Download VALUABLE
Suscribe VIA Email

 

Enter your email address:

Delivered by FeedBurner

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.

Tuesday
Sep272011

"Part II - A Sales Culture and Its Performance Reflects its Sales Leaders"

Sales leaders shape and cultivate a tribal culture - the customs and standards of their sales team.  First, they recruit people with certain character traits like honesty, conscientiousness, hard work ethic, etc.  Then, they coach them or lead them to develop and sell in a particular way and at a specific rate.  Sales leaders talk about, coach, and reward the skills, attitudes, and beliefs they value.  They discipline what they do not want repeated.  (When they ignore an attitude or behavior, they become responsible for the corresponding results by default.)  They lead by example and what they inspect and care about gets done. 

A sales team’s culture develops from the character of its leaders and salespeople.  Character is the summation of values and beliefs operating through an individual or team and upon the world.   A sales team’s effectiveness is a direct reflection of its leaders’ values and beliefs. 

Mediocre sales leadership produces mediocre sales teams.   A few sales leaders by intentional effort create healthy sales cultures.  They lead cultural change.   They stand for certain values and beliefs.  As a result, and because of the values and beliefs chosen, their teams get better or worse.

Sales leaders and their team’s culture affect every company stakeholder.  They impact customers and their belief in a company’s promises through the type of service mindset that is valued and rewarded.  They affect back office, installation, and other office co-workers and staff by the cooperative spirit encouraged and displayed by reps.  They create jobs and cash flow by how they sell prospects and in some businesses by how they service customers.  Sales leaders also affect other sales teams and markets within their company by the attitude and behaviors witnessed in their sales unit.  One sales team can turn around or bring down an entire company.  What sales leaders do with their culture has a dramatic effect on multiple parts of a business and its life. 

What is an unhealthy sales culture?  Please write in and tell me your thoughts.  Is it a team operating below budget?  Is it reps who lie to customers or complain about a lack of leads?  Is it internal competition carried to such a level that reps sabotage the efforts of their teammates?  Is it one with massive turnover and low production?  Or, is it a team with no leadership - one where anarchy reigns with no standards of right and wrong - every person for themselves?

Healthy or unhealthy sales cultures result in high or low performance sales teams. 

Every tribe of reps behaves in a manner reflective of its character.  Its character, or its values and beliefs, comes from the culture created by its leadership. 

Sales leaders are responsible for the character of their cultures.  Great sales leaders commit themselves to the development of healthy sales cultures.  They recruit the best people.  They coach them, with a specific system, and with attitudes, beliefs, and values that have a positive, long-lasting effect. 

In the next issue, we will discuss the effects and challenges of societal and family culture on new recruits.  In the meantime, please write in with your description of a healthy sales culture and its values and beliefs.

Be better.  Lance.




Tuesday
Sep132011

"Coaching Sales Cultures that Win BIG! - Habits, Work, Results - FUN!"

This starts a multi-part series.  In it, I want to help you understand how to do your part in shaping a high-performance sales environment.  I want to help you see the challenges that sales leaders face with today’s culture, its character loss and performance effect, and how to shape it in a way that makes a positive difference in long-term sales results.

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

"Part I - What is a Sales Culture and Why Shape It?"

Cultures affect people.  They exist in countries, states, cities, religious organizations, ethnic groups, , churches, colleges, families, sports, and on playgrounds.  Last week I read about Coach Pat Summit, winner of 8 women’s NCAA Basketball Championships, and her announcement of a diagnosis of early-onset dementia, Alzheimer’s type.  Coach Summit remarked, “I’m surrounded by people that I know I can trust, she said, “I know they have my back and, from that standpoint, I go into this next season feeling good about it.”  Not every coach, sales leader, or person could say this in similar circumstances.  That she is surrounded by people she knows she can trust is a cultural effect after years of service and sacrifice at the University of Tennessee.  It says much about former and current members of the program, her assistants, and people who are members of the Lady Vols fan club.   Much of that effect has to do with Coach Summit and her leadership over the years.  She has been a person of trust and has surrounded herself with people of trust.

………………….
Sales teams are made up of a group or tribe of people.  As John King mentions in Tribal Leadership, “Fish school, birds flock, people tribe”  It’s in our nature to come together in groups and adopt the behaviorpatterns we find there.  The values and beliefs of its leaders form a culture.  This impacts and to a large degree determines the effectiveness of the tribe and each tribal member.

The Tarahumara Indians, who live in Mexico’s Copper Canyon, run 50 miles a day for fun.  In his book Born to Run, Christopher McDougall explains to grow up in the Tarahumara culture means to RUN every day and to gain a different mindset about it than say a child growing up in an American city.  It’s the same for sales teams.  Some thrive and others do not just because of the culture and how it RUNS.

As an effective leader in a high-performance sales environment, your values and beliefs shape who you hire and how you coach them.  Choose them well.  The health of your sales team depends upon your choice.  It depends upon the strength of your character and how its values and beliefs effect the performance of the team.  Be better.  You can.  Lance

Wednesday
Aug172011

Coaching Salespeople Debut

 

Hello everyone,

This is the debut of my new blog - exclusively devoted to coaching salespeople.  I hope you enjoy my musings. 

I love salespeople - especially high-activity sales professionals. 

These men and women fly through each month generating leads, setting and holding appointments, making presentations, and closing sales.  Then, they start again.  These professionals act like race horses sprinting to the finish line each month.  They are a breed apart and I love em'

For well-seasoned sales managers what you might find at CoachingSalespeople.com may be too beneath your professionalism and years of practice.  If so, I invite you to comment and help the entrepreneurs and young sales leaders who visit here. Together, we can make a positive difference in the lives of those who work to achieve their goals.

Over the next several weeks, we are going to take a journey into our changing society and how those changes affect coaching salespeople.  We will also explore my research of those coaches with 3 or nore national champtionships and the common system and philosphy I have found in their approach.  This Coach the Best philosphy and system will provide us with a set of attitudes and beliefs, processes, tools and skills to help us coach salespeople from good to great.

Thank you for reading and participating.  Let's change the world.

Page 1 2