SalesManage Solutions

A Talent Fit for Your Organization

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 17, 2008 | about Coaching | 0 Comments
A Talent Fit for Your Organization

Most companies do not know how to do find a “talent fit.”  And, here are reasons why:

1. They do not know the top six traits in order of priority necessary for a good “fit.”
2. They do not look for the important character AND personality traits of a top performer.
3. They have not been trained to use a best practice recruiting system:...

Keep Reading

The Challenge of Door to Door

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 13, 2008 | about Coaching | 27 Comments
The Challenge of Door to Door

What a great training ground for a sales professional ... Door-to-door sales will stretch your sensitivity to rapport building in many ways, and it will require you to learn to make compelling presentations, while captivating your audience in a variety of situations less than ideal.

I remember those days in the home - a few years of them. ...

Keep Reading

Stimulating Competition or Pursuing Greatness?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 11, 2008 | about Coaching | 0 Comments
Stimulating Competition or Pursuing Greatness?

The following may be a little controversial. However I do not intend to be divisive… just a little weird or unusual about the subject of competition. Alfie Kohn wrote a book several years ago. I believe it was called, “No Contest: the Case Against Competition.” His heavily researched work concluded that competition was unhealthy no matter how...

Keep Reading

Some Sales Planning Basics

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 06, 2008 | about Coaching | 3 Comments
Some Sales Planning Basics

Some Basics ... Sales blocking and tackling stuff (use anything that will help you or your people) ...

The following information contains questions and comments that will help your salespeople develop new business.  They will also help create a value-focused attitude and sales tools for what you provide ... 

Ask these questions ...
1st -...

Keep Reading

Courage in Sales

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 03, 2008 | about Coaching | 0 Comments
Courage in Sales

Please tell me about a personal example in sales when you had to have courage to ‘keep on keepin’ on.

Here’s mine.  More than twenty years ago, I was faced with the following. I was two or more payments behind on my house and I had received the proverbial registered letter.  It basically said that I was going to lose the farm unless I sold...

Keep Reading

Manage Sales Activities and Two Important Ratios

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 30, 2008 | about Coaching | 0 Comments
Manage Sales Activities and Two Important Ratios

When the sales cycle is greater than ninety (90) days and begins to move toward six (6) months or greater, the closing rate is an unimportant way to manage sales performance. In these longer sales cycles, it is more important to manage the funnel size and to focus on strategies not activities (please reference Neil Rackman’s research in his...

Keep Reading

The IT Factor in Leadership

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 29, 2008 | about Coaching | 0 Comments
The IT Factor in Leadership

What’s the “it factor” in leadership? As sales managers and coaches, how do we extract, lift up, and teach “it?”

Let’s start with what the “it factor” is in leadership.  That’s easy. It’s the common and most important factor in GREAT leaders - great leaders being defined as someone having a positive and lasting impact on the welfare and...

Keep Reading

Impacting Sales Performance - I

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 23, 2008 | about Coaching | 0 Comments
Impacting Sales Performance - I

What specific things do you do to increase the sales of your team (Or yourself if you are a salesperson.)

Here’s a thought ...
To increase sales performance, LEADERSHIP must help individual and team motivation to increase by inspiring a (new) desire to achieve sales beyond current levels. Leadership must create a new environment in which...

Keep Reading

Coaching Value of Personality Assessments for Sales

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 22, 2008 | about Coaching | 0 Comments
Coaching Value of Personality Assessments for Sales

Great coaching involves three (3) stages of progress. The first one, “Knowing People” begins in the recruiting phase as you compile information about each candidate. Behavior-based, personality assessments, and aptitude testing provide as much as 20-50% of validated input toward predicting which candidate will do best. And, they provide a...

Keep Reading

The Sales Equivalent of a No-Hitter

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 21, 2008 | about Coaching | 0 Comments
The Sales Equivalent of a No-Hitter

What would the sales equivalent of a no-hitter look like?

