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The Wisdom of an Ant

Lance Cooper by .(JavaScript must be enabled to view this email address) | on November 13, 2008 | about Coaching
The Wisdom of an Ant

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 learn from this insignificant creature of the earth?

Plenty.

Some years for us provide economic strength.  Others do not.  Several years may pass before this planet’s people live...

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Personal Responsibility - A Crucial Character Trait

Lance Cooper by .(JavaScript must be enabled to view this email address) | on November 11, 2008 | about Coaching
Personal Responsibility - A Crucial Character Trait

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 his team’s research found that great companies recruit character first - before skills.

After twenty years of mistakes and successes, and after helping recruit and coach thousands of...

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Honesty - A Crucial Character Trait

Lance Cooper by .(JavaScript must be enabled to view this email address) | on November 07, 2008 | about Coaching
Honesty - A Crucial Character Trait

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 is honesty followed by hard work and personal responsibility. 

Honesty is nonnegotiable and must be present for you, the coach, to turn...

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Hard Work - A Crucial Character Trait

Lance Cooper by .(JavaScript must be enabled to view this email address) | on November 05, 2008 | about Coaching
Hard Work - A Crucial Character Trait

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 checks, resumes, and other screening and interviewing skills focus on the discovery of this trait.

All hard work provides a profit to a...

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Ground Zero’s Message for Sales Teams

Lance Cooper by .(JavaScript must be enabled to view this email address) | on October 20, 2008 | about Coaching
Ground Zero’s Message for Sales Teams

Today, my bride and I stood at Ground Zero(.(JavaScript must be enabled to view this email address)) in New York City.

When the twin towers of the World Trade Center fell, New York’s finest knew who they were and what they were supposed to do.  They died trying to save people in the towers.  They worked for weeks - 24/7 - pulling bodies out...

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Screen for Great Salespeople - Like the NFL

Lance Cooper by .(JavaScript must be enabled to view this email address) | on October 18, 2008 | about Coaching
Screen for Great Salespeople - Like the NFL

The NFL screens high-profile college athletes for speed, quickness, agility, mental aptitude, and other important traits relative to their positions.  The NFL Combine with its statistical history for vertical jumps, 40 yard dash, bench press, aptitude tests, and interviews greatly increases the chances for excellent player selection.  And,...

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A Simple Sales Plan Model

Lance Cooper by .(JavaScript must be enabled to view this email address) | on October 10, 2008 | about Coaching
A Simple Sales Plan Model

Time is always flowing.  It’s always getting away from us. 

The other day my bride and I saw a rerun of a George Carlson standup.  In his comedic routine, he did a few moments around this theme ... TIME.  And, one thing he did was particularly funny.  It was about the concept of NOW.  He pointed out to the audience as only Mr. Carlson could...

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A Best Practice Recruiting System for Salespeople

Lance Cooper by .(JavaScript must be enabled to view this email address) | on October 09, 2008 | about Coaching
A Best Practice Recruiting System for Salespeople

“Yes, we’ll meet our numbers, It’s my job.“ 

That’s what Jack Plating, a President with Verizon, once told me in response to my end-of-the-year question,

“Are you going to meet your numbers?”

Sales executives want to meet their numbers.  However ... very few companies train their managers to recruit well USING present day selection...

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Prospecting Like a Machine

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 30, 2008 | about Coaching
Prospecting Like a Machine

When your peers watch you, they see you prospect like a machine.  Nothing stops you from the hunt.  As a result, prospecting consistency smoothes out the hills and the valleys of sales production.  Your sales revenue rises and falls at an average equal to or above your goals.

When people look over your shoulder, they see a disciplined...

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Commitment

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 29, 2008 | about Coaching
Commitment

This is where it begins.  With goals and standards.  With clear job descriptions.  With a push the boat off from shore - do not look back decision - about what we are about.

New hires can smell the certainty of direction - the clear, unconfusing signals - the here’s what we’re about purpose of the team.

Team members know where the coach...

