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11 Concepts For Managing Yourself and Your Employees During Change

Posted by Tony Cole on Fri, May 15, 2020

In today's blog, we discuss the notion that effective sales leadership requires leaders to meet the challenge during times of major change. 

In this article, we bring you 11 concepts to adopt for managing yourself and your salespeople; to help increase sales, productivity, and trust within your organizations.time-for-change-sign-with-led-light-2277784

  1. What would you do if today where your first day on the job?
  2. What kind of attitude would you have?
  3. How would you respond to the responsibilities of your new job?
  4. You would you interact with your new co-workers?
  5. You come in the 2nd day of your new job and the company asks you to do something different. How do you respond?
  6. Who is more valuable in the marketplace, someone that adapts or someone that resists change?

Consider this: “You think you understand the situations, but what you don’t understand is the situation has changed.”  Putnam Investment advertisement

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Concept #1 – Commitment is a gift you should give to yourself

  • What are you committed to?
  • If you are not committed to do whatever it takes to succeed and increase sales, then you must:
    • Set personal goals that are non-negotiable
    • Have a vision of where you want to go (and where you want to end up)
  • Failure to do these things will lead to failure to fully commit 

Concept #2 – Senior management must empower all others to think like a CEO.  If senior management can accomplish this, then non-managers will think and act like they are CEOS; looking out for the entire company, and not only for themselves.

  • Support people to make decisions
  • Train them on how to make decisions
  • If bad decisions are made, it is because of the following:
    • Leadership hired the wrong people
    • Failure to communicate well
    • Failure to train on decision-making

Concept #3 – The use of technology

  • You must use it and demand it of yourself and your team!
  • If you have people that have a belief that ‘You can’t treat old dogs new tricks’, get those people off of your stage

Concept #4 – Flexible thinking and changing beliefs are critical.  There are some truths that you will have to accept.

  • Life isn’t fair!
  • Life isn't fair!
  • Life isn't fair!

Concept #5 – Companies are curious:

  • How can you increase my top line?
  • How can you add to the bottom line?
  • How will you prove it via accountability to measurable achievements?

Concept #6 – Your company will be asking, “Why should I keep you”? 
You must demonstrate that:

  • You are a good employee
  • You work hard
  • You get things done
  • You are capable of learning
  • You have experience that is valuable to YOU and to the future of the compnay

Concept #7 – Lifetime learning

  • Information doubles every 5 years
  • Power and speed of the microchip doubles every 18 months (Moore’s law)
  • The cost of computing drops roughly 30% every year while working faster and better
    • Are you twice as smart today as you were 5 years ago?
    • Have doubled your capacity in the last 18 months?
    • What are you doing today to be twice as smart in 18 months?
    • How much are you costing the company? Are you a better “buy”

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Concept #8 – Job security

  • The ability to initiate new relationships
  • Being able to create and sell creative solutions to qualified buyers
  • Your ability to facilitate decisions to buy from you

Concept #9 – Make sure you contribute more value than you cost

  • The company’s perception about contribution vs cost is the reality
  • You are not entitled
  • Prove your worth
  • If you consider leaving, would the company do whatever it takes to keep you?
  • How is your value measured by the company?
  • How is your cost measured?
  • The value of every company is outside the company (The marketplace) what are you doing to bring that value into the company?

Consider This: “The factory of the future will only have two employees, a man / woman and a dog.  The person will be there to feed the dog and the dog will be there to make sure the person doesn’t touch the equipment.”  Warren Bennis


Concept #9 – Serving others

  • What does it take to please them (everyone in your sphere is a "them")
  • How can you contribute to the success of others?
  • The person at the next desk, down the hall on another floor; make no mistake they are your clients and customers.
  • The "Best Bargain" is based on the value you bring. The consumer will seek and find the best bargain. They will either get it from you or from someone else

Concept #10 – Ownership / Responsibility / Accountability

  • You are responsible for your attitude
  • Philosophy > Attitude > Behavior

Concept #11 – Be a fixer, not a problem creator

  • Create or find solutions vs. announce and identify problems
  • Base conversations and actions on principles rather than your own personal position
  • Focus on getting outcomes instead of creating rules regulations and procedures.

Consider This:  Who are you holding captive for your success, you or your employer?

How appropriate are these concepts today?  Everyone of these thoughts, ideas and action items can and will help you lead yourself and others through challenging times. 

What I think you might find interesting is that these notes are a result of a book I read by Pritchett and Associates titled: The Employee Handbook of NEW WORK HABITS FOR A RADICALLLY CHANGING WORLD.

Price Pritchett does a great job of outlining 13 ground rules for job success in the information age. The booklet was written in 1994!  However, the principles and ideas make as much sense today as they did back then.  Some of the technology data might be a bit off given the advancement of the IT science but if anything, the technology has gotten smarter and faster due to big data capabilities.

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Go For The "No" Early in the Sales Process

Posted by Tony Cole on Tue, May 12, 2020

In today's blog post, we discuss the technique of going for the "No" early in the sales process.  It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.  

