Sales Cultures Redefined

Follow Sales Cultures Redefined
Share on
Copy link to clipboard

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!

Lance Cooper


    • Feb 7, 2025 LATEST EPISODE
    • infrequent NEW EPISODES
    • 11m AVG DURATION
    • 138 EPISODES


    Search for episodes from Sales Cultures Redefined with a specific topic:

    Latest episodes from Sales Cultures Redefined

    How the Longer View Makes Your Sales Culture Powerful

    Play Episode Listen Later Feb 7, 2025 6:56


    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: What Is It And Why Will Great Salespeople Have It

    Play Episode Listen Later Aug 9, 2024 9:46


    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/

    One Trait That Drives the Skills of Amazing Sales Leaders

    Play Episode Listen Later Jun 14, 2024 7:05


    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/

    The First 3 Areas That Will Predict Sales Manager Success

    Play Episode Listen Later May 24, 2024 5:57


    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/

    How to Recruit New Reps Who Motivate Themselves to Sell

    Play Episode Listen Later May 17, 2024 6:32


    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.

    The 3 Keystone Areas of Main Concern for Coaching Great Reps

    Play Episode Listen Later May 10, 2024 5:31


    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

    Play Episode Listen Later Jan 26, 2024 8:14


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

    Ten Things That Reduce the Predictability You Will Hire Good Sales Reps

    Play Episode Listen Later Jan 8, 2024 11:24


    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.

    5 Ways You Can Positively Impact a Rep's Will to Win

    Play Episode Listen Later Dec 22, 2023 8:58


    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

    Play Episode Listen Later Dec 15, 2023 6:48


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

    The 2 Top Tips Deion Sanders Can Teach The Best Sales Managers

    Play Episode Listen Later Dec 8, 2023 7:52


    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!

    The Amazing Effect Of A Sales Leader's Mindset On High Sales Results

    Play Episode Listen Later Dec 1, 2023 8:15


    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

    Play Episode Listen Later Nov 10, 2023 10:17


    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!

    Play Episode Listen Later Sep 29, 2023 9:27


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

    The Best Role Intense Models for High Activity Salespeople

    Play Episode Listen Later Sep 22, 2023 7:03


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

    How to Help People Who Want to Be the Best in Sales

    Play Episode Listen Later Aug 25, 2023 8:18


    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.

    15 Things to Train When Coaching the Best Young Sales Reps

    Play Episode Listen Later Aug 18, 2023 8:17


    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

    Play Episode Listen Later Aug 4, 2023 11:26


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

    If You Make It Easy to Apply No One Values Your Company

    Play Episode Listen Later Jul 28, 2023 8:25


    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.

    How to Teach Your Salespeople to Write Their Best Thirty Second Introduction

    Play Episode Listen Later Jul 21, 2023 11:30


    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.

    How Powerful Stories Lead People to Long Term Sales Success

    Play Episode Listen Later Jul 7, 2023 12:49


    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 in sales and sales leadership. Discover the remarkable ways in which personal narratives shape one's identity, mental health, and overall satisfaction. We delve into the art of communicating personal stories in sales, illustrating how authenticity and passion can build trust and empathy with customers, ultimately fostering meaningful connections and sustainable relationships.

    5 Reasons To Use Assessments When Selecting Great Sales Reps

    Play Episode Listen Later Jun 30, 2023 10:01


    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, become an invaluable aid for identifying top-tier sales talent.

    How Does A New Success Definition Lead Us To What Young Sales Reps Want Today

    Play Episode Listen Later Jun 23, 2023 11:42


    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 Generation Xrs. These interviews reveal a trend of young individuals leaving traditional jobs in search of more purposeful work-life integration. The pursuit of meaningful work has become their primary objective, with less emphasis on wealth and status. So, what does this mean for sales leaders, recruiters, and company owners?

    success young drawing definition generation z lead us sales reps post career world search finding meaningful work
    The 2 Ways Assertiveness Affects How Well Salespeople Respond To Their Leader

    Play Episode Listen Later Jun 16, 2023 8:27


    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 a CEO in coaching her sales manager.

    The Reason That Great Is Worth the Focus for Salespeople

    Play Episode Listen Later Jun 2, 2023 10:26


    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 explore the idea of providing exceptional service and why being just adequate or attentive may not be enough. Join us in this thought-provoking episode as we explore why settling for mediocrity or being just good enough can impede progress and hinder success. Learn how focusing on the fundamental aspects of sales and fostering genuine customer relationships can propel you and your team towards greatness, leading to increased profitability, customer loyalty, and an outstanding reputation in your industry. Don't settle for good when greatness is within your reach!

    The One Thing That Will Make Sales Grow When You Lead A High Profit Team

    Play Episode Listen Later May 26, 2023 11:42


    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 of the significance of projecting sincerity and authenticity through body language and overall presentation. It made me realize that by focusing on serving others and adopting an attitude of service, we can build meaningful connections and run successful businesses.

