SalesManage Solutions

10 Fundamentals for Coaching the Best Salespeople

Lance Cooper by .(JavaScript must be enabled to view this email address) | on February 11, 2019 | about Coaching
10 Fundamentals for Coaching the Best Salespeople

Successful coaching begins with recruiting the best. Do the candidates you hire have what it takes? Are they self-motivated, honest and responsible? Do they like your products? Are they coachable? Do they have a concern for other people.

Can they sell at the right levels and in the right way? Will they sell?

Here are 10 fundamental...

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Hiring predictions for 2019 from the Chief Economist at Glassdoor

Alan Eason by Alan Eason | on February 06, 2019 | about
Hiring predictions for 2019 from the Chief Economist at Glassdoor

I recently sat in on a webinar hosted by glassdoor.com and listened to their chief economist list his predictions for hiring in 2019. This article is a list of some of those predictions.

But first this:

We know that 2018 was a good news/bad news year for many businesses trying to recruit salespeople. The good news was the booming economy,...

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How to Achieve Your Goals AND Strengthen Relationships

Lance Cooper by .(JavaScript must be enabled to view this email address) | on January 24, 2019 | about Coaching
How to Achieve Your Goals AND Strengthen Relationships

Recently, a young sales leader travelled several hours to spend the afternoon with me in Knoxville. Despite icy roads and the cold of the north winds, he arrived around noon. Alan Eason, our Director of Marketing, and I went out to lunch with him. To protect his privacy, we’ll refer to this guy as Sam.

A very talented man, Sam told us...

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How to Get Helpful Advice from a Bell-Shaped Curve

Lance Cooper by .(JavaScript must be enabled to view this email address) | on January 22, 2019 | about Coaching
How to Get Helpful Advice from a Bell-Shaped Curve

I know you’ve been thinking about how to best coach the new rep. You want to do this well because you can’t afford to get them off to a poor start. Today, good people are just so hard to find.

But, what about the team. What happens when you’re given a team of new people, or you try to strategize how to increase the average, monthly team...

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Why Do People Want the Quick Easy Way in Recruiting

Lance Cooper by .(JavaScript must be enabled to view this email address) | on January 07, 2019 | about Recruiting
Why Do People Want the Quick Easy Way in Recruiting

When young baseball players are 12 and under, they will eat dirt if you tell them it will help them hit the ball. When they reach 13, it’s as if the “easy switch” turns on and they begin to look for the lazy way out of practice.

To be excellent at anything requires a conscientious effort to learn the best system to high competence.

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How to Prepare a Brand New Rep for Success

Lance Cooper by .(JavaScript must be enabled to view this email address) | on January 07, 2019 | about Coaching
How to Prepare a Brand New Rep for Success

How do you prepare a brand new rep for success? If you’re like me, you’ve made tons of mistakes and lost thousands and thousands of dollars and many sleepless nights.

That’s why after I help you recruit people who can sell, I want to teach you to coach them in the best way. I want to help you develop a sales culture of people who love to...

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Make Better Hires When You Have This Target

Lance Cooper by .(JavaScript must be enabled to view this email address) | on December 12, 2018 | about Recruiting
Make Better Hires When You Have This Target

Hey Top Sales Leaders! Here are the five essential areas (with an acronym of CAMPS™) you can ‘target’ to help you improve your ability to recruit the best high-activity sales professionals for your market.

The first is by paying attention to something that affects you and your children and even your brand and it's, as my business partner...

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This Is What Happens When You Hire the Uncoachable

Lance Cooper by .(JavaScript must be enabled to view this email address) | on December 05, 2018 | about Coaching
This Is What Happens When You Hire the Uncoachable

Every work day you wake up early, grit your teeth, then travel toward your office with one name in mind, Tom - one salesperson in particular that you just don't want to continue to face off for the truth, someone who seems to "know-it-all" and isn't performing but always has a "good" reason for low activity and poor sales numbers. Tom has an...

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What Happens When You Recruit Truthful People First

Lance Cooper by .(JavaScript must be enabled to view this email address) | on December 05, 2018 | about Recruiting
What Happens When You Recruit Truthful People First

A reputation can be a good thing…if you have one for being the life of the party.

It’s not so good when it’s for stretching the truth. In fact, it can be a future sales destroyer.

That’s why if you hire people without integrity, you’re going to want to listen up.

While insincere employees may not seem like a big deal, it can be...

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What Happens When You Recruit Truthful People First

Lance Cooper by .(JavaScript must be enabled to view this email address) | on December 05, 2018 | about Recruiting

A reputation can be a good thing…if you have one for being the life of the party.

