Anthony Cole Training

AUGUST 19, 2012

After you create that profile, you will begin to attract more of the right people for you evaluate, interview, hire and on-board. Before getting to "what results would you hire", let me share with you common "profile" mistakes. Pipeline volume. It starts with getting to talk to more of the right people. Profile based on skill.

Hiring 136

Hiring Sales Pipeline Revenue 136

A Sales Guy

JULY 11, 2012

Shitty sales management can kill pipeline movement. The place I see sales management fail the most (just behind hiring “A” players) is pipeline management. It is sales leaderships job to be the grease that moves opportunities through the pipeline. They lack pipeline innovation in terms of pipeline movement.

Pipeline 116

Pipeline Sales Management Sales Leadership 116

Anthony Cole Training

JULY 7, 2017

How important is it for your salespeople to have a pipeline of prospects? How crucial is it that your salespeople continue to feed into that pipeline? We all know that in order for your organization to succeed it is vital that your salespeople build, grow and maintain a solid pipeline. Probably pretty important. Just as crucial!

Pipeline 123

Pipeline Hiring Sales 123

Anthony Cole Training

FEBRUARY 25, 2021

When you don't have a pipeline of sales talent to go to when making a hire, you can become desperate. In the 6th blog of our series No Assembly Required Hiring , Tony discusses how to avoid making reactive hiring decisions and the 3 rules you must follow to improve your candidate selection.

Hiring 162

Hiring Pipeline Sales 162

Anthony Cole Training

JANUARY 19, 2015

Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Can we improve our pipeline and forecasting accuracy? How do I keep from hiring the wrong people? - 1 free pre - hire assessment.' Sales teams perform based on two inputs - effort and execution. Not closing enough.

Sales 211

Sales Hiring Pipeline Sales Leadership 211

Anthony Cole Training

MAY 9, 2012

The number of failed new hires should decrease. The on-boarding time for new hires shortens. Overall pipeline volume increases. Try our express new hire screening profile. Here are some thoughts: The number of performers that exceed 100% of the goal improves. Growth of business. Turnover decreases. Free 3 day trial.

Sales 198

Sales Management Hiring Sales Process 198

Hospitality Tech

MARCH 31, 2025

Heres how to build a strong talent pipeline without them. Ghost jobs are damaging your reputation.

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Anthony Cole Training

NOVEMBER 10, 2010

hiring sales people (6). sales pipeline (1). Your pipeline. A robust pipeline gives you courage to ask for the decision. Call to action: Go to our website, download our post call debriefing form and then assess the quality of your pipeline. Eliminate 96% of Your Hiring Mistakes?!? Business Development (4).

Sales 181

Sales Hiring Pipeline Sales Process 181

Hotel Management

FEBRUARY 4, 2025

BWH Hotels hires Senior Business Development Executive BWH Hotels Australasia has appointed Dean Bagley to the role of Senior Business Development Executive. At BWH Hotels, Bagley will focus on strengthening brand presence across the APAC market, expanding market share, and building a robust pipeline for BWH and WorldHotels brands.

General Manager 162

General Manager Tourism Hotels Events 162

Anthony Cole Training

DECEMBER 5, 2014

Sales Forecasting - In today''s world that means pipeline. Recruiter - Not everyone you hire is going to stay with you and not everyone you hire is going to work out. Just like your sales people need a pipeline of prospects, you need a pipeline of candidates. Hire Better Sales People - recruiting.

Sales 199

Sales Management Hiring Pipeline 199

Anthony Cole Training

JANUARY 10, 2014

We have a sales activities tracking tool called Success Tracker, and internally, we use BASE to manage our pipeline. Additional resources: BASE – Pipeline Management. Hire Better Sales People Webinar. At Anthony Cole Training Group, we don’t provide a CRM tool. All that is critical for sales success!

Sales 186

Sales Sales Enablement Sales Process Pipeline 186

Anthony Cole Training

APRIL 19, 2011

hiring sales people (6). sales pipeline (1). Your pipeline. Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Click here for more information on a tool so reliable that you can eliminate 96% of the mistakes made when hiring salespeople. coaching (25).

