Top Sales Manager Blog

These past couple of weeks we’ve talked about underperformers, sale superstars, talents, and the right words to say at the right time. All this time I’ve been talking about the techniques and the right ways to manage your sales team. But here is the thing: when is enough enough? When do you get to throw [...]

Filed under: Hiring, Underperformers by ralphburns
No Comments »

You don’t always have to think long-term. Let me say that again. As a top-performing sales manager, you don’t always have to think four or five years ahead. Sometimes you need to appreciate what’s in front of you, right now, when dealing with underperforming sales people. When it comes to underperformers, you need to stop [...]

Filed under: Leading, Motivation, Underperformers by ralphburns
No Comments »

The gym trainer tells you to do three sets of basic crunches, 15 counts each. Why is that? Why not make it 45 counts of basic crunches and get it over with? There are times when breaking something down into smaller portions make it a lot easier to perform the feat. The same is true [...]

Filed under: Coaching, Motivation, Underperformers by ralphburns
No Comments »

The thing with underperformers is that even they have a hard time picturing themselves on top. They know they are performing below standards, their numbers show it, and this notion isn’t helping them at all. If anything, it gets them down even more. Houston, we have a problem. The challenge for you, as a top-performing [...]

Filed under: Coaching, Leading, Underperformers by ralphburns
No Comments »