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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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Sales Leadership Greatness: 4 Part Discussion about Coaching Styles - Part 2

Lance Cooper by .(JavaScript must be enabled to view this email address) | on July 21, 2010 | about Coaching
Sales Leadership Greatness: 4 Part Discussion about Coaching Styles - Part 2

Sales Leadership Greatness: 4 Part Discussion about Coaching Styles
PART II - RAH-RAH SALLY

Rah, Rah Sally (our first sales leader extreme)

As you read about this sales management style, ask yourself, “Is this my strength area?” If so, what are my strengths and what are my weaknesses?

Rah-Rah Sally believes that everyone will work...

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Sales Leadership Greatness: 4 Part Discussion about Coaching Styles - Part 1

Lance Cooper by .(JavaScript must be enabled to view this email address) | on July 10, 2010 | about Coaching
Sales Leadership Greatness: 4 Part Discussion about Coaching Styles - Part 1

Sales Leadership Greatness: 4 Part Discussion about Coaching Styles

PART I - INTRODUCTION

Ok - What makes up a great sales leader?  What did Jim Collins, author of Good to Great, discover about “Level 5 Leaders” - ones that lead companies to sustained growth, health, and profitability?  Surprisingly, the traits mentioned were more about...

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The Tone of Everyday Heroines and Villains

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 24, 2010 | about Coaching
The Tone of Everyday Heroines and Villains

Over the last few days of vacation, I’ve seen a Delta stewardess speak with arrogance (an exaggerated display of one’s own importance) and a Grand Canyon bus driver shout instructions with anger.  Their tones bordered on abuse. Their voices were harsh.  Why?  What was it that caused them to act irresponsibly toward those they had been asked...

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The Tone of a Professional

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 18, 2010 | about Coaching
The Tone of a Professional

Have you ever wondered how Broadway professionals keep their performances from receding into stale repetitions of old lines?  Night after night - matinees and evening performances ... How do actresses and actors keep displaying Tony award-winning acting and choreography - within the same old routines?

For several years, I performed each...

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A Small Moment in the Power of Tone

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 15, 2010 | about Coaching
A Small Moment in the Power of Tone

Yesterday, I was in a health foods store in Arizona - enjoying some R and R with my lovely bride and I began to think again about “The Power of Tone.”  Louise was the cashier at checkout.

This is a beautiful part of our great country.  I find an incredible strength and peace in the red rock formations.  I’m sure the landscape doesn’t...

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The Power and Manner of Tone

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 09, 2010 | about Coaching
The Power and Manner of Tone

This past week I flew Delta from Knoxville, TN to Savannah, Georgia.  On the leg from Knoxville to Atlanta, I noticed the ‘tone’ of my stewardess - especially during the familiar “turn off all electronic devices.”

I could not get my computer turned off in time for her.  And, as she passed by, she said with an arrogant tone and for those...

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Seven (7) Ways to Remain Fresh, Focused, Motivated, Invigorated, and Energized

Lance Cooper by .(JavaScript must be enabled to view this email address) | on April 29, 2010 | about Coaching
Seven (7) Ways to Remain Fresh, Focused, Motivated, Invigorated, and Energized

“How can we refresh our sales strategies and activities to stay fresh, focused and motivated?” or, “How do we reinvigorate and re-energize ourselves in the face of adversity?”

 

Seven (7) Ways to Remain Fresh, Focused, Motivated, Invigorated, and Energized ... (in order of priority for me)

  1. Pray. I’ve got to start with this one - I do...
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Seven Essential Skills of a Sales Trainer

Lance Cooper by .(JavaScript must be enabled to view this email address) | on April 27, 2010 | about Coaching
Seven Essential Skills of a Sales Trainer

Recently, Salman Sayed posted this question on LInkedIn ...

“What essential skills do you evaluate when hiring an external sales trainer?”

A great question.  Just as there are sales reps who are misplaced in their professions - so there are misfitted sales trainers as well.  I know many of you have experienced boring training sessions,...

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What’s Your Product Worth?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on March 11, 2010 | about Coaching
What’s Your Product Worth?

Last week Chuck Balcher (see his blog), on LinkedIn, offered this question to sales professionals.

“What’s it worth? “When selling your product or service, what is it worth to the person you are trying to sell it to?”

Years ago, Ron Willingham, author of Integrity Selling and a mentor of mine, said that there were 4 Dominant Buying...

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A Great Coaching Message for Anyone from Coach Lombardi

Lance Cooper by .(JavaScript must be enabled to view this email address) | on December 23, 2009 | about Coaching
A Great Coaching Message for Anyone from Coach Lombardi

 

Be Better in 2010

 

“Winning Isn’t Everything, the Will to Win Is. ... I firmly believe that any man’s finest hour - his greatest fulfillment to all he holds dear - is that moment when he has to work his heart out in a good cause and he’s exhausted on the field of battle - victorious.”  Vince Lombardi

Coach Lombardi, of the Green...

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Vigilance Never Ends for Great Sales Managers

Lance Cooper by .(JavaScript must be enabled to view this email address) | on November 27, 2009 | about Coaching
Vigilance Never Ends for Great Sales Managers

As sales leaders, you are at the head of something - a team of salespeople. Their personalities are different.  Their backgrounds are different.  Their beliefs and attitudes are different.  Their motivating desires are different.  And, they have different levels of these things.

You have a job to do - get to a certain level of results...

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