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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.

« Part IV - 10 Youthful Performance Issues in Today's Salespeople | Main | "Part II - A Sales Culture and Its Performance Reflects its Sales Leaders" »
Wednesday
Oct122011

Part III - Coaching Salespeople to Win Today ... REQUIRES Mentoring Character Development

... in a very special way - without judgement and with care and concern for their well-being.

We have many cultural changes affecting today’s sales forces.  For example, religious affiliation and commitment to a set of standards and moral values is decreasing (see Barna statistics).  This contributes to a cultural loss in customer service values, honesty, hard work ethic, and personal responsibility (see U.S. debt levels).

Even our sports heroes (Tiger Woods) or political figures (President Clinton) suffer embarrassing failures in front of their admirers - failures that when endured by our leaders create new cultural norms for the people that follow them.  These “new” norms, established by today’s legends, denigrate the “older” values of integrity, fidelity, loyalty, and teamwork.  Ross Perot once remarked, “If a woman cannot trust her man, why should I trust him.”

Michael Kimmel, in his research and book Guyland, has identified a new social stratum which affects 22 million young men ages 16-26.  Men mature later today.  They live together in a state of suspended boyhood - out of college - yet still acting as if they still belong there.  For many, they job hop, live with their parents into their late 20’s, stay single, drink an extended number of nights each week, and dive into sports, online games, or fantasy.  Fewer boys grow up with mentors or dads.  All of this has profound meaning for sales managers and leaders.  It affects an attachment to responsibility and reduces achievement drive levels.  It impacts sales.

When I am quizzing young salespeople and sales leaders in their 20’s, I see no goals, low commitment, and an entitlement mindset unlike the values and beliefs of two generations before.  However, they know something “ain’t quite right.”

Look on the bookshelves on in the digital libraries for sales management today and what subjects do you find ... coaching, mentoring, and leadership.  Stay tuned for the posts ahead and please tell me what you see as we discuss cultures, character, recruiting salespeople, and coaching high performance.

In the meantime, get in the trenches with your reps ... improve your character and emotional competencies.  Find your leadership and lift others up with you.  Lance

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December 26, 2011 | Unregistered Commentersoccer cleats

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