ACTG Sales Management Blog

Sales & Sales Management Expertise Blog  

Sell Better. Coach Better. Hire Better.

Posted by Patrick Kollmeier on Tue, Nov 05, 2019

In today's blog or "vlog", we bring you our newest Anthony Cole Training Group's brand video.

Give it a watch below as we show you how we help build sales organizations into selling, coaching, and hiring better and what that means for their success: 

 

Topics: hiring salespeople, Sales Management Training, hiring sales managers, hire better salespeople, sales performance management, sales management tools, consultative selling, consultative sales coaching, online sales training, hire better people, insurance sales training, brand video

Creating Your Success Formula: The 5th Sales Productivity Tool

Posted by Tony Cole on Fri, Nov 01, 2019

In our 5th Chapter of our Sales Productivity Tools blog series, we discuss the idea of creating a success formula for your sales team, which only works when you have a team that is committed, motivated, and takes responsibility for their decisions and outcomes.

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To support my objectives and goals of one day playing college football, I realized I had to have a success formula.  I had to have a workout routine for strength and conditioning.  I had to be coachable.  I had to eat the right foods (My dad always threatened to tell Coach Cacia if I didn’t eat my salad). And I had to take care of the bumps and bruises.

When I got into the "real" sales world (Insurance business vs. taking orders for Nautilus Exercise Equipment) I was introduced to the One Card System created by Al Granum.  At National Life of Vermont, we were given a box with index cards and a Success Manual.  We were trained to use the cards to identify the various stages where a prospect was in the sales process, and we used the Success Manual to record our activity.  Today that entire process exists in whatever CRM your company uses.

A Success Formula is an old school sales tool that works but only if...

You have a sales team that is committed, motivated, and takes responsibility for their decisions and outcomes.

How Do Your Salespeople Compare?

Every salesperson knows what the right behaviors are to be successful. They know they have to reach out to prospects, schedule appointments, disqualify people and companies that don’t fit their business model, close and service accounts, and much more. There isn’t anything mystical about what it takes to succeed.  But the challenge is for the salesperson to be disciplined themselves to do the things they need to do based on their own success formula.

When salespeople fail, it isn’t because they lack the skills or product/industry knowledge needed to succeed. Most salespeople fail because they won’t do the things required to be successful

The answer as to why a producer won’t do those things lies in the findings of the pre-hire assessment and sales force evaluations.  To gain a better understanding of someone’s potential to be successful in sales, it would be important to have a deep understanding of the following:

  • Will to Sell
  • Sales DNA
  • Sales Competencies
  • Sales Skills

Not having this information would be like trying to coach a football team, direct a play, or construct a building without knowing the desire, skills and tendencies of the people you are relying on to meet your objective. 

To assess your current or incoming talent and their ability and willingness to make the right decision – be prudent – then it helps to have findings such as those identified in Objective Management Group’s – Sales Effectiveness and Improvement Analysis.


Check out some of our additional resources below!

Sales Productivity Tools

Why is selling so #%&@ hard

How Do Your Salespeople Compare?

Topics: Sales Training, sales evaluation, hiring salespeople, Sales Coaching, increase sales, hire better salespeople, sales skill assessment, consultative selling, sales productivity tools, consultative sales coaching, corporate sales training, hire better people

The Similarities Between Politics & Sales

Posted by Jack Kasel on Tue, Oct 29, 2019

In this blog, we discuss what it takes to differentiate yourself as a salesperson in the market today, and how sales and politics can often be similar.  As the public tends to avoid political candidates that sound like all of the rest, the same can be said in sales. 

If your salespeople sound like every other salesperson out there, how can they become the best version of themselves? If this happens to us as salespeople when we conduct our sales calls, and there is no perceived difference between our competition and us, we become a commodity

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If you listened to any of the Democratic Debates, you listened to approximately a dozen people try to convince their prospects, (the voting public), that they are different.  Many people tend to think of politicians as being “all alike”. 

If that happens to us as we conduct our sales calls, and there is no perceived difference between our competition and us, we become a commodity.  If we are perceived as a commodity, the deciding factor usually ends up being price.

As the candidates prepare for the debates, their focus groups help guide them through how to say certain things on specific topics, with the hope that a certain phrase will resonate with their prospect, (the voting public). 

In sales, we don’t have that luxury. 

In order for us to stand out, be different, or be memorable (we refer to that as Sales Posturing), we need to focus on the business problems our clients, or prospects, have. 

The best, and only way to do that, is by asking questions.  When we get the response from the prospect, we must ask more questions to confirm and clarify the problem in terms of emotional pain and the specific dollar amount it will cost them if the problem isn’t fixed. 

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That’s how we become memorable, that’s how we differentiate ourselves, and that’s how we bring value to the people we meet.


Getting back to politics — over the course of the next several months, we will see many of the candidates fade into obscurity.  Their message just won’t connect with the voting public.  In sales, we see the same thing.  Our phone calls don’t get answered, our voicemails don’t get returned, and our wonderfully crafted e-mails get ignored. 

Why?  Because to our prospect, or our “voters”, we just didn’t do anything to be, act, and sound different

In short, we didn’t connect.

If I can leave you with one thing to remember before going into your sales calls, it’s this; we can’t talk our way into an opportunity, however, we can question our way into an opportunity. 

