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  • Selling BEYOND Survival: The Essential System for High-Activity Sales Professionals
    Selling BEYOND Survival: The Essential System for High-Activity Sales Professionals
    by Lance Cooper
  • Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
    Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
    by Linda Richardson
  • Good to Great: Why Some Companies Make the Leap... and Others Don't
    Good to Great: Why Some Companies Make the Leap... and Others Don't
    by Jim Collins
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    Wooden on Leadership: How to Create a Winning Organization
    by John Wooden
  • Linchpin: Are You Indispensable?
    Linchpin: Are You Indispensable?
    by Seth Godin
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    Tribal Leadership: Leveraging Natural Groups to Build a Thriving Organization
    by Dave Logan, John King, Halee Fischer-Wright
  • The Five Dysfunctions of a Team: A Leadership Fable (J-B Lencioni Series)
    The Five Dysfunctions of a Team: A Leadership Fable (J-B Lencioni Series)
    by Patrick Lencioni
  • Mindset: The New Psychology of Success
    Mindset: The New Psychology of Success
    by Carol Dweck
  • Influence: The Psychology of Persuasion (Collins Business Essentials)
    Influence: The Psychology of Persuasion (Collins Business Essentials)
    by Robert B. Cialdini
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    The Carrot Principle: How the Best Managers Use Recognition to Engage Their People, Retain Talent, and Accelerate Performance [Updated & Revised]
    by Adrian Gostick, Chester Elton
  • The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits
    The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits
    by Chris Lytle

"You can coach salespeople - you can help them get better."

Coaching Sales Tweets
Selling BEYOND Survival

In Selling BEYOND Survival, I explain the attitudes, skills, and steps in a high-activity sales system - one that focuses sales time on essential activities. Please buy the book. Learn to lay down at night knowing you have an excellent chance of earning money for your needs and not your company’s budget requirements. Get better. Sharpen your saw. Chop wood, carry water, enjoy the fire. Lance.

« When Coaching Salespeople Recruit Genetics 2nd for a Great Sales Culture but Still Recruit Character FIRST! | Main | Part IV - 10 Youthful Performance Issues in Today's Salespeople »

Part V - Recruit Character First and Shape a High-Performance Sales Culture!

Recruit CHARACTER First
Why?  What does this mean?  How does character affect sales performance, branding, and teamwork?

For twenty years, I coached baseball from Little League to high school - hundreds of baseball games and practices.  I saw character displayed on and off the field.  In games that were tough, the same players that played well in blow away games gave up to their emotions in close ones.  When things were tough and difficult, they complained, threw their bats, and gave up at the plate.  I discovered that a team of men with characteristics like perseverance, self-discipline, personal responsibility, and a hard work ethic were worth far more than a team of “talented” players.  It’s the same with soldiers in a battle and salespeople in a market.  Character defines a culture.  It wins wars and makes a profitable difference over the long term.

Despite high skills and sales experience, with lower maturity levels on their sales teams, sales leaders deal with production and ethical issues.  Rep arrive late to work, to appointments, and to sales meetings.  They act like internal terrorists and gossip.  They talk in negative ways about the company without facing leadership with their complaints.  They lie.  With uncontrolled emotions, they create elevated customer issues that hurt a company’s brand.  When prospecting gets difficult, they quit, complain, take time off, or show a lack of discipline and perseverance.  Some reps exhibit a poor work ethic resulting in low or inconsistent performance levels.  Sales leaders, experiencing the effects of poor character, end up putting out fires and dealing with multiple problems resulting from bad attitudes and behaviors.  As a result, some hang themselves from the nearest bridges with the names of “talented” reps on their chests.

We can overcome the societal shapings in our new reps by first paying attention to character traits during recruitment.  In other words, we recruit reps with greater maturity.  To do this, we use various recruitment tools to look for appropriate levels of …

  1. Honesty
  2. Hard work ethic
  3. Personal responsibility (or conscientiousness)
  4. Servant attitudes

When recruiting great sales leaders, business owners and sales vice presidents look for two additional character traits:

  • Positivity  (has a 'can-do it's my ship) attitude even in the face of adversity - looks for solutions - supports leadership)
  • Humility (allows reps to feel a sense of accomplishment and pushes recognition onto them)

(a skill example during your recruitment process)

In your interviews, work to uncover emotional commitments and responsibilities tied to specific income levels.  In other words, do reps need to make a certain amount of money for a very important reason?  Do they have a motivational need to excel at a certain level?  Are the candidate’s income needs, when translated into sales targets, above minimum standards for sales performance?

Jim Collins, author of Good to Great,  said that his team’s research found that great companies recruit character first - before skills.  The United States Marines do this as well - they recruit character and then teach the mission to those that have what it takes to be a Marine.

Dr. Daniel Goleman, Ph.D., and CEO of Emotional Intelligence Services, has written a sequel to his famous book, Emotional Intelligence (definition here), entitled Working with Emotional Intelligence.  In his book, Dr. Goleman mentions a rather unusual study began in the 1950’s.  Eighty (80) Phd candidates were given many tests, I.Q., personality, and psychological.  Along with checking intelligence and personality types, they also measured emotional balance and maturity, integrity, and interpersonal effectiveness.  Forty years later, when these former PhD candidates had reached their early 70’s, they were reassessed and emotional intelligence abilities were found to be about 4 times more important than IQ in determining professional success and prestige (even with scientists). 

Ernest O. Lawrence, the Nobel laureate who founded the labs at Berkeley that bear his name, said this “In scientific wok, excellence is not about technical competence, but character.”  Recruit character first - then personality traits and competency strengths.

You can learn to recruit character first.  Make your sales culture healthy and attractive to new recruits.  Improve performance without your presence.  Make your coaching more effective with the 'right' people as reps.  You will sleep better.  Lance.

