SalesManage Solutions

The 13 Best Criteria for Choosing Sales Assessments

Lance Cooper by .(JavaScript must be enabled to view this email address) | on January 09, 2009 | about Coaching
The 13 Best Criteria for Choosing Sales Assessments

The sales assessment chosen for use in a recruiting process should:

1.  Be scientifically validated for the position.  The process and cost of validation, if any, should be included in the RFP.  Validation documentation should be provided to company adminstator.

Explanation:  Many companies and individuals marketing personality profiles...

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What Sales Team Standards Do You Fight For?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on December 30, 2008 | about Coaching
What Sales Team Standards Do You Fight For?

When we go to a restaurant, we expect the service and food to meet a certain standard.  When we watch our favorite college sporting team, we expect a certain level of play; and, perhaps a certain win/loss record.  When we live we do so at a certain standard of living.  And, when we put on a belt or a piece of clothing, we have certain...

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Do Real Salespeople Say “If, Can’t, or Try?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on December 25, 2008 | about Coaching
Do Real Salespeople Say “If, Can’t, or Try?

Today, while traveling from Knoxville to Memphis for Christmas, my mother-in-law called us on her cell phone.  Some of you are thinking that can’t be a good thing.  Actually, I’m lucky it usually is a good thing.  We are fortunate in several ways in our relationship.  Smitty is in good health, she can out walk most women on a golf course half...

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A Crushed Spirit Dries Up the Bones: Be Kind AND Direct

Lance Cooper by .(JavaScript must be enabled to view this email address) | on December 19, 2008 | about Coaching
A Crushed Spirit Dries Up the Bones: Be Kind AND Direct

“Please describe what happened in your last meeting with our customer Mr. Handy?”  “How much time did you spend last week calling your leads for appointments?”  “What networking strategies have you put into place?”  What are your key activities for next week.  When Misty asked you to help her last Tuesday, how did you respond?” 

Confronting...

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Sales Management - What’s Coaching All About?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on December 12, 2008 | about Coaching
Sales Management - What’s Coaching All About?

It’s all about the people you coach - the people in your company - the people you serve - your customers, prospects, clients ... THEM.  It’s not about you.

And, that’s not easy to remember, but it’s even more difficult to be this way.  But, you can.  You will.

When “what you do” becomes about you, you begin to stress, to fear, to take, to...

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13 Ways Sales Managers Coach Poorly

Lance Cooper by .(JavaScript must be enabled to view this email address) | on December 09, 2008 | about Coaching
13 Ways Sales Managers Coach Poorly

Sales managers coach poorly when exhibiting the following behaviors. 

They ...
1.  Throw new salespeople into a job without a well thought out training and ramp up process.
2.  Do not help a salesperson develop a sales plan.
3.  Do not care about their salespeople as individuals.
4.  Focus on meeting budget numbers instead of achieving...

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Coaching the Best - The Sales System

Lance Cooper by .(JavaScript must be enabled to view this email address) | on December 05, 2008 | about Coaching
Coaching the Best - The Sales System

What’s a system?  It’s a bunch of connected pieces which work together in an organized manner - one that produces a certain state.  We cooperate or exist within systems in everyday life.  Examples include solar systems, financial systems, and digestive systems.  The purposes and proper functioning of these systems create an effect upon our...

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Coaching the Best - The Philosophy

Lance Cooper by .(JavaScript must be enabled to view this email address) | on November 27, 2008 | about Coaching
Coaching the Best - The Philosophy

In every field of endeavor, a philosophy (set of attitudes/beliefs) drives the system (people, processes, tools and skills).  It affects the hearts of its listeners.  It brings staying strength to action.  It reinforces confidence in the system as THE structure to embrace for greatness .  It puts purpose and meaning into work.  It inspires. 

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The Value of a Salesperson’s Time

Lance Cooper by .(JavaScript must be enabled to view this email address) | on November 18, 2008 | about Coaching
The Value of a Salesperson’s Time

How much do you aspire to make next year?  50,000, 100,000, 200,000??

For the sake of an example, let’s use 100,000.  You can adjust the example for your situation.  If you work 2000 hours a year (40 hours per week), you will earn $50 per hour.  Every hour that completes itself contributes the most cherished component of a salesperson’s day...

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The Wisdom of an Ant

Lance Cooper by .(JavaScript must be enabled to view this email address) | on November 13, 2008 | about Coaching
The Wisdom of an Ant

What can salespeople learn from an ant?  What knowledge can we find in its ways?  Common varieties are only 1/4 to 1/8 of an inch long.  What could we possibly learn from this insignificant creature of the earth?

