February 7, 20256 min
How the Longer View Makes Your Sales Culture Powerful
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.
Episodes
138
Latest episode
Feb 2025
Language
EN
About the show
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!
Listen to episodes
August 9, 20249 min
Character: What Is It And Why Will Great Salespeople Have It
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/
June 14, 20247 min
One Trait That Drives the Skills of Amazing Sales Leaders
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 week. Reach out for help in selecting and developing your sales leaders. Until next time, keep recruiting and coaching the best! The CTS Sales Profile: https://ctssalesprofile.com/
May 24, 20245 min
The First 3 Areas That Will Predict Sales Manager Success
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 overall sales culture. Let us guide you in making this critical decision and improving your hiring process. Reach out to learn more about selecting the perfect sales manager for your team's success. The CTS Sales Profile: https://ctssalesprofile.com/
May 17, 20246 min
How to Recruit New Reps Who Motivate Themselves to Sell
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 fueled by the desire to surpass others to the pursuit of financial stability driven by personal goals, we'll share the motivators we've discovered after interacting with thousands of sales people. We offer practical strategies for recruiting and nurturing top talent by showing how to identify personality traits to provide structured guidance and training. Whether you're an experienced recruiter or a sales leader seeking to optimize team dynamics, this podcast provides valuable insights to enhance your hiring and management practices.
May 10, 20245 min
The 3 Keystone Areas of Main Concern for Coaching Great Reps
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.
January 26, 20248 min
The First 5 Ways to Coaching Sales Success Through Better Habits
The First 5 Ways to Coaching Sales Success Through Better Habits by Lance Cooper
January 8, 202411 min
Ten Things That Reduce the Predictability You Will Hire Good Sales Reps
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 recruiting exceptional sales talent.
December 22, 20238 min
5 Ways You Can Positively Impact a Rep’s Will to Win
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 motivational triggers and strength levels of their sales team members, both existing and potential.
December 15, 20236 min
How the CTS Helps Onboard the Best Salespeople for Your Team
How the CTS Helps Onboard the Best Salespeople for Your Team by Lance Cooper
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