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How To Build a Great Team Culture

Alan Eason by Alan Eason | on September 17, 2019 | about
How To Build a Great Team Culture

You hear it all the time in organizations these days, especially around firms trying to grow:


“We realize that we are losing people to a competing firm with a better culture.”

“How can we build a better company-wide culture?” 

“We MUST build a sales culture.”

“We know that we have to onboard better and convince new people to buy...

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This Is What Happens When Someone Sells with Purpose

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 21, 2019 | about Coaching
This Is What Happens When Someone Sells with Purpose

What’s the purpose of a salesperson? To sell widgets? 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 in Chattanooga, TN. When he worked with these teenagers, he would ask...

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The “Rudy Factor” Will Make the Most Difference

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 03, 2019 | about Recruiting
The “Rudy Factor” Will Make the Most Difference

What does finding salespeople today, who can sell, have to do with Rudy?

In the movie, Rudy, a true and inspiring tory about Daniel “Rudy” Ruettiger, a boy hears from most everyone, including those who love him, that he is too small to play college football. Yet, he has a dream, an ambition to graduate and play for Notre Dame, one of the...

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The Best Salespeople are Heroes and Heroines

Lance Cooper by .(JavaScript must be enabled to view this email address) | on April 15, 2019 | about Recruiting
The Best Salespeople are Heroes and Heroines

From Ulysses to Gandhi to Wonder Woman to Joan of Arc, these historic figures were known for legendary strength, leadership and courage. Each of them led the resistance or the battles against the enemy of their people. We admire the nobility of their cause. Whether mythological or real historical figures, we remember their stories as virtuous...

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Predicting If Can They Sell at The Best Level

Lance Cooper by .(JavaScript must be enabled to view this email address) | on April 01, 2019 | about Recruiting
Predicting If Can They Sell at The Best Level

Yesterday we turned over big rocks on my farm. As they flipped, I watched my grandsons react to the worms and other creatures found in the dirt behind them. As I predicted, Max grabbed the creepy crawlers while Weston watched from behind his father’s leg where he had retreated.

It was easy to decide who would be the first to grab the slimy...

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Do I Have to Lower My Standards When Building My Team?

Steve Suggs by .(JavaScript must be enabled to view this email address) | on March 27, 2019 | about
Do I Have to Lower My Standards When Building My Team?

There is an old story that offers one explanation as to why the rich keep getting richer, and the poor stay poor. The story teaches, “To the ones who accept much responsibility and gain success through that responsibility, to them more responsibility and success will be given.”

When you prove that you can build something successful in times...

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The Optimistic Person Perseveres When Tested in a Trial

Lance Cooper by .(JavaScript must be enabled to view this email address) | on March 25, 2019 | about Coaching
The Optimistic Person Perseveres When Tested in a Trial

At present, I provide directional and moral support to someone who runs a 30 million dollar division of a national company. Many difficulties hammer his optimism as I watch him suffer through a strain on his faith.

After two months of installing changes, his division is down year over year. He looks incompetent when compared to his peers....

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This Is What Happens When Character Multiplies Genetics!

Lance Cooper by .(JavaScript must be enabled to view this email address) | on March 11, 2019 | about Recruiting
This Is What Happens When Character Multiplies Genetics!

This What Happens When Character Multiplies Genetics!

For tremendous rewards in sales performance, which sales candidate do you want to hire from the three below? 

  • The smartest
  • The most persuasive
  • The one with highest integrity and conscientiousness toward getting things done for people

We would like to hire someone with all...

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The 13 Fundamentals for Powerful Sales Assessments

Lance Cooper by .(JavaScript must be enabled to view this email address) | on March 05, 2019 | about Recruiting
The 13 Fundamentals for Powerful Sales Assessments

There are lots of simple and easy to administer assessments on the market. but very few of them are validated for high-activity sales professionals. In addition, they are not customized for both recruiting and coaching. In other words, they are not helpful for the broader needs of creating sales cultures that win. While scientifically...

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When You Watch Inexperienced People Die In A Storm

Lance Cooper by .(JavaScript must be enabled to view this email address) | on March 04, 2019 | about Coaching
When You Watch Inexperienced People Die In A Storm

Being an excellent sales leader is not easy. It’s difficult. There’s a lot of pressure to get new people performing fast. And, how you begin with someone affects turnover - even if they succeed. I know one large market within a company that loses 45% of their newly hired reps during training.

Research from Sirrus Decisions says that 49%...

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The Power of the Flywheel Hiring Strategy

Alan Eason by Alan Eason | on February 27, 2019 | about
The Power of the Flywheel Hiring Strategy

If you are in charge of hiring salespeople, you may be feeling desperate.

