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RECOMMENDED BOOKS
  • Selling BEYOND Survival: The Essential System for High-Activity Sales Professionals
    Selling BEYOND Survival: The Essential System for High-Activity Sales Professionals
    by Lance Cooper
  • Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
    Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
    by Linda Richardson
  • Good to Great: Why Some Companies Make the Leap... and Others Don't
    Good to Great: Why Some Companies Make the Leap... and Others Don't
    by Jim Collins
  • Wooden on Leadership: How to Create a Winning Organization
    Wooden on Leadership: How to Create a Winning Organization
    by John Wooden
  • Linchpin: Are You Indispensable?
    Linchpin: Are You Indispensable?
    by Seth Godin
  • Tribal Leadership: Leveraging Natural Groups to Build a Thriving Organization
    Tribal Leadership: Leveraging Natural Groups to Build a Thriving Organization
    by Dave Logan, John King, Halee Fischer-Wright
  • The Five Dysfunctions of a Team: A Leadership Fable (J-B Lencioni Series)
    The Five Dysfunctions of a Team: A Leadership Fable (J-B Lencioni Series)
    by Patrick Lencioni
  • Mindset: The New Psychology of Success
    Mindset: The New Psychology of Success
    by Carol Dweck
  • Influence: The Psychology of Persuasion (Collins Business Essentials)
    Influence: The Psychology of Persuasion (Collins Business Essentials)
    by Robert B. Cialdini
  • The Power of Habit: Why We Do What We Do in Life and Business
    The Power of Habit: Why We Do What We Do in Life and Business
    by Charles Duhigg
  • This Year I Will...: How to Finally Change a Habit, Keep a Resolution, or Make a Dream Come True
    This Year I Will...: How to Finally Change a Habit, Keep a Resolution, or Make a Dream Come True
    by M.J. Ryan
  • The Carrot Principle: How the Best Managers Use Recognition to Engage Their People, Retain Talent, and Accelerate Performance [Updated & Revised]
    The Carrot Principle: How the Best Managers Use Recognition to Engage Their People, Retain Talent, and Accelerate Performance [Updated & Revised]
    by Adrian Gostick, Chester Elton
  • The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits
    The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits
    by Chris Lytle
WELCOME SALES LEADERS

"You can coach salespeople - you can help them get better."

Coaching Sales Tweets
Selling BEYOND Survival

In Selling BEYOND Survival, I explain the attitudes, skills, and steps in a high-activity sales system - one that focuses sales time on essential activities. Please buy the book. Learn to lay down at night knowing you have an excellent chance of earning money for your needs and not your company’s budget requirements. Get better. Sharpen your saw. Chop wood, carry water, enjoy the fire. Lance.

Who am I?

I'm a guy who found out late in life what he was really passionate about and good at doing.

Coaching.

If you google, "how to coach salespeople," you'll find 2 of my articles somewhere in the top three - most days they're #1 and #2. 

"13 Ways that Sales Managers Coach Poorly"

"10 Skills - Coaching Salespeople to Make a Long-Term Positive Impact"

..........................................................

I grew up with an engineer as a father - someone who worked on the guidance controls for the Stealth Bomber.  All hush-hush you know.  For several reasons, I didn't receive early coaching from him - some practical stuff that would have been very helpful to a young man. 

Maybe that's why I love to coach and watch others get better.  Maybe that's why I believe people can change and grow - that a person's development first stems from a choice they make to be better. 

Maybe that's why I believe in people and their own potential for excellence.

My early years included selling shoes, sporting goods, vitamins, and later environemental projects to the federal government.  I recruited and managed salespeople in four areas:  retail, business-to-business, route sales, and major accounts.  Long sales cycles and short sales cycles. 

If you ask, I would have to say I like the high-activity sales professional best.

As a dad, I coached baseball for 20 years as my three sons grew into manhood - coached them from 4 years old through high school. I delighted in seeing my son Ryan being chosen to play for the Clemson Tigers, that year the #1 baseball program in the country.  Even though he chose not to continue forward with baseball just getting there was a great experience.

By the way, I love my bride, Sheila, and that loving has been going on for 39 years.  I love her more now than when we first met. We have three outstanding young men who work at differing careers: nuclear engineering, wireless sales, and property managment.

As the founder of SalesManage Solutions, I have enjoyed developing 1000's of salespeople and sales managers over the last 30 years.  I've seen many good ones, a few great ones, and lots of bad ones.  Most wanted to do well.  A few were miscast and needed to be doing something else.  

In the last five (5) years, I've researched the coaches with three (3) or more national or world championships.  I did this hoping to find a common system for great coaching with its processes, tools, and skills. 

And, I found it.  However, I discovered more ...

What I learned in my work with sales leaders and coaching, will be laid out in the writing, videos, and audio of this site.  Basically, I collected a common set of attiudes and beliefs - a philosophy that powers great coaching. These values were the main ingredient that drove the systems used by elite coaches.  In other words, a set of values and the corresponding attitudes and beliefs made it all happen. 

While coaching systems are important, who you are as a coach is more important.  What you stand for and your character bring coaching into greatness. They are the catalysts for helping others improve their performance and they make everything exponentially better by their presence.

As you learn and enjoy the journey I provide here, the specifics will unfold for you.  The mystery for now will be important as together we work for the answers.

Thanks for joining those of us who truly want to work everyday at Coaching Salespeople from Good to Great™ Kindest regards, Lance