Anthony Cole Training

JANUARY 13, 2023

Today I will cover one of the ways we at Anthony Cole Training Group, LLC coach sales managers to help them coach their salespeople to have more and better initial sales calls: Your USA! USA is the terminology we use at Anthony Cole Training Group as part of our Effective Selling System (ESS).

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Pipeliner

MARCH 12, 2025

In a recent expert interview, John Golden talked with Chris Jennings , a sales leadership expert with more than 25 years of sales and leadership experience. They discussed new sales training methods, the importance of authenticity in sales, and the changing role of sales managers.

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Video Training Lead Rank Lead Scoring 105

Steven Rosen

MAY 24, 2024

By addressing objections, providing training and support, and showcasing success stories, sales leaders can help their teams embrace AI and leverage its benefits. This article delves into the podcast episode’s key themes and explores AI’s implications in sales leadership.

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Company Sales Leadership Retention Loyalty 296

SBI Growth

MAY 26, 2025

Sales managers are at the center of sales execution, yet too often, they are expected to lead without being led. Companies that invest in training their frontline sales managers report a 7-point increase in quota attainment compared to those that dont.

Margin 156

Margin Quota Revenue Sales Enablement 156

Sales and Marketing Management

JULY 26, 2020

Author: Mat Singer, Senior Director of Sales Operations and Excellence, Upland Software Sales teams are often one of the most expensive resources within a company, yet the average frontline sales manager spends only 9% of his or her time developing direct report sellers. . Leaders, Take Part!

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Hiring Training Lead Rank Health Care 234

Understanding the Sales Force

NOVEMBER 10, 2023

And “We don’t know what we don’t know about sales” is a true statement in most companies. As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve.

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Understanding the Sales Force

APRIL 6, 2025

To do justice to the process and scorecard, the following must also occur: 100% Commitment from Executive and Sales Leadership to the process – no wavering or exceptions.

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Government Sales Leadership Coaching Sales Coaching 173

Steven Rosen

MAY 15, 2021

Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. The STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. They really loved it!”.

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Survey Coaching Training Sales Talent 358

Highspot

APRIL 1, 2025

That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. Sales managers know role-play is essential to improve sales performance , yet the old methods make it difficult to coach effectively and drive improvement. Mistakes are actual learning opportunities, not career setbacks.

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Training Sales Management Hiring Lead Rank 52

Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. By doing these basics well you will consistently crush your sales objectives. If you have had no training in the last 2 years on how to coach, I suggest you find a way to brush up on your coaching skills. That’s right.

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Coaching Hiring Sales Coaching Social Media 334

Understanding the Sales Force

OCTOBER 9, 2024

Step 1 – Have the Sales Team Evaluated We leverage the gold standard of sales team evaluation tools to determine what the team’s full sales capabilities are today, and where the biggest gaps are in all 21 Sales Core Competencies. They were D Players and not part of the company’s future.

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Hiring Lead Rank Lead Scoring Compensation 352

Understanding the Sales Force

FEBRUARY 14, 2025

the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. Responsibility is 1 of the 21 Sales Core Competencies that OMG measures. .”

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Data Hiring Compensation Quota 220

Janek Performance Group

OCTOBER 16, 2024

One of the most effective ways to ensure your team’s success is investing in training and development. In fact, Qwilr notes the following sales training statistics : Today, 70% of sellers lack formal training. Nearly half of account executives (47%) cite poor training/onboarding as a factor in leaving.

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Training Webinar Metrics ROI Objections 62

Steven Rosen

JANUARY 10, 2021

Invest in your sales managers to unlock the potential in your sales organization and turn that performance into sustainable performance As the leader of your organization, the next 6 months will prove to be more pressure-filled than you may have experienced in years. Invest in your sales managers.

Sales Management 194

Sales Management Hiring ROI Maximizer 194

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. You can train your sales managers in coaching.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Steven Rosen

JULY 22, 2024

Consistently Exceed Sales Quotas You are the head of sales of a medium company experiencing high growth. However, you find it challenging to consistently exceed sales quotas. The frontline sales managers are the linchpin of your sales organization.

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Quota Company Face-to-face Sales Leadership 156

Anthony Cole Training

OCTOBER 17, 2024

According to HubSpot, companies with well-optimized sales pipelines reported a 28% higher revenue growth rate compared to those with poorly managed pipelines. So why is it that many sales leaders default to coaching the deal at hand and do not consistently have sales pipeline management sessions with their people?

