SalesManage Solutions

This Is What Happens When We Make Random Hires

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 04, 2018 | about Recruiting
This Is What Happens When We Make Random Hires

A proverb sometimes hits you in the gut. Like this one,

“As a dog returns to its vomit, so a fool repeats his folly.”

But some people just don’t know what they don’t know and they keep repeating the same mistake over and over. They ask ‘pet’ questions, ones they like, without structuring interviews to look for the character,...

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The Best Way to Coach the New Salesperson

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 04, 2018 | about Coaching
The Best Way to Coach the New Salesperson

When you decide to take your family on vacation, does it matter what they think about the location? If you coach golf and you have a new student, on the first instruction day is it important to watch a person swing before you begin teaching a lesson? Does it help to know your student’s objectives so you can customize their approach to the...

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Why It’s Difficult to Recruit When Times Are Good

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 20, 2018 | about Recruiting
Why It’s Difficult to Recruit When Times Are Good

The headlines read:

“Jobs Go Unfilled as the Economy Expands,” and “Help Wanted, Without a Degree,” and “Companies Better Shape Up to Keep People!”

It’s wonderful to see so many people working."According to the Wall Street Journal, “Job openings climbed to 6.7 million last quarter, the highest level since 2001." Businesses are...

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Focus On Increasing These 2 Breakthrough Numbers

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 20, 2018 | about Coaching
Focus On Increasing These 2 Breakthrough Numbers

In baseball, people who love the technical parts of the sport obsess over numbers like on-base percentages, slugging percentages, batting average, strike out ratios, etc., and that’s just a few. Business owners and Chief Operating Officers, especially in companies with a lot of products and market segments find themselves slicing up the pie...

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“How to Coach a Salesperson You Do Not Trust!”

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 08, 2018 | about Coaching
“How to Coach a Salesperson You Do Not Trust!”

Have you ever employed someone with character faults? Of course you have because no one’s perfect. Right? But what do you do when you make a mistake and hire someone who is dishonest, lazy, irresponsible or selfish as a sales rep? What do you do when you absorb the financial impact of their actions? That depends.

Think of your coaching as...

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Four Remarkable Traits That If Missing Can Crush You!

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 08, 2018 | about Recruiting
Four Remarkable Traits That If Missing Can Crush You!

Does recruiting character matter? It depends. This was on the Wall Street Journal’s front page today:

“Highflying Medical Firm Falls to the Earth, Its Sales Questioned!”

Court documents and employee complaints and interviews “paint a picture of a company seeking to grow at almost any cost.” An interim CEO with experience running...

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Enjoy Winning a National Championship by Recruiting the Best

Lance Cooper by .(JavaScript must be enabled to view this email address) | on December 08, 2017 | about Recruiting
Enjoy Winning a National Championship by Recruiting the Best

Jeremy Pruitt was just selected as the University of Tennessee’s next football coach He has coached in multiple college programs that have won national championships. He has been mentored by the best, and he has twice won the national award for best recruiter in college football.

Here’s what he said when a reporter asked him about...

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How to Know if a Person Is Best Suited to Sell or Recruit for You

Lance Cooper by .(JavaScript must be enabled to view this email address) | on December 01, 2017 | about Recruiting
How to Know if a Person Is Best Suited to Sell or Recruit for You

People are different - their brains work differently. Some are mechanical engineers like my oldest son. Others find they have a great compassion for nursing, or carpentry or financial management. There are also a multitude of character, attitude and motivational factors that make a difference in a person’s effectiveness in a work position.

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When Recruiting or Coaching, Remember the Connection Between a Hard Work Ethic and Gratitiude!

Lance Cooper by .(JavaScript must be enabled to view this email address) | on April 08, 2015 | about Coaching, Recruiting
When Recruiting or Coaching, Remember the Connection Between a Hard Work Ethic and Gratitiude!

When I was very young and still an only child, I remember my first Christmas. Everything was beautiful - the decorated tree, the lights and the gift-wrapped presents. It seemed to me that I had been given so many gifts that they lined a wall and went up the steps. After quickly moving through them and tearing apart the packaging, leaving...

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Why Your Good Salespeople Will Keep You From Having a Great Sales Team

Steve Suggs by .(JavaScript must be enabled to view this email address) | on May 21, 2013 | about Recruiting
Why Your Good Salespeople Will Keep You From Having a Great Sales Team

5 Minute Video Blog

 

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Hello, I am Steve Suggs, sales recruiting expert and author of the book, Can They Sell. Welcome to my sales recruitment video blog where you learn to hire the best salespeople.

