Sales Enabler of the Month:Meet Joseph D. Anzalone

Content

A sales and training executive with a 15-year track record of designing and delivering sales training programs, Joseph D. Anzalone is the director of School of Sales for Hilton Worldwide. Prior to joining Hilton, he was VP of sales and training for Asset Marketing Systems (AMS), a financial services and insurance marketing organization. While at AMS, he built a training organization that delivered sales learning to more than 3,000 independent advisors across the United States. Connect with him on LinkedIn , or follow him on Twitter @jdanzalone.

A sales and training executive with a 15-year track record of designing and delivering sales training programs, Joseph D. Anzalone is the director of School of Sales for Hilton Worldwide. Prior to joining Hilton, he was VP of sales and training for Asset Marketing Systems (AMS), a financial services and insurance marketing organization. While at AMS, he built a training organization that delivered sales learning to more than 3,000 independent advisors across the United States. Connect with him on LinkedIn, or follow him on Twitter @jdanzalone. 

Content

What is the scope of your role?

What is the scope of your role? 

Content

I direct a team of eight, designing and delivering sales training globally, including the Americas, EMEA, and APAC, for Hilton's 10 brands, global account teams, and all sales positions "on property."

I direct a team of eight, designing and delivering sales training globally, including the Americas, EMEA, and APAC, for Hilton's 10 brands, global account teams, and all sales positions "on property." 

Content

What does a typical day in your life looks like?

What does a typical day in your life looks like? 

Content

I might start with a call with a client in the morning—a brand leader, global sales leader, or property GM. Then, I may deliver a webinar later in the day or work with my team to design new training. And I often need to fly to somewhere that afternoon to facilitate training the next day. I travel 70 to 80 percent of my time. One thing is certain: no two days are the same.

I might start with a call with a client in the morning—a brand leader, global sales leader, or property GM. Then, I may deliver a webinar later in the day or work with my team to design new training. And I often need to fly to somewhere that afternoon to facilitate training the next day. I travel 70 to 80 percent of my time. One thing is certain: no two days are the same. 

Content

What are the top three projects you are working on at the moment?

What are the top three projects you are working on at the moment? 

1. Content

   Continued development and rollout of a consistent global sales training platform.

   Continued development and rollout of a consistent global sales training platform.

2. Content

   Design and development of a brand-required sales conference in all three global regions.

   Design and development of a brand-required sales conference in all three global regions.

3. Content

   Rollout of new customer engagement training and virtual platform for HRCC-Hilton Reservations and Customer Care, which are our call centers around the world.

   Rollout of new customer engagement training and virtual platform for HRCC-Hilton Reservations and Customer Care, which are our call centers around the world. 

Content

What is an area within sales enablement where you particularly shine? What are some best practices and resources you use to help you be successful in that area?

What is an area within sales enablement where you particularly shine? What are some best practices and resources you use to help you be successful in that area? 

Content

I have an ability to explain crucial sales skills in simple terms, and coach to execution. Too often sales professionals believe the job is more complex than it actually is. I am also a strong believer in the art of storytelling, and have trained hundreds of salespeople on how to increase their income by learning to tell their clients a good, relatable story.

I have an ability to explain crucial sales skills in simple terms, and coach to execution. Too often sales professionals believe the job is more complex than it actually is. I am also a strong believer in the art of storytelling, and have trained hundreds of salespeople on how to increase their income by learning to tell their clients a good, relatable story. 

Content

If you could have three wishes granted to make your job easier, what would they be?

If you could have three wishes granted to make your job easier, what would they be?

1. Content

   Faster decision-making across our large, matrixed organization

   Faster decision-making across our large, matrixed organization

2. Content

   Improved and streamlined our technology

   Improved and streamlined our technology

3. Content

   Being able to bring more training to my home city of Boston!

   Being able to bring more training to my home city of Boston! 

Content

How did you get started in your career? Since then, how has your career evolved?

How did you get started in your career? Since then, how has your career evolved? 

Content

I started as an outside sales rep in the temporary staffing industry. I eventually became a regional sales director and was asked to design and deliver training to the field at the same time. Since then I have held both VP of sales and VP of training positions, and worked in financial services and insurance, training advisors. I also have my Series 7 license from that time.

I started as an outside sales rep in the temporary staffing industry. I eventually became a regional sales director and was asked to design and deliver training to the field at the same time. Since then I have held both VP of sales and VP of training positions, and worked in financial services and insurance, training advisors. I also have my Series 7 license from that time. 

Content

What skills or competencies did you need to advance in sales enablement? How did you gain those skills?

What skills or competencies did you need to advance in sales enablement? How did you gain those skills? 

Content

First and foremost, there is no substitute for outside sales experience, and working on commission. That background has been invaluable to me and came from eight years of doing that myself. As a result, I can teach prospecting, strategic questioning, closing the sale, and account management—all from doing it myself.

First and foremost, there is no substitute for outside sales experience, and working on commission. That background has been invaluable to me and came from eight years of doing that myself. As a result, I can teach prospecting, strategic questioning, closing the sale, and account management—all from doing it myself. 

