Anthony Cole Training

APRIL 15, 2021

In the final installment of our No Assembly Required Hiring series, we discuss the importance of having a strict and detailed onboarding process when bringing new sales talent into your organization.

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Anthony Cole Training

SEPTEMBER 30, 2021

Finding and putting the best people in the right seats is the biggest problem identified by most business owners, especially as it applies to critical sales roles. Here are the 5 most common reasons most companies struggle with hiring quality salespeople.

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Anthony Cole Training

JANUARY 5, 2023

I would like to provide you with an alternate perspective to LinkedIn's article- a list of 9 Do’s you can use when looking for and hiring new talent.

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Anthony Cole Training

MARCH 21, 2024

It's difficult to choose what the toughest part of any sales manager’s job is and it can vary by company, industry or geography. Undoubtedly, it will be about people – finding the right salespeople, hiring and onboarding, coaching them on important deals and for skill development.

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Anthony Cole Training

JUNE 17, 2019

Hiring an elite salesperson is tough work. It's not easy to find a sales all-star and it's even harder to keep them on board if you do hire them.

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Anthony Cole Training

MARCH 5, 2020

In this blog post, we ask the question, "Are you looking to hire better salespeople or are you looking to hire salespeople that will simply replace your former employees?".

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Anthony Cole Training

FEBRUARY 24, 2020

Recruiting new sales talent and hiring better salespeople are complicated and time-consuming processes. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates, or have an idea of what "better" means for your business.

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Anthony Cole Training

FEBRUARY 4, 2021

How important is it that your new hire be able to identify a prospect's compelling reason to make a change or the resources they have set aside to fix their business problem? Our guess is probably pretty important.

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Anthony Cole Training

FEBRUARY 18, 2021

Your potential sales candidates have to have a successful history selling the way your company sells, to the people you sell to, in the environment you sell in.

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Anthony Cole Training

MAY 12, 2020

In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.

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Anthony Cole Training

MARCH 11, 2021

In previous articles , I have talked about the things you should do during the hiring process to improve your success when sourcing sales talent. Today, I will specifically address things you should refrain from doing during the interviewing process.

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Anthony Cole Training

JANUARY 7, 2021

Hiring sales talent is often a costly, difficult, and time-consuming task. However, it's mandatory in order to grow an organization and sales team. In this blog, we discuss how to identify top talent and minimize hiring mistakes by following a 4 step process.

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Anthony Cole Training

JANUARY 14, 2021

In our first blog on How to Hire No Assembly Required Salespeople series, we discussed the four critical steps you must take to minimize hiring mistakes and identify top talent. In this article, we cover critical selling competencies you must look for when sourcing and interviewing salespeople for your organization.

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Anthony Cole Training

OCTOBER 15, 2020

If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone? If your salespeople have to be like most salespeople, they must:

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Anthony Cole Training

APRIL 24, 2020

In this blog article, we discuss the similarities between the NFL Draft and hiring better salespeople and increasing sales. Like the draft, sales managers must do their best to discover if their potential candidate is a fit not only for the particular sales role, but the organization as well.

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Hospitality Net

MARCH 11, 2024

In this excerpt from the HSMAI Foundation Special Report: The State of Hotel Sales, Marketing, and Revenue Optimization Talent 2023-2024, we explore the intricate dynamics of the hospitality industry, shaped by demographic trends and evolving workforce paradigms.

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Anthony Cole Training

MAY 19, 2023

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

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Anthony Cole Training

MAY 31, 2024

“Did I hire my salespeople 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.

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Anthony Cole Training

MARCH 18, 2021

In the 8th blog of our series No Assembly Required Hiring , we discuss how to properly set up the offer meeting to help improve the probability of getting a yes from your sales candidate.

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Anthony Cole Training

JUNE 2, 2023

Every organization has sales coaching and a sales method. What many companies either don’t know or unsure of is this: What direct impact does our sales coaching and sales method have on improving sales?

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Anthony Cole Training

MARCH 12, 2020

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

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Anthony Cole Training

JANUARY 21, 2020

In the 2nd post in our "2020: The Year for Sales Growth" blog series, our Founder and CLO Tony Cole, discusses the importance of maintaining core sales values within an organization, how these values relate to organized sports, the erosion of these said core values, and the impact they have (or can have) on your attempt to grow your sales organization (..)

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Anthony Cole Training

JUNE 26, 2020

In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business. Why do so many of my salespeople fail to perform as expected? It's a loaded question.

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Anthony Cole Training

JULY 8, 2019

In this article, we focus on Sales Coaching for Sales Coaches. Often, in sales, the sales manager is not held to the same standards as those on the sales force. While sales people are monitored on their calls, emails, CRM activity, and follow-up methodologies, the same cannot always be said for sales management.

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Anthony Cole Training

JUNE 1, 2020

Sales pipelines are similar to the story of "Goldilocks and the Three Bears. This one is too fat, this one is too skinny, and the rarest one of all; this one's just right.

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Anthony Cole Training

FEBRUARY 14, 2020

If you're looking to increase sales this year and beyond, then you're in the right place! It's a new year and we have some new content to share with you here at Anthony Cole Training Group.

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Anthony Cole Training

DECEMBER 23, 2019

In this blog, we discuss the best habits of highly successful salespeople and sales managers. Being an extraordinary sales manager is grueling and time-consuming.

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Hospitality Net

MAY 3, 2024

With this said, modest employment growth is anticipated as companies in certain industries are reducing headcounts while others are scaling back hiring. A tight labor market and strong household net worth has led to remarkable resilience in U.S. consumer spending as Americans continue to enjoy experiences and travel.

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Anthony Cole Training

MAY 26, 2023

In this blog post, we present a question that may force you to look yourself in the mirror and ask, "What can I do better as a salesperson to increase my sales in 2023 and beyond?"

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Anthony Cole Training

APRIL 14, 2020

Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success.

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Anthony Cole Training

JANUARY 16, 2020

In this article, we discuss the "5 Keys to Sales Coaching", or 5 critical steps you must know and execute in order to get the best effort and results out of your salespeople, to help increase sales in 2020 and beyond.

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Anthony Cole Training

FEBRUARY 12, 2020

The most successful salespeople are always challenging and adapting their personal sales process to be more effective. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.

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Anthony Cole Training

DECEMBER 18, 2019

In our 9th and final installment in the Sales Productivity Tools blog series, I dive into an essential item on the list: the Performance Recording tool.

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Anthony Cole Training

FEBRUARY 18, 2020

In this blog post, we dive into the 5 Keys to Successful Sales Coaching & Growth and the idea that data can help you discover real-time information about your salespeople. This data allows everyone in your organization to make real-time decisions and real-time and intentional coaching decisions.

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Anthony Cole Training

JANUARY 3, 2020

In this blog post, we compare an IH 1210 pickup truck to driving revenue growth within your sales organization. Like an engine that needs three things to run, your sales organization also needs three things to run.

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Anthony Cole Training

MARCH 4, 2021

How important is it that your new salespeople be great on the phone? Assuming the answer is "very important" then your candidate screening process must begin with the 5-minute interview.

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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.

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