The more time we spend asking questions, the less time we spend talking.  When that happens, we are different and memorable.  If you become exceptional at it, your chances of  getting “elected” by your prospects greatly increases.

Someone needs what you do...now get out there and go find them!  

Topics: hire better sales people, increase sales, hire better salespeople, consultative selling, sales effectiveness training, banking sales training, consultative sales coaching, corporate sales training, buyers journey, online sales training, politics, hire better people

You Can't Handle the (Sales) Truth!

Posted by Mark Trinkle on Fri, Oct 25, 2019

In this article, we discuss the Zero Moment of Truth (ZMOT) and the notion that significant changes have swept over the sales landscape these past 20 years. 

From the influx of the internet to the intricacies of the buyer's journey, selling has changed but many salespeople haven't.  Is it time they do?

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At some point that title won’t make me think of the great Jack Nicholson and his role as Colonel Nathan Jessup in the 1992 movie “A Few Good Men”, but it is safe to say that point in time is a long way off for me. It is one of my all-time favorite movies.  

For now, that famous line from Colonel Jessup has me thinking about how selling has changed so dramatically even within the last few years.

So, if you can handle the truth, here it is: 

Selling has changed…but many salespeople have not.  

Specifically, there are two significant changes that have swept over the sales landscape:

  1. The buyer is initiating the sales process…what HubSpot refers to as the buyer’s journey.
  2. The buyer is further along in their thinking than ever before.

The first change brings to mind the Google eBook titled “ZMOT”.  ZMOT is an acronym standing for the Zero Moment of Truth, and is defined as the exact moment in the sales cycle that is between the stimulus (how the prospect became aware of a product) and the first moment of truth (a P&G term referring to the decision to make a purchase). 

In short, ZMOT refers to the point in time where the buyer is researching a product or service offering and the seller is completely unaware of the buyer’s actions.

Here is a quote from the book:

“If you’re available at the Zero Moment of Truth, your customers will find you at the very moment they’re thinking about buying, and also when they’re thinking about thinking about buying.” (ZMOT, 2011)

So, it all comes down to three simple questions:

  1. Is your company winning or losing at the Zero Moment of Truth?
  2. How do you know that?
  3. What are you going to do about it?

It is inarguable that more and more buyers are finding and researching options online before they ever talk to a salesperson. 

As Colonel Jessup would ask, “We live in a world full of prospects…who’s going to call them?  You?  They may have already passed their Zero Moment of Truth."

Topics: hiring sales people, creating new sales opportunities, sales productivity tools, sales effectiveness training, consultative sales coaching, corporate sales training, sales training courses, buyers journey, social selling

Goal Setting is a Crucial Sales Step: Our 4th Sales Productivity Tool

Posted by Tony Cole on Tue, Oct 22, 2019

In our fourth installment of the 9 Sales Productivity Tools, we bring you the next tool in our series, Goal Setting.  When we talk about goal setting, we start with personal goals and then help our clients convert those personal goals into business plans.

Those business plans have goals for activities that need to be performed, as well as practice management objectives to be accomplished.


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I remember when I set my first goal at 9 years old.  I had just walked off the field from my first day at football practice, and my dad asked how it went. I told him that I loved it, and that someday I would go on to play college football. He asked me if I was sure and I said YES. Then, he told me to take off my helmet and shoulder pads and to start running laps around the field. He said, "If you are going to play college football, then you have to be in great shape." So I started running and didn’t stop until the end of my career at UConn.

To this day, winning is still an important goal for our clients and my team and I here at Anthony Cole Training Group.  However, to think that winning is the only goal that needs to be set, and that everything else will take care of itself, is faulty thinking. When we talk about goal setting, we start with personal goals and then help our clients convert those personal goals into business plans. Those business plans have goals for activities that need to be performed, as well as practice management objectives to be accomplished.

What are the personal things your people want to achieve in their lives and what are the daily tasks they must accomplish in order to achieve the BIG things? If the big thing is to be the top producer in the company, then they need specific sales goals for:

  • Increasing their average size sale
  • Improving their closing ratios
  • Asking for and getting more introductions

But these goals don’t drive the behavior the commitment, desire or motivation to succeed. Those goals look more like:

  • Send my kids to the college of their choice without debt
  • Have a cabin on the lake
  • Provide enough income so that my spouse can make a choice about being a stay-at-home parent or not
  • Eliminate all debt
  • Have a financially independent lifestyle at retirement

Goals have to be non-negotiable. They have to be shared with others that care enough to give you a slight correction when you head off course.

These are goals that the sales manager must know about so that they can more effectively keep individuals motivated.

Unfortunately, most companies don’t operate this way.  In your sales organization, anywhere between 7% and 25% of your team do not need you to create an environment where a goal setting session takes place. But, and this is a BIG but, that leaves at least another 75% of your sales team that does need this type of environment and guidance.

If you're interested in conducting a personal goal setting workshop, shoot me an email at tony@anthonycoletraining.com with the Subject - Personal Goal Setting Workshop and we can get started!


Additional resources below: 

 

Sales Productivity Tools Resource Page: 

Sales Productivity Tools

 

 

Check out our 2MSM Video on Motivation That Works: 

 

Topics: Sales Training, Sales Management Training, Leadership Training, increase sales, sales performance management, consultative selling, sales productivity tools, consultative sales coaching

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    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

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