A Sales Guy

JULY 23, 2012

Challenging customers, assessing complex businesses and selling processes, solving complex problems, developing sophisticated selling strategies, executing robust account plans are all the actions of “A” sales players. Hiring the best people possible is hard. Successful sales organizations have the best sales people.

Hiring 110

Hiring Sales Business Sales Leadership 110

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. Go check it out and change your hiring process.

Hiring 114

Hiring Sales Management Market 114

A Sales Guy

JANUARY 6, 2014

.” We are knee deep in selling, sales leadership, sales process, and sales engagement. The A Sales Guy Blog, and A Sales Guy Consulting have been engaging and participating in the on and offline world of sales for years. Now, it’s around employment, hiring, and recruitment.

Sales 107

Sales Hiring Sales Leadership Sales Process 107

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. Anyone know of any truly creative and innovative sales organizations or of a sales person or leader doing some creative things?

Sales 117

Sales Sales Leadership Hiring Business 117

Anthony Cole Training

JANUARY 19, 2015

Can we close more sales? Do our systems and processes support a high performance sales organization? Can we be more consistent with our sales process? How well are our sales leadership strategies aligned? Can we improve our sales culture? - Email with subject line: I want Tony''s help.

Sales 207

Sales Hiring Pipeline Sales Leadership 207

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.

Hiring 120

Hiring Sales Leadership Sales Sales Process 120

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.

Sales 113

Sales Sales Leadership Hiring Management 113

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.

Sales Leadership 113

Sales Leadership Sales Hiring Market 113

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 markets has been a hallmark of Mehra’s career, according to the company.

Revenue 59

Revenue Sales Leadership Sales Hospitality Management 59

A Sales Guy

SEPTEMBER 23, 2013

I will do a sales leadership post in the future addressing this group as well. But for now, this post specifically addresses the misconnections with hiring sales managers/directors. . In many ways, sales managers are the Rodney Dangerfield’s of sales, “they get no respect.”

Sales 114

Sales Hiring Management Sales Leadership 114

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.

Real Estate 52

Real Estate Sales Leadership Sales Hospitality Management 52

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. ———-.

Sales 118

Sales Sales Leadership Hiring Branding 118

Hotel Business

JUNE 22, 2023

We look forward to experiencing additional growth and success in the Americas, based on her leadership.” Prior to joining the company, Frye spent nearly two decades in hospitality sales leadership positions with hotel organizations such a Sage Hospitality Group and Stonebridge Companies.

Sales Leadership 52

Sales Leadership Sales Resorts Services 52

A Sales Guy

OCTOBER 13, 2012

If no expect to hire more people at sometime, or evaluate the underlying average deal size assumptions, number of deal assumptions etc. 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

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.

Branding 52

Branding Sales Leadership Marketing Strategy Hotels 52

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.

OTA 52

OTA Sales Leadership Sales Revenue 52

A Sales Guy

JANUARY 3, 2014

Great sales leaders know regardless of how much effort they put into something, credit always goes to their team. Great sales are good at giving credit and not taking it. Sales leadership inundates their people with useless meetings designed to keep them up to date. It’s sales job to sell. Sales Leadership'

Sales 117

Sales Sales Leadership Hiring Closing 117

Anthony Cole Training

FEBRUARY 6, 2012

close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). How to Increase Sales (30). improving sales (27). Increase Sales (22). key to sales success (4).

Sales 187

Sales Hiring Sales Leadership Sales Process 187

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. How can you tell if you are about to make a hiring mistake? What I cannot understand is this: why does this conversation still exist?

Hiring 146

Hiring Sales Pipeline Sales Leadership 146

Anthony Cole Training

MAY 19, 2011

close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). How to Increase Sales (30). improving sales (27). Increase Sales (22). key to sales success (4).

Sales 163

Sales Management Hiring Sales Process 163

Anthony Cole Training

JANUARY 31, 2012

close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). How to Increase Sales (30). improving sales (27). Increase Sales (22). key to sales success (4).

Sales 163

Sales Hiring Sales Process Sales Leadership 163

A Sales Guy

OCTOBER 5, 2013

Like most organizations, when they have something to sell, they hire a sales person. They hired someone. They hired Mike Sharp. I’ve said it before and I’m sure I’ll say it again — sales can’t save you. Build a great product AND a great sales team.

Sales 117

Sales Sales Leadership Hiring Retail 117

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? Sales leadership and management needs to more open and more humble.

Sales 121

Sales Management Sales Leadership Hiring 121

A Sales Guy

NOVEMBER 27, 2012

There used to be a time when hiring a new sales person, throwing him or her a phonebook and saying hit the streets was adequate. We marveled at the sales people who, with nothing less than determination, a rolodex, a half-baked product and some spit and gum could build a great pipeline and drive business.

Sales 112

Sales Sales Leadership Hiring Market 112

Anthony Cole Training

DECEMBER 12, 2011

close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). How to Increase Sales (30). improving sales (27). Increase Sales (22). key to sales success (4).

Sales 178

Sales Hiring Sales Process B2B 178

Anthony Cole Training

SEPTEMBER 8, 2011

close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). How to Increase Sales (30). improving sales (27). Increase Sales (22). key to sales success (4).

Sales 181

Sales Hiring Sales Process Management 181

Anthony Cole Training

SEPTEMBER 26, 2011

close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). How to Increase Sales (30). improving sales (27). Increase Sales (22). key to sales success (4).

Sales 169

Sales Management Hiring Sales Process 169

Anthony Cole Training

JANUARY 5, 2012

close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). How to Increase Sales (30). improving sales (27). Increase Sales (22). key to sales success (4).

Sales 133

Sales Hiring Sales Process Sales Leadership 133

A Sales Guy

APRIL 29, 2014

They’ve created a shitty sales culture. The have horrible hiring practices. They don’t have a sales culture through out the entire company. They lack sales leadership. They don’t listen to the sales people. Yes, companies CAN be the reason sales people fail.

Sales 121

Sales Hiring Sales Leadership Market 121

Anthony Cole Training

APRIL 19, 2011

close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). How to Increase Sales (30). improving sales (27). Increase Sales (22). key to sales success (4).

Sales 163

Sales Hiring Sales Process Pipeline 163

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. I want you to think about the last couple of people that you hired. Did I hire them that way or make them that way?

Sales 185

Sales Hiring Management Sales Leadership 185

Anthony Cole Training

FEBRUARY 24, 2012

close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). How to Increase Sales (30). improving sales (27). Increase Sales (22). key to sales success (4).

Sales 134

Sales Hiring Sales Process Pipeline 134

Anthony Cole Training

JANUARY 16, 2012

close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). How to Increase Sales (30). improving sales (27). Increase Sales (22). key to sales success (4).

Sales 193

Sales Hiring Sales Process Closing 193

Anthony Cole Training

OCTOBER 25, 2011

close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). How to Increase Sales (30). improving sales (27). Increase Sales (22). key to sales success (4).

Sales 176

Sales Hiring Closing Sales Process 176

Anthony Cole Training

DECEMBER 16, 2011

close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). How to Increase Sales (30). improving sales (27). Increase Sales (22). key to sales success (4).

Sales 176

Sales Hiring Sales Process Management 176

Anthony Cole Training

OCTOBER 21, 2011

close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). How to Increase Sales (30). improving sales (27). Increase Sales (22). key to sales success (4).

Sales 176

Sales Hiring Sales Process B2B 176

Anthony Cole Training

MAY 16, 2011

close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). How to Increase Sales (30). improving sales (27). Increase Sales (22). key to sales success (4).

Business 182

Business Sales Hiring Sales Process 182