SalesManage Solutions

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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Thoughts on Beliefs

Lance Cooper by .(JavaScript must be enabled to view this email address) | on April 21, 2008 | about Coaching
Thoughts on Beliefs

A sales manager’s beliefs and attitudes create 85% or more of a team’s success. They make up the substance of sales team culture.  And, this culture produces salesperson turnover or retention.  It creates teams or individualism – sacrifice or anarchy.  People lie or they tell the truth.  Character strength is more important than sales or...

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