A Sales Guy

JANUARY 2, 2012

The beginning of the year in sales always starts with a number. Sales leadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. Everyone is looking forward and the management process on making the number begins. Then it moves to getting to the number.

Sales Leadership 105

Sales Leadership Sales Marketing Strategy Pipeline 105

A Sales Guy

OCTOBER 16, 2013

It’s too easy for your management team to lean towards your way of thinking. Sales Leadership Uncategorized' It’s easy to “say” you are open to insight and ideas, it’s another thing to create an environment where people feel safe. It’s the safe route. It’s not easy. But it works.

Sales Leadership 122

Sales Leadership Sales Marketing Market 122

A Sales Guy

MAY 24, 2013

I was going through some of the books and articles I’ve collected over the years and found this great comparison between leaders and managers. It’s part of a book or series called A New Paradigm of Leadership. The article was called Leadership in the 21st Century, by Waren Bennis of USC. What do you think?

Management 117

Management Sales Leadership B2B Sales 117

Anthony Cole Training

OCTOBER 3, 2016

Several years ago, as part of our sales team evaluation, the skills, tendencies and effectiveness of the sales leadership team was also assessed. The findings indicated that of the 224 leaders, 23% had at least 60% of the skills required to be an effective performance manger.

Sales Leadership 146

Sales Leadership Sales Management 146

eHotelier

JUNE 26, 2023

bringing connected experiences to life, today announced the appointment of Jeff Johns, hospitality and energy management technology sales veteran, to Nomadix as Global VP of EMS Business Development. He brings over two decades of experience in sales leadership, product planning and energy management technology adoption.

Sales 52

Sales Sales Leadership Hospitality Management 52

eHotelier

JULY 27, 2023

Highgate, a leading real estate and hospitality management company, announced today that Chi Hoon Bang has been appointed as Global Executive, Sales & Luxury Experience for the Hawai’i region.

Sales 52

Sales Real Estate Sales Leadership Hospitality Management 52

A Sales Guy

MARCH 4, 2014

They manage to the quotas. They sit next to, talk with and are closer to the sales people than any other person (role) in the company. Sales managers are the lynchpins to success in sales organizations. Sales managers are the key to a humming sales organization. They distribute the quotas.

Sales 115

Sales Management Sales Leadership Sales Process 115

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.

Revenue 59

Revenue Sales Leadership Sales Hospitality Management 59

A Sales Guy

JUNE 28, 2012

The sales pipeline is the most important sales management tool there is. The sales pipeline is like the hard drive of a computer. Like your hard drive, if the pipeline gets messed up or filled with crap, everything slows down and in the case of sales that means revenue. Bad sales stages or poor sales process.

Pipeline 112

Pipeline Sales Management Sales Process 112

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 structure, systems and discipline can help.

Sales 121

Sales Management Sales Leadership Hiring 121

Hotel Business

JUNE 4, 2024

According to HSMAI, the certification is tailored for hospitality sales leaders who are proficient in leading high-performing teams, demonstrating overall commercial acumen, applying best practices in hotel sales to drive revenue growth and more.

Hotel Sales 64

Hotel Sales Sales Sales Leadership Digital Marketing 64

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.

Pipeline 116

Pipeline Sales Management Sales Leadership 116

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

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! Leadership Training (2). managing sales (4).

Sales 154

Sales Management Hiring Sales Process 154

Anthony Iannarino

JANUARY 7, 2020

There are different types of sales managers you run into during your time in sales. You can learn something from most of them, but leadership being as tricky as it is, it’s often easier to point to how you get things wrong than it is to elucidate what makes one effective.

Sales 78

Sales Management Closing Sales Leadership 78

A Sales Guy

MAY 7, 2013

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit. Do you see what they see?

Sales 128

Sales Sales Leadership B2B Sales Process 128

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! Leadership Training (2). managing sales (4).

Sales 181

Sales Management Hiring Business 181

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! Leadership Training (2). managing sales (4).

Sales 169

Sales Management Hiring Sales Process 169

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

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

A Sales Guy

JANUARY 18, 2018

It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. Because sales managers don’t know how to run them and salespeople are generally full of s**t and overly optimistic.

Sales 130

Sales Management Closing Business 130

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! Leadership Training (2). managing sales (4).

Sales 163

Sales Management Hiring Sales Process 163

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.

Management 117

Management Sales Sales Leadership Hiring 117

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

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.

Sales 114

Sales Hiring Management Sales Leadership 114

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! Leadership Training (2). managing sales (4).

Sales 145

Sales Management Hiring Closing 145

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

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! Leadership Training (2). managing sales (4).

Sales 120

Sales Management Sales Process Hiring 120

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.

Management 110

Management Sales Business Hiring 110

A Sales Guy

AUGUST 12, 2013

Poor Leadership: I believe effective and impactful sales leadership is at an all-time low. Sales leaders have become increasingly prescriptive, hierarchical and micro-managing than ever before. This is a complete sales leadership miss. Most sales people suck. It’s that simple.

Sales 128

Sales Sales Leadership Sales Process Management 128

Anthony Cole Training

AUGUST 20, 2020

Often, managers focus their energy on defining procedures and identifying expectations during times of change. As a leader, have you ever wondered why your salespeople don't adapt to and follow the new guidelines you have established?

Management 231

Management Sales Leadership Sales 231

A Sales Guy

DECEMBER 1, 2011

This question was posed over at the small business question and answer forum Focus.com yesterday; What are the essentials to become a great sales manager? Here are a few excerpts from the some of the answers: A great sales manager understands that her salespeople are unique individuals. — Bob. — Bob.

Sales 115

Sales Management Small Business Construction 115

A Sales Guy

JANUARY 26, 2012

There has always been a lot of discussion about which is the best approach, activity based management or results based management. I’m a 100% in the results based management camp. Activity based management narrows the approach, because the activities being managed come from the top. It gives them freedom.

Management 90

Management Intent Sales Events 90

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.

Hiring 120

Hiring Sales Management Sales Process 120

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

A Sales Guy

DECEMBER 1, 2013

Account planning, contests, cold calling, performance reviews, product pitches, quota management, etc. I don’t see enough innovation in today’s sales organizations. 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

A Sales Guy

AUGUST 21, 2012

I don’t give a rats ass about a sales opportunities status and as a sales manager you shouldn’t either. ” Status is the lame update sales people share during the weekly pipeline meeting. Sales Manager – “Hey Bob, what’s the status on the Techform opportunity?

Sales 115

Sales Management Pipeline Closing 115