When we go for the "No", we force a prospect to think of the value we bring to the table as salespeople. Are they really interested?  Will something more come from this meeting?  Go for the "No" early to ensure that you are on the right path with your prospect to increase sales, or move on to the next one!

brown-paper-with-handwritten-text-3826681 (1)

One of the keys for more effective selling is going for the "No" early in the sales process. I learned this concept years ago especially when I was vulnerable to "Think It Overs" (TIO). I would get TIOs at several stages in the sales process and maybe you have received them as well:

  • On the initial phone call when you’re trying to get an appointment –
    Let me think it over.  Give me a call next week.
  • At the end of your initial meeting –
    This sounds really good and something I should consider. Let me think it over and I’ll get back to you in the next couple of days.”
  • When you finish your presentation and you ask for the sale – 
    You made a very compelling presentation and we are impressed with your depth of knowledge and your very creative solutions to our problems. Let us meet as a group and go over this one more time and crunch some numbers.  Let’s plan on talking next week.

Sound familiar?

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These TIOs are keeping you from being more effective in your sales process. That’s nice to know or consider but the question becomes,

“What do I do about it?”

Your potential buyer will tell you that they need to "Think it Over" because:

  • They really don’t intend on making any changes, but you impressed them with some information that they want to take to their current provider.
  • They have a "need for approval" and instead of telling you they are not interested, they want to let you down easy. Telling you they want to "think it over" gives you hope and get’s them off of the hook until the next time you talk.

To fix the problem, you must eliminate "Think it Over" as an option for your prospect!

Let your prospect know that when you finish the next meeting, next conversation, or the final presentation, they will have everything they need to make a decision then and there.

You can tell them that you will be prepared to answer all of their questions and when you are finished, they will be in a position to make a decision – a "yes" or a "no."  Then, simply ask what objections they have to that process. 

No hard feelings.  Nothing personal.  Just business.

This one key will help you close more business, more quickly, and at higher margins.

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Topics: hire better salespeople, sales effectiveness training, professional sales training, consultative sales coaching, corporate sales training, sales force performance management, online sales training, insurance sales training, online sales management training, sales training workshops, sales training seminars, sales training programs, sales candidate assessment, sales force performance evaluation, keys to selling success, consultative sales coaching cincinnati, consultative selling cincinnati, banking sales training cincinnati, corporate sales training cincinnati, hire better people cincinnati, sales coaching cincinnati, sales management training cincinnati, sales productivity tools cincinnati, sales training programs cincinnati, sales training workshops cincinnati, train the trainer cincinnati, hiring sales people cincinnati, increase sales cincinnati, professional sales training cincinnati, sales candidate assessment cincinnati, sales effectiveness training cincinnati, sales force performance evaluation cincinnati, sales performance management cincinnati, sales training cincinnati, sales training courses cincinnati, sales training seminars cincinnati

Why Increasing Sales Leads to Personal Freedoms

Posted by Walt Gerano on Fri, Feb 21, 2020

Achieving the work-life balance sales professionals all hear and dream about starts with having a personal vision and a set of non-negotiable goals.

In this article, we will discuss the 4 must-do sales activities and the characteristics that all successful salespeople share when striving for the freedom of success. 

mohamed-nohassi-229698-unsplash

Today, I'd like to commemorate the victory and personal freedoms that comes from success in sales.

There are two freedoms that successful people enjoy: the freedom of time and the freedom of choice. You see, when you are always playing from behind, you never feel like you can take time off or treat yourself to that vacation you've been wanting to take.

Successful people aren’t successful by chance or luck. They all have (at least) four things in common.

  1. They all have a vision of where they want to go, starting with the end in mind.
  2. They have a mission. Or, the “how you will achieve your vision” 
  3. Goals become the mile markers that let you know when you’ve “left the road”.
  4. And they have a “WHY”

So, decide what freedoms you want. Determine what those freedoms require. Build your plan to get there.

  • It all starts with your success formula, the behaviors you must execute day in and day out to accomplish your goals.
  • Track your behaviors weekly and be accountable to someone other than yourself (we’re too good at explaining to ourselves why we didn’t do something).
  • Know your SMART numbers- what are the key metrics that really drive your business and learn from them!
  • Build your Unique Sales Approach (USA) that is compelling to the people in your sandbox, or those that fit your profile.

Finally, don’t do all of this and stick it in the drawer. You should review your vision, mission and goals annually and your Successful Formula and SMART numbers quarterly.

Now go out and sell something and celebrate the freedom of success.

Topics: Sales Management Training, increase sales, hire better salespeople, consultative selling, sales effectiveness training, banking sales training, consultative sales coaching, corporate sales training, online sales training, hire better people, train the trainer, online sales management training, sales training workshops, sales training seminars, sales training programs, sales candidate assessment

5 Keys to Successful Sales Coaching & Growth

Posted by Tony Cole on Tue, Feb 18, 2020

In this blog post, we dive into the 5 Keys to Successful Sales Coaching & Growth and the idea that data can help you discover real-time information about your salespeople.  This data allows everyone in your organization to make real-time decisions and real-time and intentional coaching decisions.

