Sales Cultures Redefined

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

How the Longer View Makes Your Sales Culture Powerful

February 6, 2025 • 6 mins
Join us as we look at how the best companies in the world build cultures that last through a view that is longer and more impactful than short-term wins.
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Character: What Is It And Why Will Great Salespeople Have It

August 9, 2024 • 9 mins
Character is crucial in building a successful sales team. Inspired by Dr. Thomas Wright and Tyler Lauer’s 2013 research, we explore why integrity and ethics are vital for long-term success. Let's look at how to identify and recruit sales reps with strong character and how this approach leads to sustained profitability and growth. The CTS Sales Profile: https://ctssalesprofile.com/
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One Trait That Drives the Skills of Amazing Sales Leaders

June 14, 2024 • 7 mins
Assertiveness, or social confidence, helps sales leaders interact effectively, set clear expectations, ask tough questions, and handle crucial conversations. This trait impacts the skills great sales leaders need, such as selling ability, creating sales plans, setting inspiring goals, coaching consultative selling, confronting challenges, effective communication, one-on-one coaching, and building teams. Thanks for joining us this ...
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The First 3 Areas That Will Predict Sales Manager Success

May 24, 2024 • 5 mins
There are essential traits that predict long-term success in a sales manager position. Contrary to popular belief, the best sales leaders aren't always the top salespeople. We explore the critical factors beyond mere sales prowess that make an outstanding sales manager and the areas to focus on when recruiting them. Selecting the right sales manager is pivotal, impacting sales rep retention, customer satisfaction, profits, and ove...
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How to Recruit New Reps Who Motivate Themselves to Sell

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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The 3 Keystone Areas of Main Concern for Coaching Great Reps

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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The First 5 Ways to Coaching Sales Success Through Better Habits

January 26, 2024 • 8 mins
The First 5 Ways to Coaching Sales Success Through Better Habits by Lance Cooper
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Ten Things That Reduce the Predictability You Will Hire Good Sales Reps

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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5 Ways You Can Positively Impact a Rep’s Will to Win

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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How the CTS Helps Onboard the Best Salespeople for Your Team

December 15, 2023 • 6 mins
How the CTS Helps Onboard the Best Salespeople for Your Team by Lance Cooper
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The 2 Top Tips Deion Sanders Can Teach The Best Sales Managers

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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The Amazing Effect Of A Sales Leader's Mindset On High Sales Results

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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The 3 Keystone Areas Of Main Concern For Coaching Great Salespeople

November 10, 2023 • 10 mins
The 3 Keystone Areas Of Main Concern For Coaching Great Salespeople by Lance Cooper
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The Greatest Sales Leaders in Today's World Coach the Best!

September 29, 2023 • 9 mins
The Greatest Sales Leaders in Today's World Coach the Best! by Lance Cooper
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The Best Role Intense Models for High Activity Salespeople

September 22, 2023 • 7 mins
The Best Role Intense Models for High Activity Salespeople by Lance Cooper
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How to Help People Who Want to Be the Best in Sales

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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15 Things to Train When Coaching the Best Young Sales Reps

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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How To Successfully Prospect For New Business Is Like Fishing Not Catching

August 4, 2023 • 11 mins
How To Successfully Prospect For New Business Is Like Fishing Not Catching by Lance Cooper
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If You Make It Easy to Apply No One Values Your Company

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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How to Teach Your Salespeople to Write Their Best Thirty Second Introduction

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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