Top Sales Manager Blog

As effective as Masterful Praisings are in reinforcing good behavior, reprimands are as effective at curtailing bad behavior.
We call em, you guessed it…”Masterful Reprimands”.
Although they are basically concept, just on opposite ends of the spectrum, there are big differences in the approach.
For your “veteran” salespeople, this tactic is particularly effective in changing ingrained bad habits [...]

Filed under: Leading by ralphburns
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As mentioned in our blog post on How To Deliver a Masterful Praising, there is an important corollary to this rule which is especially important to make sure you get the most band for your buck from your masterful praisings.
Its especially useful when you are trying to get new or struggling salespeople to do the [...]

Filed under: Leading, Motivation by ralphburns
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In our last post, we talked about when to deliver a “Masterful Praising”. Today, we talk about how.
First you have to identify a “praise-worthy” moment, then after that, it’s pretty simple:
1. Look them in the eye, (or if on the phone stop make sure you emphasize your words clearly and distinctly), then tell them [...]

Filed under: Coaching, Motivation by ralphburns
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The great sales manager is always looking for ways to boost up the confidence of their salespeople. That same sales manager is also always on the lookout to create situations, especially in the beginning of a new assignment, where they can deliver a masterful praising.
What’s a “Masterful Praising” you say?

A “Masterful Praising” is any [...]

Filed under: Coaching, Motivation by ralphburns
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I’m continually amazed at how many sales managers have absolutely no clue what actually motivates their sales reps.
Although I suppose I shouldn’t be, I’m even more surprised to the degree that this ignorance pervades the highest level of the sales management food chain. Let me explain…

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Filed under: Motivation, The Trust Account by ralphburns
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