Interview from whatworksforbiz.com
Host: Greg Miller of InteliReach
March 10, 2017
If your businesses sales aren’t where you want them to be, it may because you don’t have any peak sales performers on your team. You have to stop hiring people with the wrong “stuff” and know how to get the most out of them. That’s the sage advice from my conversation with Tony Cole of the Anthony Cole Training Group.
WHAT YOU’LL LEARN FROM TONY COLE OF ANTHONY COLE TRAINING GROUP
WHAT ARE COMMON BARRIERS TO SALES GROWTH? (1:18 in)
In Tony’s words – What are your systems and processes like? Did you hire(sales staff) them that way or did you make them that way? Does the sales managed environment have the right components?
Insight – Successful selling is more about you than external hurdles you may have to overcome.
WHAT DOES A COMPANY NEED TO DO TO HAVE PEAK SALES PERFORMERS? (2:38 in)
In Tony’s words – Hire them. The selection process is not simple. Most companies look for the wrong stuff.
Insight – To make the right hires, possess a depth of knowledge about what you need and how you’ll recognize it in a potential peak sales performer when you see it.
HOW DOES A PEAK PERFORMER GO ABOUT DOING THEIR BUSINESS? (3:43 in)
In Tony’s words – They don’t do it alone. They have a coach. They spend a lot of time doing the right things and don’t make excuses.
Insight – Peak sales performers take ownership of their role and put it upon themselves to improve or make changes to maximize performance.
IS IT POSSIBLE FOR ALL SALES PEOPLE IN AN ORGANIZATION TO BE PEAK PERFORMERS? (6:16 in)
In Tony’s words – The answer is yes.
Insight – Peak performance measurements are different for each individual according to their experience and capabilities.
WHAT TYPE OF GOALS NEED TO BE SET FOR PEAK SALES PERFORMERS? (7:45 in)
In Tony’s words – They’re the ones that decide this is the peak they want to attain.
Insight – Goals are usually set too low and often are just suggestions. Goal setting from the top down is a mistake. If your sales people resist a bottom up goal setting process, you have the wrong people.
WILL TOP SALES ORGANIZATIONS MEASURE TIME ON TASK FOR ALL SALES RELATED ACTIVITIES? (14:54 in)
In Tony’s words – Yes. Most companies, even when successful aren’t hitting on every cylinder.
Insights– Often companies that hire outside sales development organizations are not broken but seek assistance to reach the next peak.
IS THERE A DIFFERENCE IN THE TYPE OF TRAINING PEAK SALES PERFORMERS SHOULD RECEIVE VERSUS OTHERS? (17:03 in)
In Tony’s words – The training they need is more like practice management. What types of things should I look at to get to the next level….renewing that motivation
Insights – You’re wasting money if your sales training dollars are spent on standardized training for everyone in the sales organization.