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Monthly Archives: July 2008

An Old Key Worth Using

CoachingBy Lance CooperJuly 26, 2008Leave a comment

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…

How Much Wood Could A Woodchuck Chuck …

CoachingBy Lance CooperJuly 13, 2008Leave a comment

… 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.”…

Coaching MAXIMUM PRODUCTIVITY

CoachingBy Lance CooperJuly 13, 2008Leave a comment

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…

Social Drive In GREAT Salespeople

CoachingBy Lance CooperJuly 2, 2008Leave a comment

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…

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