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November 24, 2011 | Unregistered Commentersoccer cleats

Teammates for the Cristiano Ronaldo is still a high degree of trust, both kings cup after the José Callejón support Cristiano Ronaldo wear Adidas Adipower Predator TRX, teammates Russ - Diyala Friday to accept the" BWIN" interview with Cristiano Ronaldo wear NIke Mercurial praised for today's football first person.

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December 18, 2011 | Unregistered Commentersoccer cleats

2011-12 NBA regular season to continue, Golden State Warriors wear nike hyperfuse get first win of the season. Monta Ellis wear nike lebron 9, Stephen Curry wear adizero ghost and David Lee wear adizero crazy light have been at least 20 minutes, the trio combined for 69 points, Golden State Warriors in the first half to build a large margin advantage, the last Golden State Warriors 99-91 at home to beat the Chicago Bulls. Golden State Warriors to Monta Ellis wear adizero rose scored 26 points and seven assists, David Lee wear adizero rose 2.5 had 22 points and seven rebounds, Stephen Curry wear adizero rose 2 scored 21 points, 10 assists, seven rebounds and six steals, Dorell Wright wear nike rookie lwp scored 13 points. The Chicago Bulls Luol Deng wear nike lebron 8 had 22 points, 10 rebounds and four turnovers, Derrick Rose wear adizero rose dominate scored 13 points, eight assists, five rebounds and three turnovers, CJ Watson wear nike zoom hyperfuse had 13 points, Kyle Korver wear nike kobe vi had 11 points, Richard Hamilton wear nike lebron 8 v2 has been 10 points, Joakim Noah wear adizero rosehad seven points and 10 rebounds.

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The first 18 Premier League matches start at the Hawthorns in a, from West Bromwich Albion against the current league being ranked first in the Manchester City take advantage of the audience the scene, but has not scored, while West Bromwich Albion closed the second half by the Peter Odemwingie manufactured outside the field in the column hitting the biggest threat to Manchester Soccer Club 0-0 West Bromwich Albion Soccer Club.
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Atlanta Hawks 100-92 Miami Heat: Miami Heat (5-1) five game winning streak, the longest in team history start winning streak ended. LeBron James wear nike lebron 9 28 points, 7 rebounds and 6 assists, Chris Bosh wear nike rookie lwp 19 points, six rebounds, Dwyane Wade wear nike kobe vi 12 points and 10 assists, Shane Battier wear nike lebron 8 off the bench, scored 11 points. Atlanta Hawks (4-1). Tracy McGrady wear adizero ghost in 25 minutes 3 from 3-pointers, scored 16 points, including two key third of the fourth quarter. Joe Johnson wear adizero rose 2.5 21 points and five rebounds, Al Horford wear adizero crazy light 16 points and nine rebounds, Jeff Teague wear nike zoom hyperfuse 15 points, Josh Smith wear adizero rose 9 points and 6 rebounds. LeBron James wear nike lebron 8 v2 today remains a normal state, the first section of four basket ball, including Dwyane Wade wear nike kobe vii an alley-oop dunk. State has gone up since Atlanta Hawks, Tracy McGrady wear adizero rose dominate won the final two points of this section, only 19-23 behind. Section II will be more than half, Dwyane Wade after the break layup, Miami Heat once again opened the gap to 37-27. Al Horford wear nike hyperdunk 2011 hook shot after, Joe Johnson wear adizero rose 2 also to third, but the Atlanta Hawks only lead of 14 seconds, LeBron James wear nike lebron 8 ps break layup, he and Dwyane Wade scored eight points, Miami Heat continues to lead the half a slight advantage to 50-47. LeBron James wear nike lebron again in the third quarter performance, when more than half alley-oop dunk, Miami Heat will recover as the score 60-61. After three sessions, Miami Heat before finally lead to 71-67. Miami Heat sudden loss of sensation in the fourth quarter, in the game 3 minutes and 24 seconds to recover as the score 84-88. Tracy McGrady wear adizero rose 2.5 re-appeared, two third hit, Atlanta Hawks play 8-1, in game 1 minute 10 seconds to expand to 96-85 advantage. Tracy McGrady the pointers to the team win. Since then he throws a ball to seal the victory.

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English Premier League 2011/12 season 20th round match at the Al Ittihad Stadium, fight, Manchester City 3-0 Liverpool. David Silva has assists Sergio Aguero wear nike tiempo legend iv elite and Yaya Toure wear nike mercurial vapor superfly iii goals, Gareth Barry accumulated two yellow cards sent, James Milner wear adidas f50 adizero micoach into the controversial penalty kick. Mario Balotelli wear adipower predator sl due to injury, David Silva and Sergio Aguero six-man rotation starter. Liverpool striker Luis Suarez wear mercurial vapor superfly iii to accept eight suspended punishment, Dirk Kuyt Craig Bellamy starting rotation, Steven Gerrard wear adidas f50 adizero trx is still at the bench.
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English Premier League 2011/12 season 20th round match at the Molyneux Stadium, fight, Chelsea away 2-1 Wolverhampton Wanderers, Rafael Ramirez wear nike mercurial iii goals, Frank Lampard wear nike mercurial vapor iii cr7 89 minutes lore, Wolverhampton Wanderers, Stephen Ward wear mercurial vapor iii goals. Chelsea, Daniel Sturridge wear total 90 laser iv and Didier Drogba wear nike mercurial cr7 due to injury, Frank Lampard wear f50 adizero trx and Fernando Torres wear cristiano ronaldo shoes return first, Jose Bosingwa wear nike mercurial vapor superfly iii cr7 rotation Paulo Ferreira appearance. Wolverhampton Wanderers midfielder on loan just Arsenal Emmanuel Frimpong wear adidas adipower predator starter.
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