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Monthly Archives: November 2008

Coaching The Best – The Philosophy

CoachingBy Lance CooperNovember 27, 2008Leave a comment

In every field of endeavor, a philosophy (set of attitudes/beliefs) drives the system (people, processes, tools and skills).  It affects the hearts of its listeners.  It brings staying strength to action.  It reinforces confidence…

The Value Of A Salesperson’s Time

CoachingBy Lance CooperNovember 18, 2008Leave a comment

How much do you aspire to make next year?  50,000, 100,000, 200,000?? For the sake of an example, let’s use 100,000.  You can adjust the example for your situation.  If…

The Wisdom Of An Ant

CoachingBy Lance CooperNovember 13, 2008Leave a comment

What can salespeople learn from an ant?  What knowledge can we find in its ways?  Common varieties are only 1/4 to 1/8 of an inch long.  What could we possibly…

Personal Responsibility – A Crucial Character Trait

CoachingBy Lance CooperNovember 11, 2008Leave a comment

What does it mean to be a ‘good’ salesperson?  How do you find one?  What do you look for?  Jim Collins, author of   Good to Great   , says that…

Honesty – A Crucial Character Trait

CoachingBy Lance CooperNovember 7, 2008Leave a comment

When recruiting great salespeople, hire character first.  And, do you know what character trait is more important than all the others?  Honesty.  Yes, honesty. The number one character trait to recruit for…

Hard Work – A Crucial Character Trait

CoachingBy Lance CooperNovember 5, 2008Leave a comment

Great salespeople work hard.  And, along with honesty and personal responsibility toward others, hard work is an essential character trait found in top sales performers.  When we recruit well, background…

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