If you're looking to increase sales in 2020 and beyond, utilize these 5 keys starting today!

two-black-and-brass-colored-keys-with-fob-842528

The article might disappoint you if you are looking for the latest and greatest in financial technology, sales technology, or any kind of technology for that matter.  Data is part of this article but not super BIG Data that you read about in the recent issue of Big Data Quarterly. 

The 5 Keys to Successful Sales Coaching & Growth have more to do with consistency in execution then any specific kind of sales enablement or CRM tool that you use. 

Successful sales executives and managers rely on data because they realize that it can, and will, provide you with real-time information.  The real-time data allows everyone in the organization to make real-time decisions and real-time and intentional (Thank you Bill Eckstrom) coaching decisions.

That being said, the technology and the data is useless unless you have these 5 keys on your sales management "key ring":

  1. Performance Management
  2. Coaching for Success
  3. Motivation That Works
  4. Sales Talent Acquisition Routine
  5. An Effective Selling System 

1.) Performance Management – In our Sales Management Certification and Quick Start Programs, we start with Performance Management.  Performance management should not occupy a lot of time, but must the be the base of everything else that you do. 

Performance management is a process of making sure that you: 

  • Establish consistent metrics to determine success
  • Conduct 1-on-1 meetings where people self-determine what success and failure is
  • Agree to a coaching process and methodology
  • Gather real-time information via Huddles
  • Report the findings of the data
  • Catch people early when they are not performing to the level they committed to

2.) Coaching for Success – Based on the extraordinary discussion and the subsequent Success Formula built for each person you collect via Huddles, you should:

  • Compare actual against the model
  • Identify choke points
  • Determine if outcomes are a result of effort or execution
  • Conduct 1-on-1 coaching sessions to help change behavior or improve skill.

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3.) Motivation that Works – As you see in the graphic below, salespeople are motivated in various ways.  How could you possibly motivate someone if you don’t know what motivates them or how they are motivated to be successful? 

The Sales Improvement and Effectiveness Analysis (Thanks Dave Kurlan and Objective Management Group) not only identifies the level of motivation for each salesperson on your team, but also tells you what motivates them. 

4.) Recruiting Talent that Will Succeed – There is a big difference between talent that can succeed and talent that will succeed in selling.  If your organizational growth is dependent on organic growth, then you need to have data that will tell you a couple of things:

  1. Is my current team wired and do they have what it takes to grow to the next level?
  2. Assuming you need more horsepower under the hood, then you have to make sure that your new hires have the:
    1. Will to sell
    2. Sales DNA
    3. Appropriate Sales Competencies

5.) An Effective Selling System – Must be staged with milestones to determine your salespeople's progress with their prospects. Too often, companies use a CRM system to get a numeric value of the pipeline and perhaps even values within stages of the pipeline.  However, if your data doesn’t include a numerical component that validates that steps are covered within each stage, then your pipeline forecasts are more subjective then objective. 

Additionally, it is THIS data that provides you insight into the effectiveness of the individuals on the sales team.  

Sales growth must become a priority and not just a problem that you continue to kick down the road.  Continuing to ignore the Grey Rhino will sooner or later cost you.

Are you evaluating sales training programs?  Can we help you find the right approach for your company?  Sign up for a personalized Demo of one of our programs below!

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Topics: increase sales, hire better salespeople, sales performance management, consultative selling, banking sales training, professional sales training, consultative sales coaching, sales force performance management, sales training courses, online sales training, hire better people, insurance sales training, driving sales growth 2020, 5 keys to sales coaching, online sales management training, sales training workshops, sales training seminars, sales training programs

Increase Your 2020 Sales With These 9 Sales Productivity Tools

Posted by Jeni Wehrmeyer on Fri, Feb 14, 2020

It's a new year and we have some new content to share with you here at Anthony Cole Training Group.  If you're looking to increase sales this year and beyond, then you're in the right place!

These 9 Sales Productivity Tools are inspired by practices and systems that improve players and performance.  Selling is a competition, and, as in football, the right team, perfect practice, and planning wins the game and the sale. 

chart-close-up-data-desk-590022

Download our newest Whitepaper "9 Tools to Increase Sales in 2020" below:

Download "9 Tools to Increase Sales" Whitepaper

Some of these 9 Productivity Tools include:

Practice Schedule- Set a practice schedule for your salespeople to practice sales skills: asking for introductions, qualifying a prospect, maximizing the initial call, etc.

Sales Probability Scorecard- This scorecard is like the yard markers on a football field.  These markers tell you how many yards you must go to score and how many yards you must protect to keep from being scored upon.

Sales Huddles- Just like in football, huddles are a communication system that provide coaches with real-time information so you can make real-time decisions.

Personal Goal Setting to Business Plan- Set goals prior to each fiscal year based upon past year's performance, the competition, experience and sales talent of your team.

Download your copy below!

https://blog.anthonycoletraining.com/increase-sales-2020

Topics: Sales Training, Sales Coaching, increase sales, hire better salespeople, Sales Effectiveness and Improvement Analysis, sales productivity tools, sales effectiveness training, banking sales training, corporate sales training, online sales training, hire better people, train the trainer, driving sales growth 2020, 5 keys to sales coaching, online sales management training, sales training workshops, sales training seminars

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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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