...........

I recently worked with my...

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Will the Salespeople You Hire Master the Skill of Making Effective Presentations?

Steve Suggs by .(JavaScript must be enabled to view this email address) | on May 07, 2013 | about Recruiting
Will the Salespeople You Hire Master the Skill of Making Effective Presentations?

5 Minute Video Blog

 

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Hello, I am Steve Suggs, sales recruiting expert and author of the book, Can They Sell. Welcome to my sales recruitment video blog where you learn to hire the best salespeople.

 I recently had the privilege of being the...

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Will the Salespeople You Hire Master the Skill of Finding Enough Prospects?

Steve Suggs by .(JavaScript must be enabled to view this email address) | on April 30, 2013 | about Recruiting
Will the Salespeople You Hire Master the Skill of Finding Enough Prospects?

7 Minute Video Blog

 

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Hello, I am Steve Suggs, sales recruiting expert and author of the book, Can They Sell. Welcome to my sales recruitment video blog where you learn to hire the best salespeople.

When I was a sales manager, a rep walks into my...

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The Secret of Ron’s Ability to Discover the Prospect’s Need for His Product

Steve Suggs by .(JavaScript must be enabled to view this email address) | on April 22, 2013 | about Recruiting
The Secret of Ron’s Ability to Discover the Prospect’s Need for His Product

4 Minute Video Blog

 

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Hello, I am Steve Suggs, sales recruiting expert and author of the book, Can They Sell. Welcome to my sales recruitment video blog where you learn to hire the best salespeople.

In this video today, I'll be talking about how...

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The Secret to Ron’s Ability to Schedule a Massive Number of First Appointments

Steve Suggs by .(JavaScript must be enabled to view this email address) | on April 15, 2013 | about Recruiting
The Secret to Ron’s Ability to Schedule a Massive Number of First Appointments

4 Minute Video Blog

 

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Hello, I am Steve Suggs, sales recruiting expert and author of the book, Can They Sell. Welcome to my sales recruitment video blog where you learn to hire the best sales people.

Top salespeople are effective at every step of...

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Is Your Candidate an Overcomer or Do They Suffer from Chronic Bad Decision Syndrome?

Steve Suggs by .(JavaScript must be enabled to view this email address) | on April 02, 2013 | about Recruiting
Is Your Candidate an Overcomer or Do They Suffer from Chronic Bad Decision Syndrome?

4 Minute Video Blog

 

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Hello, I am Steve Suggs, sales recruiting expert and author of the book, Can They Sell. Welcome to my sales recruitment video blog where you learn to hire the best sales people.

Is your candidate an overcomer or somebody who...

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In Recruiting Salespeople, the Chicken Does Not Come Before the Egg

Steve Suggs by .(JavaScript must be enabled to view this email address) | on March 25, 2013 | about Recruiting
In Recruiting Salespeople, the Chicken Does Not Come Before the Egg

4 Minute Video Blog

 

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Hello, I am Steve Suggs, sales recruiting expert and author of the book, Can They Sell. Welcome to my sales recruitment video blog where you learn to hire the best sales people.

During a recent conversation with a sales...

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Two Job Descriptions That Attract Courageous Salespeople

Steve Suggs by .(JavaScript must be enabled to view this email address) | on March 11, 2013 | about Recruiting
Two Job Descriptions That Attract Courageous Salespeople

This week I am at the LAMP convention in San Diego, CA. This is the convention for the General Agents and Managers Association (GAMA). It's the financial services industry trade show for managers who are seeking training resources in order to grow their sales force.

As I tend my booth in the resource center, I visit with people from...

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3 Tips When Interviewing Salespeople That Will Help You Hire the Best Salesperson (3 of 3)

Steve Suggs by .(JavaScript must be enabled to view this email address) | on March 05, 2013 | about Recruiting
3 Tips When Interviewing Salespeople That Will Help You Hire the Best Salesperson (3 of 3)

6 Minute Video Blog

 

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Hello, I am Steve Suggs, sales recruiting expert and author of the book, Can They Sell. Welcome to my sales recruitment video blog where you learn to hire the best sales people. This video today is part three in a series of...

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