Things have changed in the past couple of years. Previous top-to-bottom hiring strategies may have worked for you, especially after the crash of 2008.  But not now.

It went like this:

  • Advertise on job boards
  • Get lots of prospects who are looking for...
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When Intelligent People Help Increase Your Sales

Lance Cooper by .(JavaScript must be enabled to view this email address) | on February 18, 2019 | about Recruiting
When Intelligent People Help Increase Your Sales

Today, companies experience a complex economy with multiple product features and benefits to the customer. In this new age space, an essential part of sales success is the ability to learn fast and then to translate knowledge into an effective consultation. This leads to profitable sales and loyal customers who make smarter buying choices.

...
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This Year Make Better Relationships Work for You

Lance Cooper by .(JavaScript must be enabled to view this email address) | on February 18, 2019 | about Coaching
This Year Make Better Relationships Work for You

A few years ago, I was teaching sales reps the importance of listening to customers. We were discussing how focusing on someone else’s need and problems, before our own, builds loyal customer advocates and referrals. Then we turned to home and friendships and the culture around us and a young woman raised her hand.

I asked her to turn and...

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What CEOs Worry About in their Sales Force:

Alan Eason by Alan Eason | on February 12, 2019 | about
What CEOs Worry About in their Sales Force:

At a recent trade show I found myself eating breakfast at a table with two C-level executives. One was from the western US and was the CEO of a company he had built from the ground up with his own hands. The other was president of a fairly large New York city firm ($200M) that is a leader in their industry.

As discussions swirled around...

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10 Fundamentals for Coaching the Best Salespeople

Lance Cooper by .(JavaScript must be enabled to view this email address) | on February 11, 2019 | about Coaching
10 Fundamentals for Coaching the Best Salespeople

Successful coaching begins with recruiting the best. Do the candidates you hire have what it takes? Are they self-motivated, honest and responsible? Do they like your products? Are they coachable? Do they have a concern for other people.

Can they sell at the right levels and in the right way? Will they sell?

Here are 10 fundamental...

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Hiring predictions for 2019 from the Chief Economist at Glassdoor

Alan Eason by Alan Eason | on February 06, 2019 | about
Hiring predictions for 2019 from the Chief Economist at Glassdoor

I recently sat in on a webinar hosted by glassdoor.com and listened to their chief economist list his predictions for hiring in 2019. This article is a list of some of those predictions.

But first this:

We know that 2018 was a good news/bad news year for many businesses trying to recruit salespeople. The good news was the booming economy,...

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How to Achieve Your Goals AND Strengthen Relationships

Lance Cooper by .(JavaScript must be enabled to view this email address) | on January 24, 2019 | about Coaching
How to Achieve Your Goals AND Strengthen Relationships

Recently, a young sales leader travelled several hours to spend the afternoon with me in Knoxville. Despite icy roads and the cold of the north winds, he arrived around noon. Alan Eason, our Director of Marketing, and I went out to lunch with him. To protect his privacy, we’ll refer to this guy as Sam.

A very talented man, Sam told us...

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How to Get Helpful Advice from a Bell-Shaped Curve

Lance Cooper by .(JavaScript must be enabled to view this email address) | on January 22, 2019 | about Coaching
How to Get Helpful Advice from a Bell-Shaped Curve

I know you’ve been thinking about how to best coach the new rep. You want to do this well because you can’t afford to get them off to a poor start. Today, good people are just so hard to find.

But, what about the team. What happens when you’re given a team of new people, or you try to strategize how to increase the average, monthly team...

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Why Do People Want the Quick Easy Way in Recruiting

Lance Cooper by .(JavaScript must be enabled to view this email address) | on January 07, 2019 | about Recruiting
Why Do People Want the Quick Easy Way in Recruiting

When young baseball players are 12 and under, they will eat dirt if you tell them it will help them hit the ball. When they reach 13, it’s as if the “easy switch” turns on and they begin to look for the lazy way out of practice.

To be excellent at anything requires a conscientious effort to learn the best system to high competence.

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How to Prepare a Brand New Rep for Success

Lance Cooper by .(JavaScript must be enabled to view this email address) | on January 07, 2019 | about Coaching
How to Prepare a Brand New Rep for Success

How do you prepare a brand new rep for success? If you’re like me, you’ve made tons of mistakes and lost thousands and thousands of dollars and many sleepless nights.

That’s why after I help you recruit people who can sell, I want to teach you to coach them in the best way. I want to help you develop a sales culture of people who love to...

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