Plenty.

Some years for us provide economic strength.  Others do not.  Several years may pass before this planet’s people live...

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Personal Responsibility - A Crucial Character Trait

Lance Cooper by .(JavaScript must be enabled to view this email address) | on November 11, 2008 | about Coaching
Personal Responsibility - A Crucial Character Trait

What does it mean to be a ‘good’ salesperson?  How do you find one?  What do you look for?  Jim Collins, author of

 

Good to Great

 

, says that his team’s research found that great companies recruit character first - before skills.

After twenty years of mistakes and successes, and after helping recruit and coach thousands of...

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Honesty - A Crucial Character Trait

Lance Cooper by .(JavaScript must be enabled to view this email address) | on November 07, 2008 | about Coaching
Honesty - A Crucial Character Trait

When recruiting great salespeople, hire character first.  And, do you know what character trait is more important than all the others?  Honesty.  Yes, honesty. The number one character trait to recruit for is honesty followed by hard work and personal responsibility. 

Honesty is nonnegotiable and must be present for you, the coach, to turn...

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Hard Work - A Crucial Character Trait

Lance Cooper by .(JavaScript must be enabled to view this email address) | on November 05, 2008 | about Coaching
Hard Work - A Crucial Character Trait

Great salespeople work hard.  And, along with honesty and personal responsibility toward others, hard work is an essential character trait found in top sales performers.  When we recruit well, background checks, resumes, and other screening and interviewing skills focus on the discovery of this trait.

All hard work provides a profit to a...

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Ground Zero’s Message for Sales Teams

Lance Cooper by .(JavaScript must be enabled to view this email address) | on October 20, 2008 | about Coaching
Ground Zero’s Message for Sales Teams

Today, my bride and I stood at Ground Zero(.(JavaScript must be enabled to view this email address)) in New York City.

When the twin towers of the World Trade Center fell, New York’s finest knew who they were and what they were supposed to do.  They died trying to save people in the towers.  They worked for weeks - 24/7 - pulling bodies out...

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Screen for Great Salespeople - Like the NFL

Lance Cooper by .(JavaScript must be enabled to view this email address) | on October 18, 2008 | about Coaching
Screen for Great Salespeople - Like the NFL

The NFL screens high-profile college athletes for speed, quickness, agility, mental aptitude, and other important traits relative to their positions.  The NFL Combine with its statistical history for vertical jumps, 40 yard dash, bench press, aptitude tests, and interviews greatly increases the chances for excellent player selection.  And,...

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A Simple Sales Plan Model

Lance Cooper by .(JavaScript must be enabled to view this email address) | on October 10, 2008 | about Coaching
A Simple Sales Plan Model

Time is always flowing.  It’s always getting away from us. 

The other day my bride and I saw a rerun of a George Carlson standup.  In his comedic routine, he did a few moments around this theme ... TIME.  And, one thing he did was particularly funny.  It was about the concept of NOW.  He pointed out to the audience as only Mr. Carlson could...

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A Best Practice Recruiting System for Salespeople

Lance Cooper by .(JavaScript must be enabled to view this email address) | on October 09, 2008 | about Coaching
A Best Practice Recruiting System for Salespeople

“Yes, we’ll meet our numbers, It’s my job.“ 

That’s what Jack Plating, a President with Verizon, once told me in response to my end-of-the-year question,

“Are you going to meet your numbers?”

Sales executives want to meet their numbers.  However ... very few companies train their managers to recruit well USING present day selection...

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Prospecting Like a Machine

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 30, 2008 | about Coaching
Prospecting Like a Machine

When your peers watch you, they see you prospect like a machine.  Nothing stops you from the hunt.  As a result, prospecting consistency smoothes out the hills and the valleys of sales production.  Your sales revenue rises and falls at an average equal to or above your goals.

When people look over your shoulder, they see a disciplined...

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Commitment

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

This is where it begins.  With goals and standards.  With clear job descriptions.  With a push the boat off from shore - do not look back decision - about what we are about.

New hires can smell the certainty of direction - the clear, unconfusing signals - the here’s what we’re about purpose of the team.

Team members know where the coach...

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Hope

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 26, 2008 | about Coaching
Hope

Great coaches believe the individual will win and the team will win.  What they do and say, when behind or ahead of goal, whether near defeat or after a loss, builds confidence in future achievement.

This is not to say that they coach in a King Arthur Camelot world of unreality.  No, great coaches are realists.  And, they have healthy doses...

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