5 Behaviors of Effective Banking Sales Leaders
Anthony Cole Training
JANUARY 19, 2023
The sales management activities that we are performing today are creating the results we are achieving today.
Sales Managers: Think You’re Ready for Referrals?
No More Cold Calling
JANUARY 16, 2020
Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do.
Referrals 
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For Banking Industry Sales Managers – How to Lead
Increase Sales
NOVEMBER 5, 2014
The US banking industry especially within the commercial side has dramatically changed because of compliance and the economy. Today banks appear to be as common as convenience and fuel stores, fast food chains and drug stores. There is a bank of every corner or it seems that way. Communication. Share on Facebook.
Banking 139
139 
A Simple Sales Management Strategy For Banks
Increase Sales
OCTOBER 2, 2013
Banks are interesting businesses to observe. And yet, management seems oblivious to this simple sales strategy for business growth especially within the market of small business. And yet, management seems oblivious to this simple sales strategy for business growth especially within the market of small business.
Banking 137
137 
The Data Behind Sales Managers of Elite Teams
Anthony Cole Training
JULY 13, 2023
Learn about the "Coachable" Sales Competency in this blog taken from OMG's recent webinar: The Data Behind Sales Managers of Elite Teams.
Data 265
265 
Sales Managers Have the Hardest Job in Sales | Sales Motivation.
The Sales Hunter
FEBRUARY 20, 2012
Sales Managers Have the Hardest Job in Sales. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership. Sales Managers have the hardest job in sales. In most cases, sales managers earn less than their top salespeople. E-mail RSS.
Motivation 220
220 
The 5 Metrics That Should Matter Most to Sales Managers
Sales and Marketing Management
JANUARY 31, 2019
Author: Matthew Sunshine As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. A sales manager I once knew was in love with a particular metric: the number of calls each seller made in a day. You’ve got so much on your plate?
Sales Management 184
184 
Media Consultant Closes $35,000 Banking Digital Ad Campaign
SalesFuel
AUGUST 21, 2024
Challenge: Create a competitive banking digital ad campaign Jacob Flaten, a media consultant from Sparklight Advertising and a multiple Sell Smarter Award winner, has been using AdMall for four years and knows if, and when, it can help him during a sales process. They accept deposits and make loans to both consumers and businesses.
Banking 102
102 
The Best Advice Sales Managers Can Give to Help Increase Sales
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.
Sales Management 239
239 
The Secret to Sales Rep Motivation
Steven Rosen
MAY 28, 2014
The answer that traditional sales leaders have used in the past is to throw more money at their team to drive performance. The researchers at MIT in a 2005 study for the Federal Reserve Bank concluded that : As long as the task involved only mechanical skills, bonuses and rewards work. The higher the pay the better the performance.
Motivation 319
319 
B2B Emotional Sales Formula - Curiosity. Obsession. Fever. Action. Passion.
Sales and Marketing Management
JUNE 25, 2018
I know, you fell into sales, and perhaps from there, sales management. Bank on it! A good sales job interview question is, “Will you bank-roll me at relevant conferences 100 percent?” If hesitation, don't work there - that's an anti-sales culture. Your net worth is the size of your network. (h/t
B2B 319
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If Only Sales Management Would Do the Math – Part 1
Increase Sales
MAY 8, 2014
Math sometimes seem to be a poison to those in sales management. These industrious folks have a tendency to jump on board with the latest so called best practice without actually doing the math to see if their sales team can meet the goals. Then visit 10 of the home encircling the open house home. Share on Facebook.
Sales Management 137
137 
The Best Advice Sales Managers Can Give to Help Increase Sales
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.
Sales Management 216
216 
Execute Your Sales Strategy By Pinpointing Growth Opportunities
SBI Growth
AUGUST 6, 2012
It is your job to equip sales management with these figures. Sales Resources are focused in the wrong markets. You have ten sales resources focused on a $20M saturated market while only three are focused on an $80M growing market. They have 8 NYC banks as customers, 4 of which spend an average of $70K.
Opportunity 316
316 If you can’t measure it, you can’t manage it
Bernadette McClelland
JULY 8, 2012
Those who struggle with their finances I bet almost never open window faced envelopes or reconcile bank statements. Sales people who don’t measure prospecting or know their ratios or numbers are the ones who fall behind the 8 ball – but it’s too competitive out there to do that today.
Face-to-face 278
278 
Selling Value Without Selling, Part 3: THE SOLUTION!
Anthony Cole Training
MARCH 24, 2023
Prospect : W hy should I do business with you or your bank / company? In part 1, I gave you a sample of how the ‘selling value’ discussions sounds. Here it is again.
