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.
Banking Sales Management Training 
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 
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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.
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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.
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Hit Your Sales Targets without Breaking the Bank in 2024
The Spiff Blog
JANUARY 9, 2024
Sales ramp-up time can be costly, considering how much training and coaching is required to get new reps up to speed. For one, insufficient training won’t create effective salespeople. Identify any sources of confusion or disruption that new sales reps might experience in their early days at your company.
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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.
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Sales Management Training: 7 Skills to Lead a High-Impact Sales Team
Highspot
DECEMBER 21, 2022
In fact, a reported 69% of sellers who exceed annual quota consider their sales managers as being “above average” at their jobs. But here’s the problem: A good candidate for sales management is hard to find. Unless you invest in a good training program (and your people). sales guidance.
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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.
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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.
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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.
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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?
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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.
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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.
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Strategies and Skills: How to Be a Good Sales Manager
LeadFuze
JULY 14, 2023
How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.
SalesManager 52
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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.
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Blueberries, Sales and Sales Management
Anthony Cole Training
JANUARY 30, 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). Increase Sales (22). key to sales success (4). keys to sales success (30).
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Sales Managers Have the Hardest Job in Sales | Sales Motivation.
The Sales Hunter
FEBRUARY 20, 2012
Mark’s Insights on SALES MOTIVATION. Sales Articles. 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. Client Login.
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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.
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10 Do's for Sales Management Success
Anthony Cole Training
SEPTEMBER 26, 2011
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). Increase Sales (22). key to sales success (4). keys to sales success (30).
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4 Habits of Highly Successful Sales Managers Who Retain Their Top Performers
The Center for Sales Strategy
AUGUST 21, 2018
Well, this scenario is one managers often find themselves in. Even the most successful sales managers can find themselves in this situation if they aren't intentional with their management practices and focused on retention. Recruiting and filling your talent bank is important.
7 Best Sales Leadership Podcasts for 2023
Allego
DECEMBER 15, 2022
Many of those sharing their expertise were guests on Allego’s The Adapter’s Advantage podcast during the year, including Jennifer Stanley, Partner at McKinsey & Company; Terry Coutsolioutsos, Commercial Leader at Siemens Healthineers North America; and Ryan Thompson, Senior Director of Global Sales Training at Medtronic.
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Why Likability is Among the Most Effective Sales Techniques
SalesFuel
AUGUST 1, 2024
But at this stage, we’re all on training wheels. However, banking the information you glean from the first encounter will return dividends in the future. Reading Your Prospect’s Personality Is an Effective Sales Technique I’ve written in the past about the power of nonverbal messaging and body language.
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For Sales Managers Looking For Successful Sales People
Anthony Cole Training
MAY 19, 2011
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). Increase Sales (22). key to sales success (4). keys to sales success (30).
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Did You Know That You Have Woodpeckers on Your Sales Team?
Understanding the Sales Force
MAY 8, 2023
The seven reasons most often to blame are: Sales Managers. Yes, sales managers who fail to hold their salespeople accountable for the agreed upon prospecting activities are enabling those non-hunting salespeople. Utilize OMG’s Sales Candidate Assessments to improve your sales selection.
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156 Sales Enablement, Upping The Game….
Partners in Excellence
AUGUST 31, 2022
It’s driven by an observation about discussions I hear among sales enablement folks and observations from perusing my feeds. Something I seldom see in sales enablement training and development programs are things that help sellers better understand the worlds of their customers.
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.
Words Make a Difference in Successful Sales Management
Anthony Cole Training
AUGUST 29, 2011
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). Increase Sales (22). key to sales success (4). keys to sales success (30).
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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?
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5 Key Takeaways from Celebrating 30 Years in Business
Anthony Cole Training
JANUARY 26, 2023
This year, we're celebrating a huge milestone- 30 Years of Anthony Cole Training Group. In 1993, Linda and Tony Cole decided to start their own training and development company. In this video, Tony shares 5 things that have helped us grow and serve others in these 30 years.
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Properly Handled Mistakes Create Stronger Relationships
Adaptive Business Services
JANUARY 31, 2024
Let’s examine that … Back in the 80’s, I was the sales manager for a local office equipment company. In 2006 I secured a deal with a regional bank that was going to be rapidly expanding in S.W. It wasn’t a large job, but the bank had huge potential. There is a caveat to this title. One in particular was huge for us.
Sales Training and Self Training for Success
Anthony Cole Training
MARCH 31, 2010
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). Increase Sales (22). key to sales success (4). keys to sales success (30).
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How Real Sales Learning Happens
Sales and Marketing Management
MARCH 1, 2021
Cespedes, Yuchun Lee and Mark Magnacca A lot of sales training misunderstands how salespeople learn. Most learning in sales is through peer learning in specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. Citizens Bank has cut its training time in half.
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Top 4 Ways to Improve Employee Development
Allego
JUNE 2, 2021
In his twenty-five years with the organization, he has held national leadership roles within commercial and business banking. Today, Jackson leads the direction and strategy of a globally distributed learning organization, supporting more than 240,000 bank employees worldwide and developing learning content with strategic vendors. “I
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The Sales Manager's Job
Anthony Cole Training
MARCH 23, 2010
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). Increase Sales (22). key to sales success (4). keys to sales success (30).
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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.
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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.
What is the Impact of Frequent Coaching?
Anthony Cole Training
JULY 21, 2023
Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. The second chapter of this guide addresses a fundamental question: how often should sales managers coach their teams?
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Effective Coaching with Sales Performance Metrics
Anthony Cole Training
OCTOBER 6, 2023
Sales organizations typically have plenty of sales data due to the growth and usage of CRM systems, critical to capturing the activities that are occurring with the sales team. But effective coaching with sales performance data often becomes the greater challenge with sales managers and leaders.
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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.
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Sales training – what’s the biggest challenge?
Sales Training Connection
MARCH 25, 2015
Given the substantial amount of money that companies commit to training every year, the notion of learning more about how to get it right is a question of interest. When asked about their companies’ biggest challenge with training programs, the respondents reported that the one growing most in concern was the lack of metrics.
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How Can Small Businesses Effectively Manage Their Time and Resources? (video)
Pipeliner
NOVEMBER 12, 2023
Financial management is another hurdle, with a disconnect often existing between profitability and cash flow. You might be running a profitable business but still struggle to have enough money in the bank. This is further complicated by the cash gap – the time between paying expenses and collecting on sales.
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How Coaching Drives Sales Growth
Anthony Cole Training
NOVEMBER 3, 2023
This is from the deep data warehouse of Objective Management Group, our partner and the pioneer of the sales assessment. Unfortunately, we also know that less than 10% of sales managers are considered highly effective at this critical role of coaching.
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Which Manager Qualities Matter Most for Building Elite Sales Teams
Anthony Cole Training
JULY 28, 2023
Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. Through a deep analysis of sales evaluations and coaching frequencies, we uncover the impact of consistent coaching on various aspects of sales performance.
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234 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.
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