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.

Sales Coaching TOOLS

Great coaching of any kind and for any reason contains a philosophy and a system.  The philosophy drives the system.  What that means is that attitudes and beliefs of sales coaches control most of their effectiveness in creating a healthy sales culture.

The most important attitude for any coach is concern for the salesperson's well-being.  It's all about them.

This is followed by a belief that each salesperson can improve, get better, and that they "have what it takes" to achieve their personal goals.  We need to remember that systems are driven by philosophies and that greatness begins in the intent of the coaches.  Standards, traditions, and legacies emerge from purposes set in place for the benefit of others.

Attitudes and beliefs create new habits when sales leaders follow a system for developing people.  The system they use contains process areas, tools, and skills.  The process areas are:

  • Knowing people
  • Managing processes
  • Building teams

The system begins with knowing people and their unique personalities.  It begins with recognizing that people motivate themselves and learn in different ways.  Sales leaders create the environments in which other people grow.  To do that well, they learn what 'makes each person soar.'

Coaches use tools to help their players get better.  These tools are used with skills and attitudes that create a challenging learning environment that stretches bodies and minds in new configurations.  Sales leaders manage three important process areas of improved skills leading to consistent sales results ...

  1. Goal Planning
  2. Activity management (check out SalesActivities.com)
  3. Face-to-Face Skills

Building teams makes the individual better.  People want affiliation, relationship, and to work with a purpose at a common cause.  The best sales leaders in the world pull people into tight knit groups who have each other's backs.

Please enjoy the use of these tools.  Contact me and I will help your sales leaders improve ... lcooper@salesmanage.com.  Now, let's get better.  You can.  Do it.  Lance.