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Pipeline Benefit Hubspot Coaching 328

Sales and Marketing Management

JULY 27, 2022

Sales trainer Amy Franko shares highlights from a webinar she presented recently for SMM Connect on the most important metrics for sales managers to monitor. She talks about how she goes to market and how companies can be smarter buyers of sales training.

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Webinar Metrics Buyer Sales Training 390

Steven Rosen

JUNE 3, 2020

Do you want to close the sales gap? You are still responsible for generating your company’s revenue, and your colleagues are counting on your efforts and that of your entire team. Now is the time to get sales on track. When I say “you,” I am referring to frontline sales managers and sales executives.

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Sales Leadership Closing Face-to-face Call-back 394

Steven Rosen

JANUARY 13, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Evaluating sales managers’ success should exceed sales quotas and include turnover and team development metrics.

Sales Management 156

Sales Management Hiring Retention Coaching 156

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. You can train your sales managers in coaching.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks. Oliver: Yes.

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Sales Management Top of Funnel Data Intent Signal 195

Steven Rosen

MAY 31, 2021

As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results. Thus, the source of mediocre results.

Hiring 386

Hiring Territories Energy Sales 386

Allego

FEBRUARY 11, 2025

To succeed in today’s B2B landscape, sales teams need personalize coaching, real-time feedback, AI-driven insights, and adaptive learning strategies. The stakes are high, and traditional sales training methods simply arent enough. What Is B2B Sales Training? Get your copy now.

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B2B Training B2C Scale 62

Mr. Inside Sales

AUGUST 29, 2022

The most effective thing you can do as a sales manager or business owner is to upgrade the skills of your existing inside sales team. Sadly, not increasing their competency will lead to sales as they are now…). Sadly, not increasing their competency will lead to sales as they are now…). See it here.

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Training Licensing Face-to-face Inside Sales 31

Sales and Marketing Management

JANUARY 31, 2021

Author: Brian Trautschold As a new hire, structured training and onboarding programs are expected. Today, it is rare to see a company that doesn’t have a strict training program in place from the moment a new hire walks through the door. That’s where sales coaching comes in. Turnover is notoriously high in sales roles.

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Sales Coaching Top of Funnel Coaching Hiring 317

Steven Rosen

DECEMBER 3, 2018

The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018. The studies below clearly shows that sales manager coaching has a significant impact on performance.

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Hiring Coaching Survey Sales Coaching 272

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. Sales Managers don’t want to coach because it takes away from personal sales.

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Coaching Guidelines Margin Incentives 341

Anthony Cole Training

FEBRUARY 14, 2025

These are not elusive skills; they are identified by our partner and industry-leading sales evaluation company, Objective Management Group (OMG). Now, the buyer is in the drivers seat, and the only way to differentiate in a commoditized world is to master effective selling skills.

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Selling Skills Lead Rank Lead Scoring Groups 335

Vengreso

JANUARY 22, 2025

Ready to enhance your sales skills? Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. These blogs provide insights and strategies tailored specifically for sales managers , focusing on leadership, productivity , team motivation, and effective sales strategies.

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Training Top of Funnel Ideal Customer Profile SalesForce 74

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

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Sales Coaching Coaching Sales Management Study 273

Awarathon

OCTOBER 24, 2024

Effective sales training is crucial in today’s competitive business environment. Fortunately, online sales coaching transforms this landscape with personalized and flexible experiences through advanced training platforms. According to Forbes , Artificial Intelligence is revolutionizing sales coaching.

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Trends Training Coaching Sales Coaching 52

Janek Performance Group

FEBRUARY 13, 2024

Every company looks for specific characteristics when seeking candidates for leadership roles. For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Asks questions.

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Sales Management Hiring Promotion Motivation 139

SBI Growth

MARCH 20, 2025

Sales leaders prioritize seller training, but they often overlook training for frontline sales managers, one of the most critical levers to improve seller productivity. These managers dictate whether sales teams execute effectively or fail to meet their targets.

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Training Revenue Meeting Sales Management 156

Anthony Cole Training

AUGUST 4, 2020

Regardless of the current state of business, it is easy to get caught up in managing day-to-day tasks. It's also easy to lose focus on the end goal and continue to take the necessary steps to move your business forward.

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