SalesManage Solutions

Sales Management: Coaching Salespeople NOT Commanding Them!

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 27, 2012 | about Coaching | 0 Comments
Sales Management: Coaching Salespeople NOT Commanding Them!

Recently, I ran across an article by Michael McIntyre entitled “Try Coaching Instead of Commanding.”  Michael is the director of the University of Tennessee’s Professional MBA program. His article began by stating, “Productivity, by definition, is a ratio of outputs to inputs.  So, it’s understandable when sales managers try to increase...

Keep Reading

When Sales Recruiting, The key to unlocking the secrets of human behavior - 2 of 3 series

Steve Suggs by .(JavaScript must be enabled to view this email address) | on June 26, 2012 | about Recruiting | 0 Comments
When Sales Recruiting, The key to unlocking the secrets of human behavior - 2 of 3 series

2 1/2 Minute Video Blog

 

 

View Video

 

Please share this video with friends

Video Script

 

Hello, I am Steve Suggs, sales recruiting expert and author of the book Can They Sell. Welcome to my sales recruitment video blog. 2 and 1/2 minutes of where you will learn to hire sales. This is video two in a 3 part series of the...

Keep Reading

The key to unlocking the secrets of human behavior when recruiting salespeople - 1 of 3 series

Steve Suggs by .(JavaScript must be enabled to view this email address) | on June 18, 2012 | about Recruiting | 0 Comments
The key to unlocking the secrets of human behavior when recruiting salespeople - 1 of 3 series

2 1/2 Minute Video Blog

 

View Video

Please share this video with friends

Video Script

Hello, I am Steve Suggs, salesperson recruiting training expert and author of the book Can They Sell. Welcome to my recruiting video blog. 2 and 1/2 minutes of training on recruiting the best salespeople. Today I'll give you some information that...

Keep Reading

Interview Questions for Hiring Salespeople II - Video Blog

Steve Suggs by .(JavaScript must be enabled to view this email address) | on June 11, 2012 | about Recruiting | 0 Comments
Interview Questions for Hiring Salespeople II - Video Blog

2 1/2 Minute Video Blog

 

Do you know what frustrates the heck out of me when recruiting salespeople?

View Video

 

 

Video Script

Today, I'm somewhere in the South standing in front of a beautiful southern bell mansion owned by a wealthy entertainer. This is one of the most beautiful areas of the country with miles of rock walls...

Keep Reading

3 Factors that Determine the Pace at which a Salesperson will Work when Recruiting Salespeople

Steve Suggs by .(JavaScript must be enabled to view this email address) | on June 03, 2012 | about Recruiting | 0 Comments
3 Factors that Determine the Pace at which a Salesperson will Work when Recruiting Salespeople

2 1/2 Minute Video Blog

3 Factors that Determine the Pace at which a Salesperson will Work

View Video

Video Script

Hello, I am Steve Suggs, salesperson recruiting training expert and author of the book Can They Sell. Welcome to my recruiting video blog. Two and a half minutes of recruiting salespeople training.

Today were going to...

Keep Reading

The Power of Purpose when Selling

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 31, 2012 | about Coaching | 0 Comments
The Power of Purpose when Selling

What’s the purpose of a salesperson at your company?  To sell phones, software, advertising, widgets, services and products, and to sell them above a magic number?

Years ago I attended a luncheon and remember a speaker who had a dramatic impact on my life. This man among other things had worked with drug and alcoholic dependent young people...

Keep Reading

The Secret of the Happy Sales Manager When Recruiting Salespeople

Steve Suggs by .(JavaScript must be enabled to view this email address) | on May 29, 2012 | about Recruiting | 0 Comments
The Secret of the Happy Sales Manager When Recruiting Salespeople

2 1/2 minute video blog The Secret of the Happy Sales Manager When Recruiting Salespeople

View Video

Video Script:

Hello, I am Steve Suggs, salesperson recruiting training expert and author of the book Can They Sell. Welcome to my recruiting video blog. 2 and 1/2 minutes of training on recruiting the best salespeople.

Are you a...

Keep Reading

Interview Questions for Hiring Salespeople I - Video Blog

Steve Suggs by .(JavaScript must be enabled to view this email address) | on May 21, 2012 | about Recruiting | 0 Comments

2 1/2 Minute Video Blog - When you hire salespeople, any 'ole interview question simply won't do. 

Video Script:

Hello, I am Steve Suggs, salesperson recruiting training expert and author of the book Can They Sell. Welcome to my recruiting video blog. 2 and 1/2 minutes of training on recruiting the best salespeople.

Today we're...

Keep Reading

Why Conduct Multiple Interviews when you Hire Salespeople?

Steve Suggs by .(JavaScript must be enabled to view this email address) | on May 14, 2012 | about Recruiting | 0 Comments

2 1/2 minute video blog - What does dating and interviewing salepeople have in common?

Video Script - Hello, I am Steve Suggs, salesperson recruiting training expert and author of the book Can They Sell. Welcome to my recruiting video blog. 2 and 1/2 minutes of training on recruiting the best salespeople.

Have you ever been on a 2nd...

Keep Reading

7 Secrets of Recruiting the Best Salespeople

Steve Suggs by .(JavaScript must be enabled to view this email address) | on March 26, 2012 | about Recruiting | 5 Comments
7 Secrets of Recruiting the Best Salespeople

When Jeffery Gittomer, endorsed my book, Can They Sellhe said, “To hire or not to hire? That is the question.”  Jeffery is a master at getting salespeople to understand this foundational principal of success: “Salespeople’s mastery of sales skills will determine the quality of their lifestyle.”  A similar principal of success is true for...

