SalesManage Solutions

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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Passion

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 18, 2008 | about Coaching
Passion

How do great coaches go about their work?

With passion - with energy.  You can look at them and see the working spirit of committed hope.  You can see the early morning rise and the late evening commitment when the load is great on everyone. 

When they speak, it may not be with a great oration, or with a gift of fine words.  But, it is...

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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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