Content

What steps did you take to rise in your career? What is one of the greatest lessons you have learned from your career journey?

What steps did you take to rise in your career? What is one of the greatest lessons you have learned from your career journey? 

Content

I have always had creative and unusual ideas for landing an appointment, a client, or delivering training, but I didn't have the nerve to try or suggest them early in my career. Once I decided to try speaking my mind to management and selling my ideas, my career ascended quickly. It's important to put yourself out there and take calculated risks.

I have always had creative and unusual ideas for landing an appointment, a client, or delivering training, but I didn't have the nerve to try or suggest them early in my career. Once I decided to try speaking my mind to management and selling my ideas, my career ascended quickly.  It's important to put yourself out there and take calculated risks. 

Content

How have you seen the sales enablement function change in the last 10 years?

How have you seen the sales enablement function change in the last 10 years? 

Content

The proliferation of technology, and mobile information sources, has changed the sales profession forever. It wasn't that long ago when I would research companies in Hoover's. Now, every prospect is savvy about your firm and your competition instantly. It has make strategic questioning more important than ever before.

The proliferation of technology, and mobile information sources, has changed the sales profession forever. It wasn't that long ago when I would research companies in Hoover's. Now, every prospect is savvy about your firm and your competition instantly. It has make strategic questioning more important than ever before. 

Content

What are you most excited about in the profession today?

What are you most excited about in the profession today? 

Content

Virtual learning and coaching solutions. There are amazing ways to deliver learning today beyond the standard Webinar with a voiced-over PowerPoint.

Virtual learning and coaching solutions. There are amazing ways to deliver learning today beyond the standard Webinar with a voiced-over PowerPoint. 

Content

Who do you look to for guidance and support? What about that relationship is most valuable?

Who do you look to for guidance and support? What about that relationship is most valuable? 

Content

I look to my direct supervisor, Patty, for both. She has a balanced perspective and a knack for solving a complex problem by breaking it down to a few, achievable tasks. Most importantly, her support for my opinion is unwavering and she encourages me to take risks.

I look to my direct supervisor, Patty, for both. She has a balanced perspective and a knack for solving a complex problem by breaking it down to a few, achievable tasks. Most importantly, her support for my opinion is unwavering and she encourages me to take risks. 

Content

Other than the ASTD Sales Enablement Community of Practice, what are your go-to sources for professional inspiration and development?

Other than the ASTD Sales Enablement Community of Practice, what are your go-to sources for professional inspiration and development? 

Content

For professional development opportunities, I look to network with sales and learning peers in other industries—technology, manufacturing, finance, health care—as I believe it's important to understand and learn from different types of businesses.

For professional development opportunities, I look to network with sales and learning peers in other industries—technology, manufacturing, finance, health care—as I believe it's important to understand and learn from different types of businesses. 

Content

For professional inspiration, this might sound trite, but I start and end with my mom. She has been a waitress at the same family diner for 52 years, and she's still going strong.

For professional inspiration, this might sound trite, but I start and end with my mom.  She has been a waitress at the same family diner for 52 years, and she's still going strong. 

Content

How do you stay current in the field?

How do you stay current in the field? 

Content

Blogs, Linkedin, and Twitter. Subscribing to the right groups and people can literally give you a new sales learning idea every day. I follow Seth Godin, Malcolm Gladwell, and The New Yorker.

Blogs, Linkedin, and Twitter. Subscribing to the right groups and people can literally give you a new sales learning idea every day. I follow Seth Godin, Malcolm Gladwell, and The New Yorker. 

Content

What are you reading? What books would you recommend?

What are you reading? What books would you recommend? 

Content

I am reading Infinite Jest by David Foster Wallace—not exactly a business book, I know.) I am a big believer in Marcus Buckingham's work; First Break All the Rules is one of my all-time favorites. I also recommend Harry Beckwith's Selling the Invisible.

I am reading Infinite Jest by David Foster Wallace—not exactly a business book, I know.) I am a big believer in Marcus Buckingham's work; First Break All the Rules is one of my all-time favorites. I also recommend Harry Beckwith's Selling the Invisible. 

Content

What advice would you give a young sales enablement professional?

What advice would you give a young sales enablement professional? 

Content

If possible, get some sales experience. Understand what it's like to work on a high risk-high reward incentive plan. If not possible, ride along on the road with a real pro and observe the habits they've developed to succeed on a consistent basis. Make some prospecting calls. I believe there is no better way to be a sales enabler than to experience a "day in the life" of a sales professional.

If possible, get some sales experience. Understand what it's like to work on a high risk-high reward incentive plan. If not possible, ride along on the road with a real pro and observe the habits they've developed to succeed on a consistent basis. Make some prospecting calls. I believe there is no better way to be a sales enabler than to experience a "day in the life" of a sales professional. 

Content

What question would you like to pose to the community?

What question would you like to pose to the community? 

Content

What has been the toughest part of working with high-achieving, type A personality sales professionals?

What has been the toughest part of working with high-achieving, type A personality sales professionals?

Content

Content

Interested in being featured? Apply now to be the next ASTD Sales Enabler of the month !

Interested in being featured? Apply now to be the next ASTD Sales Enabler of the month!