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Author Archives: Lance Cooper

How Do Salespeople Remain Relevant?

CoachingBy Lance CooperAugust 2, 2008Leave a comment

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…

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…

Goal-Orientation In GREAT Salespeople

CoachingBy Lance CooperJune 27, 2008Leave a comment

Goal-Orientation: Personality Trait #1 in High-Activity Salespeople (for sales cycles less than 90 days) Is your team motivated to achieve timely results or to steadily pass the day? TARGETS •…

Why Personality Profiles?

CoachingBy Lance CooperJune 26, 2008Leave a comment

TAKES THE GUESSWORK OUT OF RECRUITING … Increase your ODDS of finding a great salesperson or sales manager by 10-15 times over traditional methods of interviewing and reference checking.  Use…

The Makeup Of Great Sales Trainers

CoachingBy Lance CooperJune 24, 2008Leave a comment

“What makes a GREAT sales trainer? Ah … the makeup … personality? character? talent? skills? knowledge? attitudes and beliefs!!!! Attitudes and beliefs make up the most important part of a…

The Impact Of A Product Knowledge Focus

CoachingBy Lance CooperJune 23, 2008Leave a comment

Can product knowledge get in the way?  YES! A friend and past mentor, Ron Willingham, once told me that all salespeople sell with some type of focus.  That focus can…

A Talent Fit For Your Organization

CoachingBy Lance CooperJune 17, 2008Leave a comment

Most companies do not know how to do find a “talent fit.”  And, here are reasons why: 1. They do not know the top six traits in order of priority…

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