    7 Common Practices That Reduce the Chance of Hiring a Top Salesperson

    Play Episode Listen Later May 19, 2023 9:02


    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 passive candidates, and lack of a validated assessment.

    You Like The Recruit - Will They Sell in a Manner and at Levels You Love

    Play Episode Listen Later May 5, 2023 10:36


    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.

    The Best Sales Managers Today Put the Brakes on the Hard Sell

    Play Episode Listen Later Apr 28, 2023 11:35


    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.

    6 Things Salespeople Will Do to Keep AI From Taking Their Jobs

    Play Episode Listen Later Apr 21, 2023 17:12


    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!

    Trait 9: Brighter Horizons and How Optimism Fuels Higher Sales Excellence

    Play Episode Listen Later Apr 14, 2023 11:30


    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 destiny.

    Trait 8: How Belief in Others Can Make or Break a Salesperson's Success

    Play Episode Listen Later Apr 7, 2023 10:18


    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.

    Trait 7: The Power Of Being Real - Balancing Self-Promotion With Honesty In Sales

    Play Episode Listen Later Mar 31, 2023 10:36


    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.

    Trait 6: The Higher Power of Compassion in Making Reps Successful

    Play Episode Listen Later Mar 24, 2023 10:36


    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 desires, and they use this information to tailor their sales presentation, building stronger relationships with their clients. In contrast, low scorers on the compassion scale are better able to prioritize their time and can stay "on task" without being distracted by personal problems. There are pros and cons to high and low compassion in a sales role, and we will help you determine what is best for your company.

    Trait 5: How to Avoid Being Too Analytical When Selling

    Play Episode Listen Later Mar 17, 2023 8:10


    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 much time analyzing details and fail to move themselves and customers forward to the close.

    Trait 4: The 3 Top Pros And Cons of Independence in Sales Success

    Play Episode Listen Later Mar 10, 2023 10:09


    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.

    Trait 3: Why Assertiveness Matters In Recruiting The Best Salespeople

    Play Episode Listen Later Mar 3, 2023 12:54


    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 individuals who are capable of meeting the needs of their clients.

    Trait 2: The Impact of Recognition Drive on Sales Performance and Recruiting

    Play Episode Listen Later Feb 24, 2023 14:55


    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-on-one relationships and private recognition. This episode is part of our series that explores the best personality traits to assess when hiring superior salespeople.

    Trait 1: The Importance of Deadline Motivation When Recruiting Salespeople

    Play Episode Listen Later Feb 17, 2023 9:52


    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 unquenchable desire to achieve immediate or near-term goals. We delve into how to identify a person's level of deadline motivation and how managers can use this information to tailor training and coaching to each salesperson's strengths and weaknesses. Finally, we examine how high deadline motivation is not the only factor in sales success, but an essential component in a high-pressure, fast-paced sales environment. Tune in to learn how to improve your deadline motivation and which types of sales roles are best suited to different levels of deadline motivation.

    How to Meet the 5 Challenges When Recruiting the Best Salespeople

    Play Episode Listen Later Feb 10, 2023 11:08


    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.

    The 12 CLASSical Sales Principles That Matter The Most

    Play Episode Listen Later Feb 3, 2023 10:36


    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

    Play Episode Listen Later Jan 27, 2023 9:38


    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

    Play Episode Listen Later Jan 20, 2023 11:58


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

    Why Are the First Few Days of January Important

    Play Episode Listen Later Jan 13, 2023 9:27


    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.

    All It Takes Is a New Attitude to Achieve Winning Sales Results

    Play Episode Listen Later Dec 30, 2022 9:19


    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.

    The 14 Interviewing Skills to Use When Recruiting the Best Salespeople

    Play Episode Listen Later Dec 16, 2022 8:48


    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.

    Recruiting and Coaching That Will Make a Good Impact On People and Results

    Play Episode Listen Later Dec 9, 2022 8:49


    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.

    5 Questions That Will Help You Hire The Best Salespeople - Recruiting

    Play Episode Listen Later Dec 2, 2022 11:26


    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.

    How To Know If Intelligence Helps A Salesperson Sell More - Recruiting

    Play Episode Listen Later Nov 25, 2022 11:54


    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?

    5 Actions Tools and Skills to Master as a Successful Sales Manager

    Play Episode Listen Later Nov 18, 2022 13:08


    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.

    The Magnificent 5 People Builders of Great Sales Cultures

    Play Episode Listen Later Nov 11, 2022 12:54


    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.

    Claim Sales Cultures Redefined

    In order to claim this podcast we'll send an email to with a verification link. Simply click the link and you will be able to edit tags, request a refresh, and other features to take control of your podcast page!

    Claim Cancel