PODCAST · business
Sales Cultures Redefined
by Lance Cooper
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!
Episodes
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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.
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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...
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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...
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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...
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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...
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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...
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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
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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…
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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...
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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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The 2 Top Tips Deion Sanders Can Teach The Best Sales Managers
In this episode, learn how Sanders inspires contagious confidence and sets high standards while genuinely caring for team progress. Discover practical parallels between football challenges and sales environments, mastering the art of fostering optimism amid adversity. Explore the power of hope in...
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The Amazing Effect Of A Sales Leader's Mindset On High Sales Results
Lance delves into the pivotal influence of a sales leader's mindset on team success in this episode. Referencing a Wall Street Journal article, Lance explores how deeply held beliefs shape behaviors, impacting various aspects of life like exercise routines and financial management. He shares...
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The 3 Keystone Areas Of Main Concern For Coaching Great Salespeople
The 3 Keystone Areas Of Main Concern For Coaching Great Salespeople by Lance Cooper
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The Greatest Sales Leaders in Today's World Coach the Best!
The Greatest Sales Leaders in Today's World Coach the Best! by Lance Cooper
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The Best Role Intense Models for High Activity Salespeople
The Best Role Intense Models for High Activity Salespeople by Lance Cooper
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How to Help People Who Want to Be the Best in Sales
This episode discusses the inherent desire for personal and professional greatness, and it draws from sports coaching wisdom, emphasizing attitudes like determination and humility as crucial drivers of success, more potent than innate talent.
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15 Things to Train When Coaching the Best Young Sales Reps
This episode looks at the challenges faced by today's new graduates and the implications for the world of sales. The education landscape has drastically transformed in recent times, with the pandemic causing a shift from in-person classes to remote learning. Many new graduates lack practical...
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How To Successfully Prospect For New Business Is Like Fishing Not Catching
How To Successfully Prospect For New Business Is Like Fishing Not Catching by Lance Cooper
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If You Make It Easy to Apply No One Values Your Company
In this episode of Sales Cultures Refined, your host Lance Cooper delves into the importance of implementing challenging tests in the recruitment process to hire the best salespeople. Lance begins by posing intriguing questions about the admissions process for fields like medical school, pilot's...
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How to Teach Your Salespeople to Write Their Best Thirty Second Introduction
Last time, we delved into the power of stories and how they can lead to long-term sales success. Today, we're going to dive deeper into the world of storytelling and word pictures, discovering the most powerful types of stories and where to use them in the sales process. In today's episode, we'll...
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How Powerful Stories Lead People to Long Term Sales Success
In this episode, we embark on a journey into the world of storytelling and its profound impact on long-term sales success. Inspired by the beloved children's tale, "The Velveteen Rabbit," we explore how genuine connection, authenticity, and resilience are fundamental keys to real, lasting success...
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5 Reasons To Use Assessments When Selecting Great Sales Reps
In this episode, we dive into the often underestimated yet powerful impact of assessments in selecting exceptional sales representatives. Drawing from our extensive experience with thousands of companies, we shed light on how validated assessments, when combined with other recruitment tools…
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How Does A New Success Definition Lead Us To What Young Sales Reps Want Today
We delve into the evolving definition of success and how it differs across generations. Drawing insights from Bruce Feller's groundbreaking book, "The Search: Finding Meaningful Work in a Post-Career World," we uncover the findings of extensive interviews conducted with both Generation Z and...
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The 2 Ways Assertiveness Affects How Well Salespeople Respond To Their Leader
In this episode, we dive into the fascinating dynamics of leadership and how assertiveness and compassion play crucial roles in achieving success. Inspired by a discussion sparked by a Jordan Peterson podcast, we explore a study involving chimpanzees and draw parallels to the challenges faced by…
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The Reason That Great Is Worth the Focus for Salespeople
In this episode, we dive into the profound impact of having a customer-oriented approach in sales and how it can make a significant difference in long-term success for companies. The discussion is sparked by a thought-provoking comment from a listener: "Redefined adequate to be attentive." We...
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The One Thing That Will Make Sales Grow When You Lead A High Profit Team
In this episode, I will describe my experience at a coffee shop in Tennessee and contrast it with a negative experience I had at a corporate store. I want to emphasize the importance of customer orientation and attitude in sales and customer service. Furthermore, the podcast delves into the…
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7 Common Practices That Reduce the Chance of Hiring a Top Salesperson
The episode discusses the challenges faced by entrepreneurs and recruiters when hiring salespeople and highlights seven common recruiting missteps that decrease the chances of hiring top performers. These missteps include overemphasizing past experience, relying solely on non-structured…
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You Like The Recruit - Will They Sell in a Manner and at Levels You Love
The episode emphasizes the importance of hiring the best people who can sell what a company sells in the right way, rather than just hiring based on charisma or personal liking. It warns against the pitfalls of a "grow at all costs" mentality that leads to recruiting numbers over quality and...
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The Best Sales Managers Today Put the Brakes on the Hard Sell
This episode discusses the hard sell approach used in various industries and why sales managers should adopt a more customer-centric approach. The hard sell approach involves using high-pressure tactics to convince potential buyers to make a purchase, often relying on emotional manipulation…
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6 Things Salespeople Will Do to Keep AI From Taking Their Jobs
In this episode, we take a look at current statistics saying that AI will take over a huge portion of jobs in America. We look at what sales jobs ChatGPT says it can perform better than humans. We ask it to tell us what salespeople can do to keep AI from taking over their jobs and more!
