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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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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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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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When Recruiting or Coaching, Remember the Connection Between a Hard Work Ethic and Gratitiude!

Lance Cooper by .(JavaScript must be enabled to view this email address) | on April 08, 2015 | about Coaching, Recruiting
When Recruiting or Coaching, Remember the Connection Between a Hard Work Ethic and Gratitiude!

When I was very young and still an only child, I remember my first Christmas. Everything was beautiful - the decorated tree, the lights and the gift-wrapped presents. It seemed to me that I had been given so many gifts that they lined a wall and went up the steps. After quickly moving through them and tearing apart the packaging, leaving...

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A Tribute to the Great Zig Ziglar

Steve Suggs by .(JavaScript must be enabled to view this email address) | on December 18, 2012 | about Coaching, Recruiting
A Tribute to the Great Zig Ziglar

3 Minute Video Blog

 

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Video Script

Hello, I am Steve Suggs, sales recruiting expert and author of the book, Can They Sell. Welcome to my sales recruitment video blog. 5 minutes of learning to hire the best salespeople.

At age 22, I attended my first Zig...

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Costs, Causes, and Cures for Salesperson or Sales Rep Turnover in a Sales Force - Part II

Lance Cooper by .(JavaScript must be enabled to view this email address) | on October 29, 2012 | about Coaching, Recruiting
Costs, Causes, and Cures for Salesperson or Sales Rep Turnover in a Sales Force - Part II

COSTS ... When sales managers, entrepreneurs, business owners, and CFOs think about turnover costs, they think about hard costs first. So, I’m going to start this discussion going against the grain.  I’m going to first address emotional costs (which lead to hard costs) then direct and other indirect costs.

Emotional Costs

New salespeople...

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Coaching Salespeople: The Management of HABITS!

Lance Cooper by .(JavaScript must be enabled to view this email address) | on July 01, 2012 | about Coaching
Coaching Salespeople: The Management of HABITS!

I recommend a couple of new books for Sales Managers or Leaders wanting to get better coaching, managing, or leading salespeople into higher performance habits and greater professionalism.

1.  The Power of Habit: Why We Do In Life and Business! by Charles Duhigg
2.  This Year I Will ... How to Finally Change a Habit, Keep a Resolution, or...

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Sales Management: Coaching Salespeople NOT Commanding Them!

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 27, 2012 | about Coaching
Sales Management: Coaching Salespeople NOT Commanding Them!

Recently, I ran across an article by Michael McIntyre entitled “Try Coaching Instead of Commanding.”  Michael is the director of the University of Tennessee’s Professional MBA program. His article began by stating, “Productivity, by definition, is a ratio of outputs to inputs.  So, it’s understandable when sales managers try to increase...

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The Power of Purpose when Selling

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 31, 2012 | about Coaching
The Power of Purpose when Selling

What’s the purpose of a salesperson at your company?  To sell phones, software, advertising, widgets, services and products, and to sell them above a magic number?

Years ago I attended a luncheon and remember a speaker who had a dramatic impact on my life. This man among other things had worked with drug and alcoholic dependent young people...

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Leading Salespeople through Change to Sales Goal Achievement

Lance Cooper by .(JavaScript must be enabled to view this email address) | on March 14, 2012 | about Coaching
Leading Salespeople through Change to Sales Goal Achievement

“Life is Difficult.”  This is the first sentence of The Road Less Travelled written by Dr. Scott Peck in 1978.  He writes that when people realize this truth this understanding leads to greater emotional health and production. It does because this knowledge helps people reach for the tools to deal with a difficult life - tools like...

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Salespeople and Sales Managers, “What Things Cause Us to Change”

Lance Cooper by .(JavaScript must be enabled to view this email address) | on March 06, 2012 | about Coaching
Salespeople and Sales Managers, “What Things Cause Us to Change”

Over the years, thousands of salespeople and sales leaders have responded to this question.  Last week, while with 70 young salespeople and leaders, I asked it one more time.  After looking at the responses, I thought it might help to send them out.

The following factors cause them to seek improvement.  As you read through them, ask...

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NUMBER THREE -  - Coaching Salespeople to Win Today ... REQUIRES Knowing or Flaming Their Desire

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 28, 2011 | about Coaching
NUMBER THREE -  - Coaching Salespeople to Win Today ... REQUIRES Knowing or Flaming Their Desire

... in a very special way - without judgement and with care and concern for their well-being.

We have many cultural changes affecting today’s sales forces.  Religion and a commitment to a set of standards and moral values has decreased (see Barna statistics).  This contributes to a loss in customer service values, honesty, hard work ethic,...

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Number Two - Five Ways to Love Salespeople and Eliminate Roadblocks to Change and Performance

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 17, 2011 | about Coaching
Number Two - Five Ways to Love Salespeople and Eliminate Roadblocks to Change and Performance

Ok, before you lynch me for getting out of your comfort zone, give me a chance to explain.  Children begin life with only a fear of heights.  The world around them teaches them them to draw between the lines, not to touch things that are hot (many things are hot), to walk in a line with all the other kids, to be quiet, to keep their hands to...

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Three Sales Coaching Methods to Remove Roadblocks to Change

Lance Cooper by .(JavaScript must be enabled to view this email address) | on July 31, 2011 | about Coaching
Three Sales Coaching Methods to Remove Roadblocks to Change

NUMBER ONE - RECRUIT CHARACTER FIRST ...

Look through these killers to change and performance improvements.  Most of them have to do with attitudes and beliefs and what salespeople value -  thing like extra effort, feeling and looking good, old routines, failure, self-discipline, hard work, pride in old skills, current achievement levels. ...

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9 Difficulties: Salespeople Changing to More Effective Ways

Lance Cooper by .(JavaScript must be enabled to view this email address) | on July 25, 2011 | about Coaching
9 Difficulties: Salespeople Changing to More Effective Ways

The cheese is always moving.  Just watch the newspapers!  Even what happens in Greece can bring new challenges to America.   Families change.   Competitors change.  Our bodies change.  And, after a tornado leaves, even the landscape changes.  We can walk outside our doors and not recognize the community we live in - just ask the folks in...

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Sales Leadership Greatness: 4 Part Discussion about Coaching Styles - Part 4

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 18, 2010 | about Coaching
Sales Leadership Greatness: 4 Part Discussion about Coaching Styles - Part 4

Sales Leadership Greatness: 4 Part Discussion about Coaching Styles
PART IV - CONTROL FREDDY

Control Freddy (our third sales leader extreme)

You and I - we are complex.  Things motivate you that I don’t even care about.  The salespeople we lead are the same - weird, different, unique, one-of-a-kind human beings.  To lead them in a way...

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Sales Leadership Greatness: 4 Part Discussion about Coaching Styles - Part 3

Lance Cooper by .(JavaScript must be enabled to view this email address) | on July 29, 2010 | about Coaching
Sales Leadership Greatness: 4 Part Discussion about Coaching Styles - Part 3

Sales Leadership Greatness: 4 Part Discussion about Coaching Styles
PART III - PASSIVE PROCESS PETE

Passive Process Pete (our second sales leader extreme)

Here’s our second sales management style.  Again, how do you relate to these tendencies?  How are you different?  What positive and negative habits appear for Passive Process Pete? ...

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