Batters step to the plate and one by one they leave the game without a hit.

So, in sales, for an entire game ... let’s say one year, each time my competition comes to the plate he leaves without a hit - without a sale. He might get on base. He might make some progress around the...

Keep Reading

Sales Performance in Retail Financial or Wireless Services?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 17, 2008 | about Coaching | 1 Comments
Sales Performance in Retail Financial or Wireless Services?

After twenty+ years of working with sales teams in banking, financial services, and other BtoB companies, I’ve discovered a foundational problem to exist in Retail Financial and Wireless Services ... And, it’s the word “Retail.”

While the banking industry has transformed itself in many ways, especially with terms like “sales,” it still has...

Keep Reading

Sales:  Is It Art or Science

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 14, 2008 | about Coaching | 0 Comments
Sales:  Is It Art or Science

Shakespeare knew the answer ... “Where for art thou?” (Romeo: “Romeo and Juliet”) Romeo, while making the sale of his life knew that his true love needed wooing - She needed to know that she was a princess in Romeo’s mind and heart and so He did woo her.

And yet, while Romeo did understand that climbing the ladder, giving attention, and...

Keep Reading

Game Changing Recruiting Technologies for Great Salespeople

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 13, 2008 | about Coaching | 1 Comments
Game Changing Recruiting Technologies for Great Salespeople

When researching all the subject experts in recruiting, a best practice recruitment funnel emerges. After sourcing well to develop five or more recruiting channels, the three stages of recruiting are: - Screening - Profiling - Interviewing.  (Note: This recruiting funnel also presumes that you have analyzed the sales position well enough to...

Keep Reading

What Motivates and Drives Success?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 11, 2008 | about Coaching | 0 Comments
What Motivates and Drives Success?

Motivation!  As a sales professional ... What motivates and drives someone to achieve success?  Some are motivated by survival - the lights going out in the house.  For others it’s recognition, achievement, money, family, or just plain ole duty - doing what others expect.

Still, as in ages past, the best motivation is inspired. It happens...

Keep Reading

Are You a Professional or a Salesperson?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 09, 2008 | about Coaching | 1 Comments
Are You a Professional or a Salesperson?

I was thinking, “What’s the difference between a professional salesperson and a salesperson?”  Well ... the whole question is semantical or oxymoronic. 

Why, because a salesperson does not need the word professional to define his or her role. A good salesperson is a professional.  A bad salesperson is not a professional. It would be like...

Keep Reading

Is it Motivation or Inspiration?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on April 23, 2008 | about Coaching | 1 Comments
Is it Motivation or Inspiration?

People read more about motivation in management schools than inspiration.  Many sales managers strive to learn how to motivate salespeople.  They sincerely want to learn how to motivate them to reach sales goals, to fill out paperwork, to follow a sales process, etc. Good managers spend much of their time on motivational actions.  Often, they...

Keep Reading

Coaching Highly-Spirited Teams

Lance Cooper by .(JavaScript must be enabled to view this email address) | on April 22, 2008 | about Coaching | 0 Comments
Coaching Highly-Spirited Teams

Coaching highly spirited teams requires three well-developed areas of action, thought, and attitude.  First, fathers, sales managers, CEOs, and other leaders communicate compelling reasons to reach important GOALS.  These goals, when communicated, create an emotionally charged atmosphere for the people they lead.  They inspire.  And, they...

Keep Reading

Thoughts on Beliefs

Lance Cooper by .(JavaScript must be enabled to view this email address) | on April 21, 2008 | about Coaching | 0 Comments
Thoughts on Beliefs

A sales manager’s beliefs and attitudes create 85% or more of a team’s success. They make up the substance of sales team culture.  And, this culture produces salesperson turnover or retention.  It creates teams or individualism – sacrifice or anarchy.  People lie or they tell the truth.  Character strength is more important than sales or...

Keep Reading
‹ First  < 5 6 7