SalesManage Solutions

Powerpoints that KILL or SELL

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 11, 2008 | about Coaching
Powerpoints that KILL or SELL

or Beyond Bullet Points by Cliff Atkinson (see: beyond bullet points)                ...

I remember the overhead projector and transparencies of the 70’s.  And, I remember presenters who loved their transparencies - talking to them - expressing their content.  These presenters never saw the folks who slept though their work in darkened...

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Working Strategies to Win Major Accounts

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 10, 2008 | about Coaching
Working Strategies to Win Major Accounts

If you look up the word “strategy” in various dictionaries, you find military terms like conducting, devising, or developing campaigns (or wars) to achieve a goal.  Squad leaders gather to decide approaches, methods, and lines of attack designed to win.  They spend much time planning a strategy and reviewing the results after the strategy is...

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“You’ve Got to Learn to Hold Your Mouth Right”

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 29, 2008 | about Coaching
“You’ve Got to Learn to Hold Your Mouth Right”

Years ago I enjoyed many days and afternoons fishing with my Grandfather.  He was a Scotch Irishman, who, up into his 70’s was a master carpenter, real estate salesman, business owner, ... well you get the picture - an entrepreneur.  And, he loved to fish - especially with me. 

I remember a particular day that we loved to spend ... starting...

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A Leap in Sales Performance

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 27, 2008 | about Coaching
A Leap in Sales Performance

Do you want to make a quantum leap in sales performance?  Of course you do.  However, many people use words like ‘quantum leap’ as a cliché - as an empty promise.  And, there are lots of clichés.  Let’s go to the next level!  ... to the next generation! 

How do you increase performance beyond the past?  Are you ready?  Do you want the...

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Standards build Traditions - Traditions build Legacies

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 23, 2008 | about Coaching
Standards build Traditions - Traditions build Legacies

Legacies are the impact of traditions on today’s world ... left behind by people who struggled to meet standards for the benefit of others.

Sometimes people lower their standards without a fight ... and, they build new traditions that leave a poor legacy for those who follow.

Leaders often set the standards for future traditons before the...

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What are YOUR STANDARDS?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 21, 2008 | about Coaching
What are YOUR STANDARDS?

Great coaches and teams of people put their very best into what they do.  Standards, performance norms or accepted levels of behaviors emerge out of their fight for greatness.  The emerging standards, produced from great thought and toil, define the limits of minimal and great performance.  For sales teams, these standards include:

 

...

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I’m Looking for Consistency - A Pattern

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 19, 2008 | about Coaching
I’m Looking for Consistency - A Pattern

I’m a field rep and I love the idea of independence and an income opportunity without a ceiling.  I do see the possibilities, but I also feel a challenge to its accomplishment. 

What challenge? 

It’s not really time management.  No.  I think it’s self-management.

In the beginning, I’m completing new employee paperwork, learning product...

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Social Confidence in GREAT Salespeople

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 06, 2008 | about Coaching
Social Confidence in GREAT Salespeople

Social Confidence is trait #3 of four personality traits that affect the achievement drive of great salespeople.  People endowed with this trait can naturally and without stress interact with people.  This helps them gain power throughout the sales cycle

In simplistic terms, salespeople need to ...
1.  Find prospects
2.  Set...

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How Do Salespeople Remain Relevant?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 02, 2008 | about Coaching
How Do Salespeople Remain Relevant?

Salespeople remain relevant to a buyer depending upon how well they practice the consultative sales process.  In theory, a sales conversation “can be” 100% relevant if the steps below are practiced perfectly.

But, tada!  That’s why we practice in sports and in sales ... to keep striving for greatness.

First, how does a salesperson remain...

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An Old Key Worth Using

Lance Cooper by .(JavaScript must be enabled to view this email address) | on July 26, 2008 | about Coaching
An Old Key Worth Using

Today, It was my privilege to interview a seasoned veteran for a new sales job.  As I listened to his answers to my rather “structured interview,” I began to learn - to hear the wisdom of dedicated years ...

... and, I was reminded.  Wisdom resides mostly with those who have tried several doors in a productive life.  It remains true in...

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How Much Wood Could a Woodchuck Chuck ...

Lance Cooper by .(JavaScript must be enabled to view this email address) | on July 13, 2008 | about Coaching
How Much Wood Could a Woodchuck Chuck ...

... if they were on straight commission without incentives, goals, or directions?

 

Three Answers

 

1. “As much wood as a woodchuck would if a woodchuck could chuck wood.” 
2. “A woodchuck would chuck as much wood as a woodchuck could chuck, if a woodchuck could chuck wood.”
3. “A woodchuck would chuck all the wood, if a woodchuck...

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Coaching MAXIMUM PRODUCTIVITY

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

Ah ... maximum productivity and results???  The driven question.

Results come from activities.  Activities leading to results are steps in a system.  A system contains a person working a process with its tools and skills. 

And, the system is driven by beliefs and attitudes.  Do we want something?  Do we value excellence?  Do we see...

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Social Drive in GREAT Salespeople

Lance Cooper by .(JavaScript must be enabled to view this email address) | on July 02, 2008 | about Coaching
Social Drive in GREAT Salespeople

Research scientists have found “Social Drive” to be a core characteristic for high performing sales reps.  The scientists who create validated personality profiles may use different terms for being socially engaged. 

Salespeople who are driven socially will want to be out among people in networking events. They love to go toward people -...

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Goal-Orientation in GREAT Salespeople

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 27, 2008 | about Coaching
Goal-Orientation in GREAT Salespeople

Goal-Orientation: Personality Trait #1 in High-Activity Salespeople (for sales cycles less than 90 days)

Is your team motivated to achieve timely results or to steadily pass the day?

TARGETS • OBJECTIVES • SALES
When salespeople achieve their numbers, CASH FLOWS .......
and, businesses thrive.  Owners hear the streaming sound of profits...

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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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