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Hope

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 26, 2008 | about Coaching
Hope

Great coaches believe the individual will win and the team will win.  What they do and say, when behind or ahead of goal, whether near defeat or after a loss, builds confidence in future achievement.

This is not to say that they coach in a King Arthur Camelot world of unreality.  No, great coaches are realists.  And, they have healthy doses...

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Passion

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 18, 2008 | about Coaching
Passion

How do great coaches go about their work?

With passion - with energy.  You can look at them and see the working spirit of committed hope.  You can see the early morning rise and the late evening commitment when the load is great on everyone. 

When they speak, it may not be with a great oration, or with a gift of fine words.  But, it is...

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Powerpoints that KILL or SELL

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 11, 2008 | about Coaching
Powerpoints that KILL or SELL

or Beyond Bullet Points by Cliff Atkinson (see: beyond bullet points)                ...

I remember the overhead projector and transparencies of the 70’s.  And, I remember presenters who loved their transparencies - talking to them - expressing their content.  These presenters never saw the folks who slept though their work in darkened...

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Working Strategies to Win Major Accounts

Lance Cooper by .(JavaScript must be enabled to view this email address) | on September 10, 2008 | about Coaching
Working Strategies to Win Major Accounts

If you look up the word “strategy” in various dictionaries, you find military terms like conducting, devising, or developing campaigns (or wars) to achieve a goal.  Squad leaders gather to decide approaches, methods, and lines of attack designed to win.  They spend much time planning a strategy and reviewing the results after the strategy is...

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“You’ve Got to Learn to Hold Your Mouth Right”

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 29, 2008 | about Coaching
“You’ve Got to Learn to Hold Your Mouth Right”

Years ago I enjoyed many days and afternoons fishing with my Grandfather.  He was a Scotch Irishman, who, up into his 70’s was a master carpenter, real estate salesman, business owner, ... well you get the picture - an entrepreneur.  And, he loved to fish - especially with me. 

I remember a particular day that we loved to spend ... starting...

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A Leap in Sales Performance

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 27, 2008 | about Coaching
A Leap in Sales Performance

Do you want to make a quantum leap in sales performance?  Of course you do.  However, many people use words like ‘quantum leap’ as a cliché - as an empty promise.  And, there are lots of clichés.  Let’s go to the next level!  ... to the next generation! 

How do you increase performance beyond the past?  Are you ready?  Do you want the...

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Standards build Traditions - Traditions build Legacies

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 23, 2008 | about Coaching
Standards build Traditions - Traditions build Legacies

Legacies are the impact of traditions on today’s world ... left behind by people who struggled to meet standards for the benefit of others.

Sometimes people lower their standards without a fight ... and, they build new traditions that leave a poor legacy for those who follow.

Leaders often set the standards for future traditons before the...

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What are YOUR STANDARDS?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 21, 2008 | about Coaching
What are YOUR STANDARDS?

Great coaches and teams of people put their very best into what they do.  Standards, performance norms or accepted levels of behaviors emerge out of their fight for greatness.  The emerging standards, produced from great thought and toil, define the limits of minimal and great performance.  For sales teams, these standards include:

 

...

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I’m Looking for Consistency - A Pattern

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 19, 2008 | about Coaching
I’m Looking for Consistency - A Pattern

I’m a field rep and I love the idea of independence and an income opportunity without a ceiling.  I do see the possibilities, but I also feel a challenge to its accomplishment. 

What challenge? 

It’s not really time management.  No.  I think it’s self-management.

In the beginning, I’m completing new employee paperwork, learning product...

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Social Confidence in GREAT Salespeople

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 06, 2008 | about Coaching
Social Confidence in GREAT Salespeople

Social Confidence is trait #3 of four personality traits that affect the achievement drive of great salespeople.  People endowed with this trait can naturally and without stress interact with people.  This helps them gain power throughout the sales cycle

In simplistic terms, salespeople need to ...
1.  Find prospects
2.  Set...

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