Sales Cultures Redefined
Lance Cooper, CEO and founder of SalesManage Solutions, gives you tips for redefining sales cultures for today’s young reps and leaders - ones that win when facing sales performance challenges. You’ll hear remarkable sales leaders tell you about their philosophies and sales increasing strategies. You’ll also learn practical skills that will build an outstanding sales culture through the best recruiting, on-boarding and coaching systems: processes, tools and skills. Over a thirty year span, he has coached salespeople and sales leaders in over 300 companies and in multiple markets to redefine their cultures from good to great. Listen and hear proven methods that will work to increase sales, income and to transform the lives of people in three different generations: Z, Y and X!
Episodes
May 17, 2024 • 6 mins
Let's challenge the common notion of motivating others and explore the intrinsic drivers that propel sales professionals to excel. Contrary to popular belief, motivation isn't something we can give to others; instead, it emerges from within, influenced by various factors.
We'll cover the three primary sources of motivation for sales reps, shedding light on the traits that distinguish top performers. From the competitive spirit fue...
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May 10, 2024 • 5 mins
Join us as we explore the three core areas of sales coaching: Sales Planning, Activity Management, and Face-to-Face Prospect and Customer Interaction. Within each area, we identify keystone habits that serve as the foundation for achieving outstanding sales goals and fostering a strong company brand.
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January 26, 2024 • 8 mins
The First 5 Ways to Coaching Sales Success Through Better Habits by Lance Cooper
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January 8, 2024 • 11 mins
There are ten critical mistakes that hinder successful sales team recruitment, affecting predictive hiring accuracy. Let's look at these pitfalls and how they can significantly impact the selection of top-tier sales representatives and reduce success rates.
From lacking precise job descriptions and structured recruiting systems to overlooking character traits and sourcing inefficiencies, learn what to avoid in the pursuit of recru...
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December 22, 2023 • 8 mins
In this episode, we look at a salesperson's drive defined in psychological realms as the conscious pursuit of chosen goals.
Our discussion navigates pivotal questions for exceptional sales leadership—understanding one's own motivations towards winning as a sales representative and assessing the present strength of the 'will to win'. Furthermore, we explore the crucial considerations for sales coaches in comprehending the motivatio...
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December 15, 2023 • 6 mins
How the CTS Helps Onboard the Best Salespeople for Your Team by Lance Cooper
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December 8, 2023 • 7 mins
In this episode, learn how Sanders inspires contagious confidence and sets high standards while genuinely caring for team progress. Discover practical parallels between football challenges and sales environments, mastering the art of fostering optimism amid adversity.
Explore the power of hope in leadership, celebrating incremental progress and setting growth expectations. Gain insights into nurturing a culture of effort, excellen...
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December 1, 2023 • 8 mins
Lance delves into the pivotal influence of a sales leader's mindset on team success in this episode.
Referencing a Wall Street Journal article, Lance explores how deeply held beliefs shape behaviors, impacting various aspects of life like exercise routines and financial management. He shares personal anecdotes, shedding light on childhood influences that continue to affect decision-making in adulthood.
Drawing from the research o...
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November 10, 2023 • 10 mins
The 3 Keystone Areas Of Main Concern For Coaching Great Salespeople by Lance Cooper
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September 29, 2023 • 9 mins
The Greatest Sales Leaders in Today's World Coach the Best! by Lance Cooper
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September 22, 2023 • 7 mins
The Best Role Intense Models for High Activity Salespeople by Lance Cooper
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August 25, 2023 • 8 mins
This episode discusses the inherent desire for personal and professional greatness, and it draws from sports coaching wisdom, emphasizing attitudes like determination and humility as crucial drivers of success, more potent than innate talent.
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August 18, 2023 • 8 mins
This episode looks at the challenges faced by today's new graduates and the implications for the world of sales. The education landscape has drastically transformed in recent times, with the pandemic causing a shift from in-person classes to remote learning. Many new graduates lack practical experience and essential life skills due to the isolation and digitalization of their education. Lance breaks down the 15 essential face-to-fa...
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August 4, 2023 • 11 mins
How To Successfully Prospect For New Business Is Like Fishing Not Catching by Lance Cooper
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July 28, 2023 • 8 mins
In this episode of Sales Cultures Refined, your host Lance Cooper delves into the importance of implementing challenging tests in the recruitment process to hire the best salespeople. Lance begins by posing intriguing questions about the admissions process for fields like medical school, pilot's licenses, and nuclear site visits. He explores the idea of making the candidate experience a priority over conducting a thorough review of...
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July 21, 2023 • 11 mins
Last time, we delved into the power of stories and how they can lead to long-term sales success. Today, we're going to dive deeper into the world of storytelling and word pictures, discovering the most powerful types of stories and where to use them in the sales process.
In today's episode, we'll focus on training salespeople to introduce themselves and their companies using the power of storytelling. We'll also explore what const...
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July 7, 2023 • 12 mins
In this episode, we embark on a journey into the world of storytelling and its profound impact on long-term sales success. Inspired by the beloved children's tale, "The Velveteen Rabbit," we explore how genuine connection, authenticity, and resilience are fundamental keys to real, lasting success in sales and sales leadership.
Discover the remarkable ways in which personal narratives shape one's identity, mental health, and overal...
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June 30, 2023 • 10 mins
In this episode, we dive into the often underestimated yet powerful impact of assessments in selecting exceptional sales representatives. Drawing from our extensive experience with thousands of companies, we shed light on how validated assessments, when combined with other recruitment tools, become an invaluable aid for identifying top-tier sales talent.
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June 23, 2023 • 11 mins
We delve into the evolving definition of success and how it differs across generations. Drawing insights from Bruce Feller's groundbreaking book, "The Search: Finding Meaningful Work in a Post-Career World," we uncover the findings of extensive interviews conducted with both Generation Z and Generation Xrs. These interviews reveal a trend of young individuals leaving traditional jobs in search of more purposeful work-life integrati...
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June 16, 2023 • 8 mins
In this episode, we dive into the fascinating dynamics of leadership and how assertiveness and compassion play crucial roles in achieving success. Inspired by a discussion sparked by a Jordan Peterson podcast, we explore a study involving chimpanzees and draw parallels to the challenges faced by a CEO in coaching her sales manager.
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