Lance Tyson Shares 5 Ways To Coach Your Sales Staff Like A Winning Sports Team

Lance Tyson Sales Coach Shares Some Sales Tools

Lance Tyson Sales GuyAccording to Lance Tyson, Sales is a highly competitive field. People who sell for a living often face many rejections before receiving a “yes. 

Coaching can be helpful to struggling salespeople, as shown by a recent Forbes article that reported many salespeople who quit cited a lack of coaches and mentors as one of the top reasons they bolted. Some in sales management see their role as comparable to a sports team coach, given the attributes required to drive success in sales and sports are similar: encouraging a positive attitude, motivating, presenting a clear strategy, insisting on dedication and breeding consistent winning habits.

“As a sales leader, you will often find your people looking to you for wisdom, direction, and reassurance,” says Lance Tyson, President and CEO of Tyson Group (, and author of Selling is an Away Game: Close Business and Compete in a Complex World. “Therefore, you need a coaching process that takes time to build up the people who make up your talent pool. You need to look beyond what they can do today and help them realize what’s possible tomorrow.”

Lance Tyson, whose clients include the sales departments of numerous professional sports and entertainment franchises, thinks improvement in sales teams starts with how effectively sales managers coach their teams while emphasizing a competitive mindset.

He offers five ways sales leaders can improve their coaching of their sales teams and thus facilitate more team success –  much like a sports coach looks for ways to lead his or her team to more wins:

  • Identify weaknesses. Tyson says sales leaders must keep their eyes and ears open to find areas that need improvement. This information may come from a customer or vendor, a performance review, or observations from a colleague. “Regardless of the source, always assess different opportunities for coaching and improvement,” Tyson says.
  • Establish desired results. This requires a leader to describe to salespeople the gap between what they are currently doing and what they should be doing. “Associate an identifiable action with all the steps in between,” Tyson says. “When you outline the process up front, your team member can envision well-defined results.”
  • Provide resources. For the coaching process to be successful, you must clear away obstructions and make the appropriate resources available: time, money, equipment, training, upper management buy-in and support, Tyson says. “Most importantly, your salespeople must commit to the process and want to achieve the results,” he says.
  • Practice, practice, and observe implementation. Better results require new behavior, Tyson says, which won’t come overnight. “Once you have the resources in place and you’ve explained and demonstrated the desired skill, it’s time for the team member to implement it,” he says. “They must sharpen the behavior with the help of a coach. Practice allows the coach to identify strengths and opportunities for improvement while witnessing the skill in real-time.”
  • Use effective follow-up. Many training sessions have gone for naught when there was no follow-up and new ways toward success were forgotten. “Remember as a sales leader that your goal is to effect a behavioral change,” Tyson says. “Coaching is a process, and it never really ends. The next step is follow-up – regular intervals to review results. And when your salespeople reach goals, take time to acknowledge and celebrate it.”

“As a sales leader, you just can’t settle for telling your team what they should do,” Tyson says. “You need a process for coaching them to achievement. It gives you a framework to accommodate an individual’s unique personality through small adjustments.”

About Lance Tyson

Lance Tyson ( is President and CEO of Tyson Group, a sales training, coaching and consulting company listed among SellingPower’s Top 20 sales training companies of 2018. He is the author of Selling is an Away Game: Close Business and Compete in a Complex World. Among Tyson Group’s clients are many professional sports teams such as the New York Yankees and Dallas Cowboys. Tyson was a franchise owner of Dale Carnegie operations in the Midwest and drove them to 230 percent growth before starting his own company. He conducts over 100 workshops annually in areas such as performance management, leadership, sales, sales management, customer service, negotiations and team building.

NEW Coffee Table Book Focused on the Historical Olympia Brewing Company of Tumwater, Washington

Olympia Brewing Company Book CoverThe Olympia Brewing Company was a Westcoast icon, once one of the nations largest brewers. It’s story has never been told, this book will tell the story connecting todays “craft beer connoisseurs” and the “Old Time” classic beer drinkers with their origins rooted in generations of brewing in the Seattle area.  This is the 5thbrewery focused book by award winning author Paul Bialas. This Coffee table book will share the deep history of the brewery utilizing energetic photography both historical and present day. The book will be available this December, however, the author is taking interviews now as a Kickstarter funding project has just launched, which offers the book pre-order (Discounted) with extremely rare Olympia Brewery items. As a self-published author, public help and funding for projects like this have always-been successful and always necessary as this is a labor of love, not profit.

Kickstarter Link: The Olympia Brewing Company – A Coffee Table book by Paul Bialas — Kickstarter

Author Paul Bialas, “Of my four published brewery books, I am excited because this book best mixes history of the brewing story, with the art of photography”. Continue reading “NEW Coffee Table Book Focused on the Historical Olympia Brewing Company of Tumwater, Washington”

Ramez Baassiri 4 Ways Businesses Can Survive Disruptions

Interrupted Entrepreneurship by Ramez Baassiri

Interrupted Entrepreneurship by Ramez BaassiriAccording to Ramez Baassiri Business plans – like all plans – can go awry when events beyond the control of the business owner disrupt the everyday routine.

Such disruptions could be because of a dip in the economy, a natural disaster that creates havoc, a shift in the public’s buying habits, or new technology that can do what you do better.

