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Coaching

This Is What Happens When Someone Sells with Purpose

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 21, 2019 | about Coaching
This Is What Happens When Someone Sells with Purpose

What’s the purpose of a salesperson? To sell widgets? 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 in Chattanooga, TN. When he worked with these teenagers, he would ask...

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The Optimistic Person Perseveres When Tested in a Trial

Lance Cooper by .(JavaScript must be enabled to view this email address) | on March 25, 2019 | about Coaching
The Optimistic Person Perseveres When Tested in a Trial

At present, I provide directional and moral support to someone who runs a 30 million dollar division of a national company. Many difficulties hammer his optimism as I watch him suffer through a strain on his faith.

After two months of installing changes, his division is down year over year. He looks incompetent when compared to his peers....

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When You Watch Inexperienced People Die In A Storm

Lance Cooper by .(JavaScript must be enabled to view this email address) | on March 04, 2019 | about Coaching
When You Watch Inexperienced People Die In A Storm

Being an excellent sales leader is not easy. It’s difficult. There’s a lot of pressure to get new people performing fast. And, how you begin with someone affects turnover - even if they succeed. I know one large market within a company that loses 45% of their newly hired reps during training.

Research from Sirrus Decisions says that 49%...

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This Year Make Better Relationships Work for You

Lance Cooper by .(JavaScript must be enabled to view this email address) | on February 18, 2019 | about Coaching
This Year Make Better Relationships Work for You

A few years ago, I was teaching sales reps the importance of listening to customers. We were discussing how focusing on someone else’s need and problems, before our own, builds loyal customer advocates and referrals. Then we turned to home and friendships and the culture around us and a young woman raised her hand.

I asked her to turn and...

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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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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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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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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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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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