The best, high-performing sales managers are a different breed.
They notice stuff.
They notice what their salespeople are good at…as well as what they’re not so good at. They then leverage the stuff they are good at to coax even greater performance out of their salespeople. They largely minimize the weaknesses.
The average sales managers sees those same [...]
Filed under: Coaching, Hiring, Leading, The Trust Account by ralphburns
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So you really want to draw out the best from your salespeople and get them to achieve great things right?
And OK, if you do that, then there’s a whole lot in it for your as well….big bonus checks, top rankings, bragging rights to your peers and maybe even a shot at a promotion…
But here’s the [...]
Filed under: Coaching, 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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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? Because [...]
Filed under: Coaching, Leading, Motivation, Setting Expectations by ralphburns
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