SalesManage Solutions

Why Personality Profiles?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 26, 2008 | about Coaching
Why Personality Profiles?

TAKES THE GUESSWORK OUT OF RECRUITING ...

Increase your ODDS of finding a great salesperson or sales manager by 10-15 times over traditional methods of interviewing and reference checking.  Use a validated personality profile to decrease hiring mistakes - mistakes that cost $8,000 - $200,000 per poor hire. 

For twenty years, we have used...

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The Makeup of Great Sales Trainers

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 24, 2008 | about Coaching
The Makeup of Great Sales Trainers

“What makes a GREAT sales trainer? Ah ... the makeup ... personality? character? talent? skills? knowledge? attitudes and beliefs!!!!

Attitudes and beliefs make up the most important part of a great sales trainer’s makeup. They frame what a sales trainer decides to learn, how the trainer applies knowledge, and what results the trainer...

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The Impact of a Product Knowledge Focus

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 23, 2008 | about Coaching
The Impact of a Product Knowledge Focus

Can product knowledge get in the way?  YES! 

A friend and past mentor, Ron Willingham, once told me that all salespeople sell with some type of focus.  That focus can be one of these ...

- Product focus
- Quota focus 
- Ego focus 
- Value focus 

A “product focus” causes a salesperson to wax on eloquently about product features and...

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A Talent Fit for Your Organization

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 17, 2008 | about Coaching
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:...

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The Challenge of Door to Door

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 13, 2008 | about Coaching
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. ...

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Stimulating Competition or Pursuing Greatness?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 11, 2008 | about Coaching
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...

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Some Sales Planning Basics

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 06, 2008 | about Coaching
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 -...

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Courage in Sales

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

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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
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...

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The IT Factor in Leadership

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 29, 2008 | about Coaching
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...

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Impacting Sales Performance - I

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 23, 2008 | about Coaching
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...

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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
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...

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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
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...

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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
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...

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Sales:  Is It Art or Science

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 14, 2008 | about Coaching
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...

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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
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...

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What Motivates and Drives Success?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 11, 2008 | about Coaching
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...

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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
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...

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Is it Motivation or Inspiration?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on April 23, 2008 | about Coaching
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...

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Coaching Highly-Spirited Teams

Lance Cooper by .(JavaScript must be enabled to view this email address) | on April 22, 2008 | about Coaching
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...

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