Sales Cultures Redefined

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 impact of non-verbal cues and appearance on the perceived believability of public speakers. It reminded me o...

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 interviews, inadequate job descriptions, insufficient focus on cultural fit, rushed hiring processes, neglecting...

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 valuing profit over customer relationships.

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, false scarcity, and other unethical tactics to close deals.

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!

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 is absent. They believe that bad things can result in positive outcomes and that they control their des...

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 use when recruiting salespeople.

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 process.

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 are more personal and relationship-centered. They take the time to understand their clients' needs and...

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 sales situations, it can lead to "analysis paralysis" in short sales cycles, where salespeople spend too...

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 closing the sale, achieving one's own goals, and compassion tendencies towards customers.

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 ask. By embodying assertiveness, sales professionals can establish themselves as confident and trustworthy...

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 social outgoingness and a desire for public recognition, while low recognition drive is associated with one...

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 make or break a sales deal. We discuss how some salespeople prefer a steady pace, while others have an unq...

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.

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.

To Win, Go to War With Your People With These 14 Actions by Lance Cooper

The Surprise Assault on the Ambition of the American Salesperson by Lance Cooper

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.

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.

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 use while interviewing to be more successful at recruiting great talent.

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.

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.

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 success, but can people be too smart for a sales position in your company?

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.