Top Sales Manager Blog

This is the second part of the article Sales Coaching Myth #1: Stop Teaching And Start Reaching Out To Your Sales Reps. In the first article, we discussed the difference between teaching and reaching out to your sales reps. Reaching out is essential if you want to develop a well-rounded sales team. As a top [...]

Filed under: Coaching by ralphburns
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Both amateur and top sales managers agree that sales coaching can make a big difference between a good and a bad sales quarter. Spending time coaching your sales people is worthwhile, it is time well-spent, and if you ain’t doing it – it must be a priority. What most sales manager don’t agree about, however—and [...]

Filed under: Coaching by ralphburns
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Jets coach Rex Ryan stood before the glaring lights of the national the media last week and admitted he was wearing a real dirty sweatshirt. Grease stains notwithstanding, the residue of a good greasy meal. But when your team is on a roll…you dont want to break any superstitions by actually washing your clothes. Just [...]

Filed under: Leading by ralphburns
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If you think the world’s CEOs and top sales managers don’t know squat about being solutions-centric than product-centric, which is why they’re struggling keep their heads above water, you’re dead wrong. The principle of adopting a solution-centric business model has been around some time. Everybody is doing it. But even so, why are we still [...]

Filed under: Leading by ralphburns
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The job of a top sales manager is a lot like old-school video gaming. The more you succeed, the deeper you get into the game, the harder the challenges get thrown your way. And the same is true for sustaining the revenue growth of a large company. Success breeds imitation. Look at it this way. [...]

Filed under: Leading by ralphburns
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