Keep Reading

Leading Salespeople through Change to Sales Goal Achievement

Lance Cooper by .(JavaScript must be enabled to view this email address) | on March 14, 2012 | about Coaching | 0 Comments
Leading Salespeople through Change to Sales Goal Achievement

“Life is Difficult.”  This is the first sentence of The Road Less Travelled written by Dr. Scott Peck in 1978.  He writes that when people realize this truth this understanding leads to greater emotional health and production. It does because this knowledge helps people reach for the tools to deal with a difficult life - tools like...

Keep Reading

Salespeople and Sales Managers, “What Things Cause Us to Change”

Lance Cooper by .(JavaScript must be enabled to view this email address) | on March 06, 2012 | about Coaching | 0 Comments
Salespeople and Sales Managers, “What Things Cause Us to Change”

Over the years, thousands of salespeople and sales leaders have responded to this question.  Last week, while with 70 young salespeople and leaders, I asked it one more time.  After looking at the responses, I thought it might help to send them out.

The following factors cause them to seek improvement.  As you read through them, ask...

Keep Reading

Why are Presentation Skills Only Worth $.10 When Recruiting Salespeople?

Steve Suggs by .(JavaScript must be enabled to view this email address) | on February 07, 2012 | about Recruiting | 0 Comments
Why are Presentation Skills Only Worth $.10 When Recruiting Salespeople?

In my sales career, I have discovered that sixty cents of every commission dollar earned comes from these activities: finding enough quality prospects and setting enough first appointments in which I gain enough trust so that the prospect agrees to answer my fact-finding questions. Ten cents of every commission dollar comes from making the...

Keep Reading

Recruiting Salespeople: The Personality Trait of Need to Control Increases Sales Productivity

Steve Suggs by .(JavaScript must be enabled to view this email address) | on January 31, 2012 | about Recruiting | 0 Comments
Recruiting Salespeople: The Personality Trait of Need to Control Increases Sales Productivity

 

 Has anyone ever accused you of always wanting to take charge?

When recruiting salespeople, it is important to realize that salespeople with the personality trait of high Need for Control will work to control all the circumstances around them to make sure they are spending enough time in front of enough prospects to hit their sales...

Keep Reading

Recruiting Salespeople: The Personality Trait of Goal-Orientation Sets the Pace of Work

Steve Suggs by .(JavaScript must be enabled to view this email address) | on January 24, 2012 | about Recruiting | 0 Comments
Recruiting Salespeople: The Personality Trait of Goal-Orientation Sets the Pace of Work

When recruiting salespeople, Goal Orientation is one of the most important hard-wired personality traits that will help a sales leader understand the way a salesperson will approach sales tasks. The scales on this trait range from laid-back, even paced on the low side to restless, with a sense of urgency on the high side.

Work Ethic is one...

Keep Reading

When Recruiting Salespeople - Why High Social Confidence is Critical Throughout The Sale Process

Steve Suggs by .(JavaScript must be enabled to view this email address) | on January 12, 2012 | about Recruiting | 0 Comments
When Recruiting Salespeople - Why High Social Confidence is Critical Throughout The Sale Process

 

"We all agree that you are a people person, but we're looking for a closer not a professional visitor."

Every important moment in the life of a salesperson involves asking a prospect to take a step.  Each step moves the prospect closer to being a customer.  Socially Confident and trained salespeople know how to act and speak in a...

Keep Reading

Recruiting Salespeople: The Personality Trait of High Social Drive, Energized to Network

Steve Suggs by .(JavaScript must be enabled to view this email address) | on January 04, 2012 | about Recruiting | 0 Comments
Recruiting Salespeople: The Personality Trait of High Social Drive, Energized to Network

While recruiting salespeople, it is important to measure the personality trait, Social Drive.

In a recent sales meeting with high-activity/outside salespeople and their sales engineers, I was conducting training on finding new customers. The proposed method of finding prospects was networking in the community. One of the sales engineers...

Keep Reading

Personality Traits – The Forth Dimension to Measure While Recruiting Salespeople

Steve Suggs by .(JavaScript must be enabled to view this email address) | on December 19, 2011 | about Recruiting | 0 Comments

In this series of blog posts on recruiting salespeople, we have been exploring the five dimensions of the “Best Salesperson Profile”. The first three were – Attitudes, Motivations, and Character Traits. Over the next several weeks, we will explore the forth dimension – Personality Traits.

Personality is genetic. It takes less energy to do a...

Keep Reading

Recruiting Salespeople: The Character Trait of Personal Responsibility

Steve Suggs by .(JavaScript must be enabled to view this email address) | on December 09, 2011 | about Recruiting | 0 Comments
Recruiting Salespeople: The Character Trait of Personal Responsibility

The fourth character trait we measure while recruiting salespeople is personal responsibility. In addition to the definition of the trait, I have included some interview questions. 

We accept Personal Responsibility for the outcomes of our choices when we believe that the struggles as well as the accomplishments in our lives are impacted by...

Keep Reading

NUMBER THREE -  - Coaching Salespeople to Win Today ... REQUIRES Knowing or Flaming Their Desire

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 28, 2011 | about Coaching | 0 Comments
NUMBER THREE -  - Coaching Salespeople to Win Today ... REQUIRES Knowing or Flaming Their Desire

... in a very special way - without judgement and with care and concern for their well-being.

We have many cultural changes affecting today’s sales forces.  Religion and a commitment to a set of standards and moral values has decreased (see Barna statistics).  This contributes to a loss in customer service values, honesty, hard work ethic,...

Keep Reading
 < 1 2 3 4 5 >  Last ›