Top Sales Manager Blog

Do your best sales reps feel disrespected when their sales managers assume they always have ALL the answers? They hate it! In fact, they feel that it’s a sign of disrespect, as well as a complete lack of belief (yours) in their inherent abilities (which they feel are enormous). There is a “real life” trick [...]

Filed under: Leading by ralphburns
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The 80/20 rule—or the Pareto Principle—tells us that our best results, 80% of productivity, would come from just 20% of our efforts. As a top sales manager, how do you work around this knowledge so that your team of 10 sales people could improve itself to be on par with your two best sales superstars? [...]

Filed under: Leading, The 80-20 Rule by ralphburns
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Being a top sales manager means being above average, which translates to getting more done with less effort. That’s what distinguishes a top sales manager from a mediocre one. But how do YOU become a top sales manager? You apply the 80/20 rule. But first things first – what exactly is the 80/20 rule? The [...]

Filed under: Leading, The 80-20 Rule by ralphburns
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This is the second part of the article How To Let Go Of Underperformers – Top-Performing Sales Manager-Style. In the first article, we talked about knowing when to let go of your underperforming sales people. It’s a tough decision, anyone who’s ever held the authority to fire someone can sympathize. But it has to be [...]

Filed under: Firing, Underperformers by ralphburns
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An underperformer needs to be let go. But making such a decision is easier said than done. Any sales manager will tell you that. After all, a top-performing sales manager sees his sales people as more than just employees. But it has to be done—that is, if you want to stay as a top-performing sales [...]

Filed under: Firing, Underperformers by ralphburns
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