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Sales Cultures Redefined
By Lance CooperBusiness
Sales Cultures Redefined episodes
- How the Longer View Makes Your Sales Culture PowerfulJoin 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.7 min
- Character: What Is It And Why Will Great Salespeople Have ItCharacter 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/10 min
- One Trait That Drives the Skills of Amazing Sales LeadersAssertiveness, 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/8 min
- The First 3 Areas That Will Predict Sales Manager SuccessThere 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/6 min
- How to Recruit New Reps Who Motivate Themselves to SellLet'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.7 min
- The 3 Keystone Areas of Main Concern for Coaching Great RepsJoin 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.6 min
- The First 5 Ways to Coaching Sales Success Through Better HabitsThe First 5 Ways to Coaching Sales Success Through Better Habits by Lance Cooper9 min
- Ten Things That Reduce the Predictability You Will Hire Good Sales RepsThere 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.12 min
- 5 Ways You Can Positively Impact a Rep’s Will to WinIn 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.9 min
- How the CTS Helps Onboard the Best Salespeople for Your TeamHow the CTS Helps Onboard the Best Salespeople for Your Team by Lance Cooper7 min
About Sales Cultures Redefined
From the publisher's feed
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!