER 25, 2013
A” players understand employers have a problem and that’s why they are looking to hire someone. 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.
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7 Great Coaching Tips for Great Sales Success
Anthony Cole Training
FEBRUARY 6, 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! close more sales (21). consistent sales (4). leadership (9).
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EDITION Hotels appoints George Fleck to lead global brand expansion
Hotel Business
AUGUST 21, 2024
His tenure includes brand management, marketing and sales leadership roles around the world, including the Americas, Europe and Asia-Pacific. Fleck has been with Marriott International for more than 20 years, including a span of nearly 15 years with Starwood Hotels & Resorts.
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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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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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Can You Assess?
A Sales Guy
NOVEMBER 2, 2015
Assessing is the big gap in sales leadership. No one hires for it, yet they expect you to be good at it. Being really frickin’ good at assessing is a must if you’re a sales leader. No one ever teaches you, yet it’s an expected skill.
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113 New Car Sales - We're Different - We have the KEYS
Anthony Cole Training
JANUARY 31, 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! close more sales (21). consistent sales (4). leadership (9).
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9 Coaching Keys to Sales Success
Anthony Cole Training
DECEMBER 12, 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! close more sales (21). consistent sales (4). leadership (9).
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178 On the Verge of Sales Success
Anthony Cole Training
SEPTEMBER 8, 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! close more sales (21). consistent sales (4). leadership (9).
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181 The One Thing Few Sales People Have That Everyone Needs
A Sales Guy
DECEMBER 17, 2013
Yesterday, while helping a newly hired sales manager build his leadership philosophy, which he didn’t have when we started, got me thinking about a post I wrote in June of 2009. In sales, your sales philosophy is the single most important element guiding your success or failure. ———-.
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118 Will You Be Able to Recruit Good Salespeople in 2015?
Anthony Cole Training
MAY 20, 2015
A guest blog by Dave Kulran, President and founder of Objective Management Group, with an introduction by Tony Cole, President of Anthony Cole Training Group. For a problem that seems to be so obvious, you would think that, as an industry, we would work hard to ‘find a cure’ to the high cost of hiring the wrong sales people.
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Demonstrate Effective Selling - Keys to Successful Sales Coaching #3
Anthony Cole Training
DECEMBER 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! close more sales (21). consistent sales (4). leadership (9).
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176 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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Sales Coaching - Are You Stuck in a Groove & Rewarding Participation?
Anthony Cole Training
FEBRUARY 12, 2013
Unfortunately, sales managers may find that their "LP has a scratch" and their "needle is stuck". Once again, I feel compelled to shed more light on the subject of coaching sales people and how it is tied to performance management. A quick review of previous articles: Coaching Sales People and Raising the Bar.
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185 Sales Success - A Body @ Rest Stays At Rest Unless Compelled to.
Anthony Cole Training
APRIL 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! close more sales (21). consistent sales (4). leadership (9).
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Your Questions Make a Difference in Sales Success
Anthony Cole Training
JANUARY 16, 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! close more sales (21). consistent sales (4). leadership (9).
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Achieve Greater Sales Success in 2012
Anthony Cole Training
JANUARY 5, 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! close more sales (21). consistent sales (4). leadership (9).
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133 Top of the Heap in Sales Results
Anthony Cole Training
AUGUST 17, 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! close more sales (21). consistent sales (4). leadership (9).
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Drive Sales Success by Being Top 10%
Anthony Cole Training
JANUARY 23, 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! close more sales (21). consistent sales (4). leadership (9).
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120 Sales Success? Evaluating the Why's and Why Nots
Anthony Cole Training
FEBRUARY 24, 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! close more sales (21). consistent sales (4). leadership (9).
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Multiple Choice Questions - "THE KEY" to Sales Success?
Anthony Cole Training
OCTOBER 25, 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! close more sales (21). consistent sales (4). leadership (9).
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Keeping Sold Business = A Successful Sales Business
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! close more sales (21). consistent sales (4). leadership (9).
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182 My Big 3 Sales Success Tips from Guy and Steve - #1
Anthony Cole Training
OCTOBER 21, 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! close more sales (21). consistent sales (4). leadership (9).
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