It’s not so good when it’s for stretching the truth. In fact, it can be a future sales destroyer.

That’s why if you hire people without integrity, you’re going to want to listen up.

While insincere employees may not seem like a big deal, it can be...

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How to Find the Best Candidates for Sales

Lance Cooper by .(JavaScript must be enabled to view this email address) | on October 15, 2018 | about Recruiting
How to Find the Best Candidates for Sales

Where do you find people who can sell - who can sell what you sell and in a way that people buy again and again? The number one frustration we hear from recruiting professionals is, “I can’t find enough people! Or, where do I find enough good people - people who can sell?”

Thousands of young sales leaders, managers, insurance agents and...

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The Best Sales Leaders Refine Their People With Fire

Lance Cooper by .(JavaScript must be enabled to view this email address) | on October 11, 2018 | about Coaching
The Best Sales Leaders Refine Their People With Fire

We stumble - imperfect and unrefined people - as runners, sales reps, fathers and mothers. And life is tough - being successful is difficult. Obstacles face us from the inside - our attitudes, skills and feelings, and from the outside - what the world throws at us and the people in it. 

The best of us have experienced the “refiner’s...

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How to Fear Success More than Failure

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 18, 2018 | about Coaching
How to Fear Success More than Failure

I watched as a father walked his son from the baseball field to the car. The game had ended but the scolding continued. While play was underway, he had tongue-lashed his son for swinging, watching pitches and for hitting balls to the “wrong” places.

Perfection covered the field of play and unseen land mines were everywhere ready to explode...

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How to Prepare Generation Z for Sales Success!

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 18, 2018 | about Coaching, Recruiting
How to Prepare Generation Z for Sales Success!

You hide under a counter with your teacher. Someone shoots some of your friends in another part of the school. You are so scared and afterwards you will never forget. In the outside world, people lose their jobs and terrorists drive trucks through crowds of people walking to a live concert. Anxiety travels with you as your move toward...

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This Is What Happens When We Make Random Hires

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 04, 2018 | about Recruiting
This Is What Happens When We Make Random Hires

A proverb sometimes hits you in the gut. Like this one,

“As a dog returns to its vomit, so a fool repeats his folly.”

But some people just don’t know what they don’t know and they keep repeating the same mistake over and over. They ask ‘pet’ questions, ones they like, without structuring interviews to look for the character,...

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The Best Way to Coach the New Salesperson

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 04, 2018 | about Coaching
The Best Way to Coach the New Salesperson

When you decide to take your family on vacation, does it matter what they think about the location? If you coach golf and you have a new student, on the first instruction day is it important to watch a person swing before you begin teaching a lesson? Does it help to know your student’s objectives so you can customize their approach to the...

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Why It’s Difficult to Recruit When Times Are Good

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 20, 2018 | about Recruiting
Why It’s Difficult to Recruit When Times Are Good

The headlines read:

“Jobs Go Unfilled as the Economy Expands,” and “Help Wanted, Without a Degree,” and “Companies Better Shape Up to Keep People!”

It’s wonderful to see so many people working."According to the Wall Street Journal, “Job openings climbed to 6.7 million last quarter, the highest level since 2001." Businesses are...

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Focus On Increasing These 2 Breakthrough Numbers

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 20, 2018 | about Coaching
Focus On Increasing These 2 Breakthrough Numbers

In baseball, people who love the technical parts of the sport obsess over numbers like on-base percentages, slugging percentages, batting average, strike out ratios, etc., and that’s just a few. Business owners and Chief Operating Officers, especially in companies with a lot of products and market segments find themselves slicing up the pie...

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“How to Coach a Salesperson You Do Not Trust!”

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 08, 2018 | about Coaching
“How to Coach a Salesperson You Do Not Trust!”

Have you ever employed someone with character faults? Of course you have because no one’s perfect. Right? But what do you do when you make a mistake and hire someone who is dishonest, lazy, irresponsible or selfish as a sales rep? What do you do when you absorb the financial impact of their actions? That depends.

Think of your coaching as...

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Four Remarkable Traits That If Missing Can Crush You!

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 08, 2018 | about Recruiting
Four Remarkable Traits That If Missing Can Crush You!

Does recruiting character matter? It depends. This was on the Wall Street Journal’s front page today:

“Highflying Medical Firm Falls to the Earth, Its Sales Questioned!”

Court documents and employee complaints and interviews “paint a picture of a company seeking to grow at almost any cost.” An interim CEO with experience running...

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