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.

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/

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/

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/

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.

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.

The First 5 Ways to Coaching Sales Success Through Better Habits by Lance Cooper

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.

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.

How the CTS Helps Onboard the Best Salespeople for Your Team by Lance Cooper

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 leadership, celebrating incremental progress and setting growth expectations. Gain insights into nurturing a culture of effort, excellence, and confidence rooted in hard work, aligning sales teams with a winning mindset. Also, don’t miss our new YouTube channel, CTS Sales Profile Solutions, for actionable insights! Subscribe and stay tuned for a new video each week!

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 personal anecdotes, shedding light on childhood influences that continue to affect decision-making in adulthood. Drawing from the research of Stanford's Carol Dweck on mindsets, Lance highlights the dichotomy between fixed and growth mindsets, illustrating their profound impact on resilience and perseverance when faced with challenges. We encourage listeners to challenge limiting beliefs, seek positive influences, and evolve as leaders. Tune in to this episode to reshape beliefs and mindsets for personal growth and bolstering team success.

The 3 Keystone Areas Of Main Concern For Coaching Great Salespeople by Lance Cooper

The Greatest Sales Leaders in Today's World Coach the Best! by Lance Cooper

The Best Role Intense Models for High Activity Salespeople by Lance Cooper

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.

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 experience and essential life skills due to the isolation and digitalization of their education. Lance breaks down the 15 essential face-to-face interactions or interpersonal skills that form the foundation of successful sales careers.

How To Successfully Prospect For New Business Is Like Fishing Not Catching by Lance Cooper

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 licenses, and nuclear site visits. He explores the idea of making the candidate experience a priority over conducting a thorough review of mental state, cognitive capabilities, personality, and character. Drawing parallels with professional sports like the NFL, where stringent selection criteria are crucial for survival, Lance highlights how many companies fail to value the sales position adequately. He shares examples of organizations that offer attractive benefits and salaries, yet still experience high turnover within the first few months.

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 focus on training salespeople to introduce themselves and their companies using the power of storytelling. We'll also explore what constitutes a story and how it can effectively convey truths or influence actions.