“Interruptions within a business are as much a part of life as breathing and blinking,” says Raméz Baassiri,  author of Interrupted Entrepreneurship: Embracing Change in the Family Business. “They are viewed by some as hiccups, challenges, or even crises.”

Baassiri, a board member of AHB Group, a multinational and multigenerational family business, says such moments can prove deadly to a family business, which about 80 percent of all businesses in the United States are. But those disruptions also can be the catalyst for even greater success, depending on how they are handled.

He says a few things family businesses can do when life upends the daily routine include: Continue reading “Ramez Baassiri 4 Ways Businesses Can Survive Disruptions”

7 Tips to Develop Your Leadership Skills By Dr. Alok Trivedi

Dr. Alok Trivedi Share Leadership Ideas

Dr. Alok Trivdi is the author of Chasing Success.  Whether you’re trying to climb the proverbial career ladder or digging your feet in as an entrepreneur with big visions, solid leadership skills are a must. The tactics of great leaders can be overwhelming for many to embody, but with hard work and determination, it is more than possible. The jump from employee to employer is a big one, but a strong foundation of leadership skills can further the success of you and your company. The following seven tips are to help you develop your leadership skills when moving up in the business world:

  1. Seek perfect alignment.

Continue reading “7 Tips to Develop Your Leadership Skills By Dr. Alok Trivedi”

Jumping The Queue: 4 Tips For Achieving Success Without Waiting Your Turn

Jumping the QueueAuthor of Jumping the Queue Shares Ideas to Leap Ahead

Start Jumping the Queue and forget the time-honored tradition that younger workers need to “pay their dues” before moving up the ladder of success.

These days many young people see no need to wait their turn – and their refusal to patiently stand in line is the right idea, says Michelle A. Turman, author of Jumping the Queue: Achieving Great Things Before You’re Ready (  Continue reading “Jumping The Queue: 4 Tips For Achieving Success Without Waiting Your Turn”

Pain Management Specialist Dr. Paul Christo Helps Understand Opioid Crisis

Opioid Crisis in United States Requires Understanding and Fast Action

The statistics regarding the opioid crisis in the United States are grim. According to the CDC, deaths from opioid overdoses have quadrupled since 1999, and every day more than 1,000 people end up in emergency rooms because of prescription opioid misuse.

Dr. Paul Christo, one of the nation’s foremost experts on pain management, knows what opioids can do and what they can’t do. In fact, educating patients and helping them set realistic expectations when it comes to opioids are integral parts of his role at Johns Hopkins Hospital where he specializes in treating patients with persistent pain in the spine, cancer pain, neuropathic pain, shingles pain, post-surgical pain and thoracic outlet syndrome.
Continue reading “Pain Management Specialist Dr. Paul Christo Helps Understand Opioid Crisis”

Turn Stress to Your Advantage

Become The Master of Your Stress with 3 Tips from Laurie J. Cameron

The body’s response to stress – rapid heartbeat and breathing, narrowed vision, and a jolt of adrenaline – is an evolutionary adaptation designed to mobilize us to action. “When you have a client deadline, an exam the next day, or a ski race to win, this physiological response can give you the energy and focus to excel,” Laurie says. “Unfortunately, much of the time the patterns in our mind impact how we interpret the events in our lives. We assign meaning to deadlines, exams, and other people’s behaviors that tank our ability to perform.”  Continue reading “Turn Stress to Your Advantage”

4 Tips For Blending 5 Generations Into The Same Workplace

Sue Hawkes Chasing Perfection“A divided country” is a prevalent theme in America today, and simultaneously many business leaders find the need for their employees to work well together has never been more important – or perhaps more challenging.

For the first time in modern history, the workforce consists of four and sometimes five generations within a single company. That age/experience difference can lead to varied ways of looking at things – and also varied ways in which co-workers perceive those from another generation. Research by firms that explore office interaction reveals generation gaps in areas such as communication style, goals, adaptation to change and technical skills.

Bosses face the challenge of how to bridge these differences. Continue reading “4 Tips For Blending 5 Generations Into The Same Workplace”

3 Ways A Business Leader Gets People To Follow

To get the most out of their workforce, today’s business leaders may need to look at their own role – and their workers – a bit differently than leaders did decades ago.

”A strong and effective leader certainly stands at the top of a hierarchy, but great leaders today don’t act hierarchically,” says Don Rheem, author of Thrive By Design: The Neuroscience that Drives High-Performance Cultures, and CEO of E3 Solutions (, a provider of employee workplace metrics and manager training.

“While people thrive under great leaders, in today’s business world they are also looking for a safe haven work environment where respect, trust and encouragement are bedrocks of the work culture.” Continue reading “3 Ways A Business Leader Gets People To Follow”

Than Merrill and J.P. Servideo Launch This Year’s Most Influential Book For Teens

FortuneBuilders CEO and real estate investing expert, Than Merrill has partnered with professional youth speaker, J.P. Servideo to launch this year’s most impactful book for teens. Together, they co-wrote “The High Schooler’s Guide To Money”, to help educate teens about money management, entrepreneurship and financial freedom.

“After becoming a father to two beautiful and inspiring children, I realized something. I don’t want either of my kids to ever have to be burdened by money; not having enough of it or by not understanding how to use it,” said Than Merrill. “This book can help any kid to start learning the tools they need to succeed in the future.” Continue reading “Than Merrill and J.P. Servideo Launch This Year’s Most Influential Book For Teens”