Encouragement is the key to good sales management. Like I said in an earlier post, a top-performing sales manager spends his time instead of breaking them down through criticism, more criticism and even more criticism.
But someone needs to draw the line somewhere, and that’s your job, too. When it comes to underperformance, there’s no such [...]
Filed under: Coaching, Motivation, Underperformers by ralphburns
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As a sales manager, you REALLY must understand one thing about underperformers: there are different reasons why people perform below standards. It seems obvious, but Ill tell you why.
One of these reasons is that the person has limited amounts of talent. But if your instincts as a sales manager are telling you this person has [...]
Filed under: Leading, Motivation, Underperformers by ralphburns
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A sales manager position is not an easy job. It’s going to stress you out, and it’s going to require every inch of your managerial decision-making skills especially in this time of global recession.
But do you know what’s worse than having to make a sale when everyone else is cutting back? Managing a team of [...]
Filed under: Leading, Motivation, Underperformers by ralphburns
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One time I was out on the field with one of my sales reps and we needed to stop by his house so I could file a periodic inventory of his product samples and supplies.
In the house, he led me to a modest home office. The plaques and various awards on display immediately got my [...]
Filed under: Leading, Motivation by ralphburns
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I used to work for a company that tried to change me into someone I just was not. In an interview, the HR manager said, “This company will help you overcome your weaknesses by thrusting you into different kinds of situations. We will help you grow to become a completely different person.”
Here is the thing. [...]
Filed under: Coaching, Leading, Motivation by ralphburns
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