Banking 229
229 
Why Top Sales World CEO Never Makes Cold Calls
No More Cold Calling
OCTOBER 10, 2013
and France, has enjoyed a longer, more successful sales career than most, and he fully understands the power of referral relationships. In this month’s guest blog, he reinforces the referral message I’ve been spreading for years and presents hard data you can bank on. Associations Enterprise Sales Management Small Business'
Cold Calling 298
298 
Selling Value Without Selling: Part 2
Anthony Cole Training
MARCH 17, 2023
From a sales strategy and process perspective, positioning value not only requires a great VALUE PROPOSITION but also supporting Will to Sell, Sales DNA, and Sales Competencies. Using data from just one of our dozens of community bank clients, this is what we found out about top 25% of the team vs the bottom 25% of the team.
Banking 229
229 
If Only Sales Management Would Do the Math – Part 2
Increase Sales
MAY 9, 2014
After a extremely cold and snowy winter, sales people are out in force attempting to achieve the sales goals set by sales management. The problem is many of these sales managers have failed to do simple math to learn if these goals are realistic. By doing the math, probably2 sales people could be terminated.
Sales Management 126
126 
Top Habits of Highly Successful Sales Managers
Anthony Cole Training
JANUARY 28, 2020
The sales management activities that we perform today create the results that we achieve today. What activities are you doing now that are creating your current unsatisfactory results? How can you change them?
Sales Management 161
161 
Is Your Toddler Texting?
No More Cold Calling
OCTOBER 28, 2013
They’re trying to make in-roads and are banking on the fact that parents don’t make enough time to be with their children—to play games, do homework with pencil and paper, fly kites, listen to music, work puzzles, and just be present. Associations Enterprise Sales Management Small Business' What about you?
Face-to-face 288
288 
How a Marketing Leader Saved the Year for Sales
SBI Growth
JUNE 28, 2013
Sam, the VP of Sales is knocking at Kathy’s door. He said, “My sales managers pointed to the lack of leads as their downfall.” He was banking on a quarterly bonus to take his family to Disney World. He was getting beat up by the CEO. The Q2 review did not go well.
Lead Gen 319
319 
How Real Sales Managers Use Conversational Intelligence
Hubspot Sales
MAY 18, 2021
And it makes sense — tracking and pulling insight from sales calls manually is a frustrating, labor-intensive, often ineffective burden that can eat up sales managers' time without offering much return. Sales managers stand to gain a lot by incorporating this kind of tech into their teams' day-to-day and broader sales efforts.
Conversion 119
119 
Getting in the door is hard
Sales 2.0
OCTOBER 11, 2019
No deep geeky conversations to have that would surely persuade other brilliant techies to sign large contracts and make contributions to my firm’s and my bank account. That was when I realized what the sales people did that I had worked with in my first sales engineering job— they got meetings. Oh, so that was what they did!
Engineering 262
262 Great Salespeople Don’t Settle for Average (Part 2 of a series!)
The Sales Hunter
NOVEMBER 5, 2013
At the end of a year, they don’t shut down because a number is in the bank. Nothing will frustrate a sales manager or senior management more than a salesperson who sees themselves as the only person they need to satisfy. For each person who may be hitting their number, there could easily be somebody who is missing their number.
Banking 228
228 
Top 7 Sales Lessons from BISA's 2013 Annual Convention
Anthony Cole Training
MARCH 19, 2013
BISA is the Bank Insurance and Securities Association. There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Jim McNeil - Executive Director of BISA, – Scott Stathis – Managing Director and COO BISRA.
Hiring 197
197 
The ultimate guide to agile sales management
Zendesk Sell
JULY 16, 2019
To understand this concept more clearly, take a look at the main differences between a traditional “waterfall” sales process and an agile process: Agile sales management explained. So, how does agile management relate to sales? The benefits of agile sales management.
Targeting Sales Opportunities - The Hidden Truth
Understanding the Sales Force
SEPTEMBER 10, 2012
Targeting is a fairly simple practice, but when sales management doesn't perform this activity for their salespeople (as in, "Mary, call on these 27 accounts.") Take the case of the salesperson who targets hospitals, oil companies, banks and insurance agencies. They aren't being held accountable by sales management.
Opportunity 193
193 
The Top Reason Why Sales Teams Fail
Increase Sales
AUGUST 9, 2013
Believe it or not, many in sales management from the small business owners, C Suite executives all the way down to the sales managers have this hidden motto within their sales teams: Failure is Job #1! Share on Facebook.
Hiring 160
160 
How Do Sales Professionals Stay Motivated?
