Sales Cultures Redefined

In this podcast, we look at what Dr. Sull and his colleagues at MIT call the Toxic 5 Factors. These created the lowest reviews of work cultures in Glassdoor reviews. We also look at how we can combat these with positive and affirming practices that will promote a healthy and productive sales culture.

In this episode, we take a look at how to coach a conscientious sales rep who isn't motivated by the two most common motivations found in sales people.

In this week's episode, we look at three myths that provide sales leaders an important frame of reference for leading outstanding sales cultures.

In this episode, we look at how to reduce the stress of our sales team members and raise their mental strength for higher production and job satisfaction.

In this episode, we look at the power of streamlining and simplifying the day-to-day systems and processes for your sales people. These steps are proven to raise production levels while lowering stress within your culture.

In this episode, we take a look at four different personality types and their unique way at approaching satisfactory performance levels for themselves.

We are excited about our episode with Jan Spence, who is the president of Jan Spence and Associates! She has tremendous insight and solutions for what sales managers are experiencing today. Her book Cheer on Your Team! 52 Tips to Increase Employee Retention, Engagement and Loyalty impacted me personally. It helped me realize some changes I will make in business, and it encouraged me for what I cou...

Today, it is harder than ever to recruit great salespeople. Especially, if you are waiting for talented people to come to you. There are more jobs available than there are people to fill the positions. In this episode, we take a look at how to recruit and retain people for your company.

In this episode, we discuss what most sales leaders and their sales reps are missing today. The majority of people do not have specific goals with specific dates for things they would like to accomplish to make their life better out into the future.

In this episode, we discuss how to keep a rep-focused approach with your sales people that will inspire and give hope for their daily sales activities.

In this episode, Jim Collins' book "Good to Great" is discussed. We talk about how the best sales leaders in the world look inwardly to take responsibility when things go wrong and give credit to others around them when they succeed. They are set standards and build legacies that are greater than themselves.

In this episode, we take a look at how you can move your selling culture from a product-focused, pitch-oriented mentality to one of consultative selling. We talk about techniques you can use to retain customers for a lifetime and increase referrals.

How to Increase Optimism in the Salespeople on Your Team by Lance Cooper

Listening is the #1 interpersonal communication skill. In this episode, we discuss how, whether there is one person or 1,000, great communication remains a one-on-one experience.

In this episode, we look at how our candidates will manage our impressions during the interview and effective ways of handling this challenge for the best hiring results.

In this podcast, we discuss the nonnegotiable traits that must be present in candidates we are recruiting. We also discuss Terry Crew's personal story about hard work and the meaning that it has brought to his life.

Which Brings People Lasting Success - Motivation or Inspiration by Lance Cooper

In this episode, we discuss passion, hope, and commitment and what it means for salespeople to see these exhibited by their leaders.

Here we discuss how to guide your team members into setting goals for themselves that will have an emotional tie to their future. We share how to use our Survival Lifestyle Sheet as a tool with your reps, so that they can build a better life over the years with goals that are about meaningful specifics.

When recruiting for your company, it is important to remember the standards you have set in place no matter how desperately you need to fill a position. This episode discusses the importance of standards for ourselves and our team along with how to establish them for a successful legacy for the future.

Listening is the #1 interpersonal communication skill. This podcast provides habits and questions for salespeople to use with their customers, and these listening practices will improve your customer loyalty and sales.

As you listen to this, I want you to think of both veterans and new reps being onboarded, and, one important question to ask yourself is, “What is an average and reasonable time frame to expect for some to onboard and begin producing and paying for themselves or at least to reach a minimum sales level worthy of keeping a seat on the team?”

In this episode, we take a look at using cognitive and personality assessments during your recruitment process to increase your predictability when hiring salespeople for your company.

The 4 Nonnegotiable Character Traits in Great Salespeople You Hire by Lance Cooper

What Are the 7 Crucial Parts of the Perfect Sales Presentation by Lance Cooper