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Trait 9: Brighter Horizons and How Optimism Fuels Higher Sales Excellence
This podcast discusses how optimism fuels higher sales excellence. The CTS Sales Profile defines optimism as a measure of the salesperson's tendency to see what happens to them in a positive context. High scorers on the CTS Sales Profile prefer sales teams with "can do" cultures where negativity…
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Trait 8: How Belief in Others Can Make or Break a Salesperson's Success
This episode explores how a salesperson's belief in others can impact their relationship with their sales manager, prospecting, rapport-building, handling objections, and their ability to close deals. We discuss research studies and insights from sales experts to provide practical knowledge to…
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Trait 7: The Power Of Being Real - Balancing Self-Promotion With Honesty In Sales
In this episode, we talk about self-promotion, which measures a salesperson's tendency to exaggerate strengths and downplay weaknesses in order to leave a favorable impression. The discussion highlights the strengths and weaknesses of each high and low self-promotion and how it affects the sales...
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Trait 6: The Higher Power of Compassion in Making Reps Successful
In this episode, we discuss the importance of the trait of compassion in successful salespeople. The CTS Sales Profile, a sales assessment tool, measures nine traits, including compassion. High scorers on the compassion scale have a natural inclination to help others and are drawn to markets that...
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Trait 5: How to Avoid Being Too Analytical When Selling
In this episode, we discuss the trait of being analytical in sales and its impact on sales performance. Being analytical refers to the natural inclination of salespeople to focus on technical specifications and features of a product, rather than its benefits. While this can be valuable in some...
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Trait 4: The 3 Top Pros And Cons of Independence in Sales Success
In this episode, we explore the trait of Independent Spirit in salespeople and its impact on their sales performance. We start by discussing the observable effects of Independent Spirit. We then look at the pros and cons, including the ability to work without direct supervision, the impact on...
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Trait 3: Why Assertiveness Matters In Recruiting The Best Salespeople
In this episode in our series, we explore the importance of assertiveness in sales performance. We discuss how this trait impacts various stages of the sales process, such as prospecting, building rapport, asking tough questions, presenting solutions, addressing concerns, and making the final…
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Trait 2: The Impact of Recognition Drive on Sales Performance and Recruiting
In this episode of the podcast, we explore the impact of recognition drive on sales performance and recruiting. Recognition drive refers to the motivation of salespeople to join organizations and attend functions that provide new sales opportunities. High recognition drive is associated with…
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Trait 1: The Importance of Deadline Motivation When Recruiting Salespeople
In this episode, we explore the first of nine key personality traits to assess when hiring superior salespeople for high and low activity sales positions with short and long sales cycles. We start with deadline motivation, a salesperson's drive to achieve quick results, and explore how it can…
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How to Meet the 5 Challenges When Recruiting the Best Salespeople
Finding the right sales talent is no easy task. There are several challenges that companies face when trying to hire top salespeople, and it is important to understand these 5 important challenges in order to be better equipped to overcome them.
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The 12 CLASSical Sales Principles That Matter The Most
In this episode, we talk about 12 fundamental skills the best salespeople use when serving their clients. These skills are as relevant today as they were centuries ago.
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To Win, Go to War With Your People With These 14 Actions
To Win, Go to War With Your People With These 14 Actions by Lance Cooper
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The Surprise Assault on the Ambition of the American Salesperson
The Surprise Assault on the Ambition of the American Salesperson by Lance Cooper
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Why Are the First Few Days of January Important
The sales team or company you lead is getting hit by new and existing internal and external forces moving against its capacity for consistent production or increased sales results. Let's look at how we can proactively plan to push back against what would hold our sales teams back in 2023.
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All It Takes Is a New Attitude to Achieve Winning Sales Results
Join us as we discuss the attitudes of people, no matter the circumstances, that can turn a store around, deliver a warm environment that engages a customer, and lift people's spirits when they need it the most.
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The 14 Interviewing Skills to Use When Recruiting the Best Salespeople
In today's recruiting crisis, business owners and sales managers are in a crunch to quickly hire people to fill vacant roles. While we understand this, it is important to remember how to conduct professional interviews that increase predictability. In this episode, we discuss 14 skills you can…
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Recruiting and Coaching That Will Make a Good Impact On People and Results
Every day is a day of transformation, getting better, service, and opportunities for growth, achievement, and ambition fueled by the desire to make a difference in the lives of others. Thanks for listening this year. We appreciate you and what you do for those you lead.
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5 Questions That Will Help You Hire The Best Salespeople - Recruiting
In this episode, we take a look at the 5 process areas in a best practice recruitment system - one that is scientifically-based and customized to a sales position within a company and a market.
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How To Know If Intelligence Helps A Salesperson Sell More - Recruiting
In this episode, we discuss how psychometrics and validated assessments, like our CTS Sales Profile, will help you determine if the intelligence level of a candidate will be a good fit for your sales team during your recruiting process. Intelligence is one of the greatest predictors of job…
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5 Actions Tools and Skills to Master as a Successful Sales Manager
In this podcast, we present a phase one of outstanding coaching for new sales leaders who find themselves faced with what to do with their first sales people. It contains a list of five coaching actions with tools and skills to master as a sales manager.
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ABOUT THIS 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!
HOSTED BY
Lance Cooper
CATEGORIES
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Frequently Asked Questions
How many episodes does Sales Cultures Redefined have?
Sales Cultures Redefined currently has 138 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Sales Cultures Redefined about?
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....
How often does Sales Cultures Redefined release new episodes?
Sales Cultures Redefined publishes regularly with 138 episodes available. Check the episode list for the typical release schedule.
Where can I listen to Sales Cultures Redefined?
You can listen to Sales Cultures Redefined on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Sales Cultures Redefined?
Sales Cultures Redefined is created and hosted by Lance Cooper.
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