Sales 169

Sales Hiring Sales Process Pipeline 169

Anthony Cole Training

AUGUST 21, 2012

So far in this series of articles about hiring sales people I've covered the following: Why is recruiting so damn hard. 4 Mistakes in Hiring. Typically when we work with sales organizations to upgrade their sales force through improved hiring we help them first map the recruiting process. 2 steps to avoid unnecessay interviews.

Sales 168

Sales Hiring Closing Intent 168

Anthony Cole Training

APRIL 13, 2011

hiring sales people (6). sales pipeline (1). What typically happens is that the pipeline gets depleted because the sales person has been closing business. If you want to eliminate the stress of "what do I do now that my pipeline is empty?", Eliminate 96% of Your Hiring Mistakes?!? Business Development (4).

Sales 181

Sales Hiring Closing Sales Process 181

Anthony Cole Training

AUGUST 17, 2010

hiring sales people (6). sales pipeline (1). S uccess Factors assessment company will tell you that stack ranking for sales performance, sales activity, sales pipeline and the like is important and meaningful. Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets.

Sales 185

Sales Hiring Sales Process Management 185

Anthony Cole Training

JANUARY 12, 2015

I think that is a better title and really addresses the real issue – Why are Some of the People that You Hire, Train, Coach, Pay and Invest In Performing at a Level That is Lower Than Expected? Certainly, you did not hire them with that intention. Will be tough to hire, they are happy where they are. Is it a hiring problem?

Sales 190

Sales Hiring Intent Revenue 190

Anthony Cole Training

JUNE 5, 2015

E.g. “So, what’s in your pipeline?”. Is this what companies should be looking for when hiring a director of sales? The #1 assessment tool in the world helps Anthony Cole Training Group help its clients hire the right people and eliminate hiring mistakes thus impacting both top-line and bottom-line.

Sales 176

Sales Management Hiring Pipeline 176

Anthony Cole Training

NOVEMBER 19, 2018

What do you have to do this year to demonstrate to the Michigan community that you are on the path to achieving what they hired you to achieve?”. Let me explain for just a minute: New hires are not hired hoping/expecting that they will be average. So the question must be asked– did you hire them this way or make them this way?

Management 138

Management Hiring Sales Pipeline 138

Anthony Cole Training

NOVEMBER 14, 2012

Assuming for a second, which is always dangerous that you are dealing with the lead situation either by hiring hunters or hiring telemarketers lets move on to the next Must Have strand - Qualifier. What will help you determine this skill set is to look at movement in the pipeline, look at your sales cycle and margins.

Sales 186

Sales Hiring Pipeline Closing 186

Anthony Cole Training

MAY 19, 2011

hiring sales people (6). sales pipeline (1). The statement is this: When sales people fail, it can be attributed to one of two reasons: You either hired them that way or you made them that way. Here is the link: Hiring Poll. Eliminate 96% of Your Hiring Mistakes?!? Business Development (4). close more sales (21).

Sales 168

Sales Management Hiring Sales Process 168

Anthony Cole Training

JULY 16, 2012

We identify for the company the alignment between strategy and execution, the strength of their pipeline and the ability of the sales managment team to effectively: coach, motivate, mentor, recruit and manage performance of current sales people and new hires. NO ONE ever hires someone thinking that they will not perform well.

Sales 168

Sales Hiring Sales Process Management 168

Anthony Cole Training

SEPTEMBER 8, 2011

hiring sales people (6). sales pipeline (1). Remember when you hired your people, you hired them because you believed that they would be successful. Always be looking to hire the best talent even when you dont need them and hire those that you cannot afford. Eliminate 96% of Your Hiring Mistakes?!?

Sales 185

Sales Hiring Sales Process Management 185

Anthony Cole Training

FEBRUARY 7, 2013

These are all activites that should be used as metrics for success because they can give you, the sales manager, a leading indicator as to what will show up in pipeline and what will potentially be sold. You didn't hire them to be part of the 75% that is at or 85% below goal. Wrapping this up, it comes down to this.

Sales 181

Sales Management Hiring Closing 181

Anthony Cole Training

DECEMBER 12, 2011

hiring sales people (6). sales pipeline (1). Effectively attracts, identifies, hires and on-boards new hires. What have bad hires cost me? Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Business Development (4). centers of influence (1).

Sales 185

Sales Hiring Sales Process B2B 185

Anthony Cole Training

SEPTEMBER 10, 2010

hiring sales people (6). sales pipeline (1). Paying attention to these 5 steps will pay huge dividends in helping you build a meaningful pipeline instead of relying on pipe dreams. Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Business Development (4).

