SalesManage Solutions

Coaching

Sales:  Is It Art or Science

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 14, 2008 | about Coaching
Sales:  Is It Art or Science

Shakespeare knew the answer ... “Where for art thou?” (Romeo: “Romeo and Juliet”) Romeo, while making the sale of his life knew that his true love needed wooing - She needed to know that she was a princess in Romeo’s mind and heart and so He did woo her.

And yet, while Romeo did understand that climbing the ladder, giving attention, and...

Keep Reading

Game Changing Recruiting Technologies for Great Salespeople

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 13, 2008 | about Coaching
Game Changing Recruiting Technologies for Great Salespeople

When researching all the subject experts in recruiting, a best practice recruitment funnel emerges. After sourcing well to develop five or more recruiting channels, the three stages of recruiting are: - Screening - Profiling - Interviewing.  (Note: This recruiting funnel also presumes that you have analyzed the sales position well enough to...

Keep Reading

What Motivates and Drives Success?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 11, 2008 | about Coaching
What Motivates and Drives Success?

Motivation!  As a sales professional ... What motivates and drives someone to achieve success?  Some are motivated by survival - the lights going out in the house.  For others it’s recognition, achievement, money, family, or just plain ole duty - doing what others expect.

Still, as in ages past, the best motivation is inspired. It happens...

Keep Reading

Are You a Professional or a Salesperson?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on May 09, 2008 | about Coaching
Are You a Professional or a Salesperson?

I was thinking, “What’s the difference between a professional salesperson and a salesperson?”  Well ... the whole question is semantical or oxymoronic. 

Why, because a salesperson does not need the word professional to define his or her role. A good salesperson is a professional.  A bad salesperson is not a professional. It would be like...

Keep Reading

Is it Motivation or Inspiration?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on April 23, 2008 | about Coaching
Is it Motivation or Inspiration?

People read more about motivation in management schools than inspiration.  Many sales managers strive to learn how to motivate salespeople.  They sincerely want to learn how to motivate them to reach sales goals, to fill out paperwork, to follow a sales process, etc. Good managers spend much of their time on motivational actions.  Often, they...

Keep Reading

Coaching Highly-Spirited Teams

Lance Cooper by .(JavaScript must be enabled to view this email address) | on April 22, 2008 | about Coaching
Coaching Highly-Spirited Teams

Coaching highly spirited teams requires three well-developed areas of action, thought, and attitude.  First, fathers, sales managers, CEOs, and other leaders communicate compelling reasons to reach important GOALS.  These goals, when communicated, create an emotionally charged atmosphere for the people they lead.  They inspire.  And, they...

Keep Reading

Thoughts on Beliefs

Lance Cooper by .(JavaScript must be enabled to view this email address) | on April 21, 2008 | about Coaching
Thoughts on Beliefs

A sales manager’s beliefs and attitudes create 85% or more of a team’s success. They make up the substance of sales team culture.  And, this culture produces salesperson turnover or retention.  It creates teams or individualism – sacrifice or anarchy.  People lie or they tell the truth.  Character strength is more important than sales or...

Keep Reading
‹ First  < 3 4 5