09/01/10 - Is your sales compensation plan helping you get the most from your sales people? Listen to this episode of the Sales Management Minute to learn the first question to ask ...

08/27/10 - I was having a conversation with my colleague Tim Hagan this morning about the tendency for sales management to react (and sometimes overreact) too quickly. The conseque...

08/26/10 - If you're on a calendar year your VP of Sales is probably in the initial research phase of preparing their budget for next year. How much will they put in for sales trai...

08/23/10 - 1. Get Started! There will be some days you just don't feel motivated to complete your sales activities and everything you do will feel like an uphill battle. Instead ...

08/06/10 - I'm often asked about the effectiveness of letters as a prospecting strategy in today's electronic world. You see email, cold calling, and webinar tips, but rarely hear a...

07/30/10 - Honest selling is not an oxymoron! These two words are seldom used in the same sentence much less the same breath when talking about salespeople. Maybe it's time for a br...

07/22/10 - There are over 9 million results in a "secrets to closing" google web search. And, no, this article isn't about the top 4 hidden secrets to closing more sales. That is ...

07/19/10 - When revenue isn't where it should be, the kneejerk reaction is to hire a sales trainer. Listen to this episode of the Sales Management Minute to learn the five keys to a...

07/15/10 - Despite the unemployment statistics, the war for the best sales talent continues. Listen to this episode of the Sales Management Minute to learn the secrets to sales hiri...

07/09/10 - Have you ever felt that what you're selling is just like what your competitors offer? Well, if you think that, imagine how your prospects feel. They get multiple calls ev...

06/23/10 - How does a sales manager teach intent? It's by far the most difficult sales knowledge for a sales manager to impart to their team. What makes teaching intent so diff...

05/25/10 - Are you a sales manager or sales executive? Are you aware that there is a radical change coming to what you do and how you do it? If your company already uses an Sales ...

05/25/10 - How many thousands, tens of thousands or even millions of dollars a year does your company waste on useless sales training? No, I'm not suggesting that sales training is...

05/25/10 - Last fall I was invited by a potential client to attend one of their company's training seminars. The session was presented by a well-known name in the industry who spen...

05/25/10 - "Paul," said one of my coaching clients the other day, "I swear if I have to sit through another Monday morning sales meeting I'll quit. They're supposed to be an hour; ...

05/10/10 - By Barry Maher I once took a position as a sales manager with a Fortune 100 company, having been told was that my unit had been first in the division the year bef...

05/07/10 - By Tony Cole, President & CEO, Anthony Cole Training Group One of the biggest challenges for most organizations is helping salespeople execute in the field what they'v...

04/08/10 - Once you've set up a Referral Rewards Program, the next step is to get proactive and make asking for referrals a part of your sales and account management processes. This...

03/23/10 - By Tony Cole, CEO of Anthony Cole Training Group Looking at your selling scorecard at the end of this month will indicate that you are either at plan, behind plan or a...

03/23/10 - By Tony Cole, President & CEO of Anthony Cole Training Group I'm sure that some of you are saying, "We have sales growth." I'm sure that you do. However, is it consist...