Sales 189

Sales Hiring Closing Sales Process 189

Anthony Cole Training

SEPTEMBER 15, 2014

They do not take on careers, professions and jobs to further the growth of the company that hires them. How are you doing with each of the holdings that you have recruited, hired and/or on-boarded? Looking at the return (pipeline or sales results) is not enough. Then ask the question – “Did I make a hiring mistake?”.

Sales 161

Sales Management Hiring ROI 161

Anthony Cole Training

SEPTEMBER 26, 2011

hiring sales people (6). sales pipeline (1). That is what you were hired to do. Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Click here for more information on a tool so reliable that you can eliminate 96% of the mistakes made when hiring salespeople.

Sales 174

Sales Management Hiring Sales Process 174

Anthony Cole Training

FEBRUARY 24, 2012

hiring sales people (6). sales pipeline (1). Pipeline volume ( link to evaluate current pipeline quality ). I then ask this rather sharp-stick-in-the-eye question: "Did you hire them this way or did you make them this way?". Evaluate every possible new hire before you start the interview process. Comment. *.

Sales 138

Sales Hiring Sales Process Pipeline 138

Anthony Cole Training

SEPTEMBER 9, 2014

Knowing how much has been sold and how much is in the pipeline is a look back. If your president asked you what you thought would be in the pipeline in 6 days/weeks/months from now, what could you tell her? Competition, losing key sales people, pricing, economy, investment in bad hires? 7 Keys to a More Productive Sales Team.

Sales 169

Sales Management Hiring Pipeline 169

Anthony Cole Training

JANUARY 16, 2012

hiring sales people (6). sales pipeline (1). Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Click here for more information on a tool so reliable that you can eliminate 96% of the mistakes made when hiring salespeople. Free Hiring Mistakes Calculator.

Sales 197

Sales Hiring Sales Process Closing 197

Anthony Cole Training

MAY 20, 2015

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. At some point, I sent him a request for some information on recruiting pipeline and in return he sent me a link to a blog article which you will see included below.

Hiring 151

Hiring Sales Pipeline Sales Leadership 151

Anthony Cole Training

MAY 16, 2011

hiring sales people (6). sales pipeline (1). Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Click here for more information on a tool so reliable that you can eliminate 96% of the mistakes made when hiring salespeople. Free Hiring Mistakes Calculator.

Business 186

Business Sales Hiring Sales Process 186

Anthony Cole Training

AUGUST 3, 2010

hiring sales people (6). sales pipeline (1). If you fail to check your pipeline and maintain a free flowing stream of prospects, then sooner or later all the good ones will have been sold and you will be left with dead prospects that will give you a false sense of security about your future sales. Business Development (4).

Sales 168

Sales Hiring Sales Process Closing 168

Anthony Cole Training

FEBRUARY 6, 2012

hiring sales people (6). sales pipeline (1). Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Click here for more information on a tool so reliable that you can eliminate 96% of the mistakes made when hiring salespeople. Free Hiring Mistakes Calculator.

Sales 192

Sales Hiring Sales Leadership Sales Process 192

Anthony Cole Training

FEBRUARY 12, 2013

Mary fails to enter her sales activity data, fails to update the pipeline or fails to complete necessary paper work to process a sale. I want you to think about the last couple of people that you hired. Now, think about the discussion with the person that had to give final approval for the hire. Think about all of it.

Sales 189

Sales Hiring Management Sales Leadership 189

Anthony Cole Training

JUNE 22, 2011

hiring sales people (6). sales pipeline (1). More rigorous use of pipeline and activity tracking. Cumulative pipeline YTD exceeds 2MM in revenue. Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Business Development (4). centers of influence (1).

Sales 136

Sales Hiring Sales Process Pipeline 136

Anthony Cole Training

OCTOBER 21, 2011

hiring sales people (6). sales pipeline (1). Eliminate 96% of Your Hiring Mistakes?!? Hire SalesPeople Who Can and Will Sell in These Tough Markets. Click here for more information on a tool so reliable that you can eliminate 96% of the mistakes made when hiring salespeople. Free Hiring Mistakes Calculator.

Sales 181

Sales Hiring Sales Process B2B 181