Understanding the Sales Force
JULY 12, 2012
They didn't answer the question of how sales professionals stay motivated as much as they answered how certain salespeople motivate themselves and how certain sales managers motivate others. But salespeople who love what they do and love either the thrill of success or the sight of their growing bank account are pre-motivated.
Motivation 189
189 
Hit Your Sales Targets without Breaking the Bank in 2024
The Spiff Blog
JANUARY 9, 2024
No matter how confident you are in your sales strategies, it’s crucial to develop contingency plans for if and when something goes wrong. Consider each scenario that might affect your sales team’s ability to hit its targets. What if you experience a period of high sales turnover? What if a valuable sales manager leaves?
Banking 84
84 
GTM 140: How Microsoft Scaled from $600M to $5B: The Enterprise Playbook with Hayden Stafford
Sales Hacker Training
APRIL 1, 2025
00:29:00] You know, investment banks, big retail banks, corporate banking, it was asset management. With their kind of sales collateral. We took the asset management space. Today, uh, 42% of our business is banking. That’s the common sales pitch. we didn’t start in a sexy space. [00:29:00]
Scale 71
71 
Poll Question about Sales Success
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. Peter Jensen calls the 'coaching bias.
Hiring 165
165 
Strong Sales Performance Management Begins with Setting Standards
Anthony Cole Training
JANUARY 12, 2024
Many or few, consistent or irregular, planned or impromptu, the sales performance management activities that we, as sales managers, use to motivate, train and hold our sales team accountable are at least partly responsible for the success or lack of success of those we manage.
Motivation 300
300 
Stop the Dysfunction in the Sales Function
Understanding the Sales Force
JUNE 17, 2024
This applies to the C Suite and Sales Sr Sales VPs when considering the needs of their sales organizations, as well as to sales managers and salespeople when considering their own needs. Companies use insurance agencies, benefit firms, banks and more.
Real Estate 169
169 
The Pipeline ? Five Bucks To Success!
The Pipeline
APRIL 30, 2011
This is an opportunity for anyone operating in the sales space to make a meaningful contribution to the Japanese Disaster Fund (via the Red Cross). We estimate that after administration charges levied by banks/PayPal, we will be able to contribute around 95% of all registration donations. Random Walk Down Sales Street.
Pipeline 223
223 
Talent Acquisition: How Do I Hire Better Talent?
The Center for Sales Strategy
MAY 16, 2022
As sales managers, we need to treat recruitment the same way. The most effective way to ensure you’re able to hire better talent is to build and maintain a strong talent bank. We are always asking our salespeople to prospect and keep their eyes open for new potential clients.
Hiring 122
122 Why is It So #%&@ Hard to Solve the Sales Growth Problem? – The 5 Constraints to Growing Sales – Part I
Anthony Cole Training
JANUARY 19, 2017
I’ve written on this subject, talked about it at workshops/keynotes and presented it to our clients in our Sales Managed Environment ® Certification program for over 20 years. It’s still something that we get asked about when we present at the Community Bank CEO Network and other venues. It’s still in the news.
Banking 120
120 
Achieving Sales Team Excellence – the Motivation Competency
Anthony Cole Training
JANUARY 25, 2024
We rely on the pioneer and #1 sales management evaluation by Objective Management Group to help understand exactly what it takes to ‘motivate’ a sales team. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best?
Motivation 292
292 
The Pipeline ? Time To Step Up!
The Pipeline
MAY 7, 2011
This is an opportunity for anyone involved in the sales space to make a meaningful contribution to the Japanese Disaster Fund (via the Red Cross). We estimate that after administration charges levied by banks/PayPal, we will be able to contribute around 95% of all registration donations. Random Walk Down Sales Street.
Pipeline 218
218 Referrals Rock!
No More Cold Calling
OCTOBER 29, 2013
Whether they want a new accountant, a builder, a marketing firm, a lawyer, a technology solution, or a new bank, most people don’t pick one at random via Google. Associations Enterprise Sales Management Small Business' But when it’s time to narrow down the options, where do they turn? Comment Here.
Referrals 159
159 The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right
Sales Hacker
DECEMBER 13, 2018
Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals. Skip right to the 6 steps to influence outcomes as a sales manager >>> Having Goals is NOT Enough to Break Through.
Your Questions Make a Difference in Sales Success
Anthony Cole Training
JANUARY 16, 2012
Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Sales Coaching (40). sales coaching skills (10). sales competencies (12).
Hiring 195
195 
The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right
Sales Hacker
AUGUST 21, 2018
Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals. Skip right to the 6 steps to influence outcomes as a sales manager >>> Having Goals is NOT Enough to Break Through.
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