Top Sales Manager Blog

Here’s another little technique I’ve used for years to keep my salespeople “hyper-motivated”. Its one that I copped off a behavioral modification book I was reading to better understand how to discipline my two boys. So naturally, after I used it on them – I tried it on my sales reps…and to my surprise, it worked [...]

Filed under: Leading, Motivation by ralphburns
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Who wants to remain seated for hours on end watching some guy talk on stage, using mind-numbing charts and bar graphs in PowerPoint slides about some of the most boring topics known to man? Studies show that overall, presentations don’t do a particularly good job of transmitting information, much less facilitate action. Why is that? [...]

Filed under: Coaching, Leading, Motivation, Setting Expectations by ralphburns
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In the early 1980s, Kenneth Blanchard, Ph.D. and Spencer Johnson, M.D. sat down to write a book on management called The One Minute Manager. It immediately became a huge hit and a near immediate bestseller. But both of its authors had probably no idea that several decades later their work is still considered one of [...]

Filed under: Leading, Motivation by ralphburns
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Do you remember Robert Goizueta? The “visual leader“? Robert was a different breed of leader. He knew how to rally his troops into working together to achieve a singular vision. He had talent. But Robert also had one thing in common with many of today’s successful sales managers – he always had a plan. Robert [...]

Filed under: Coaching, Leading, Motivation by ralphburns
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The sales manager is the sales rep’s direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won’t do his job properly, then the company has a problem. One of the most important factors that could influence a sales rep’s growth in his [...]

Filed under: Coaching, Leading, Motivation, Underperformers by ralphburns
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