Top Sales Manager Blog

Some years ago, back in the 80s, American business writer Tom Peters coined the term “management by walking around“. The concept was a huge hit, and Tom Peters became an instant household name in the corporate world. He was called a “leadership genius” and acclaimed as “one of the top management gurus to come along [...]

Filed under: Coaching, Leading, Motivation by ralphburns
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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 [...]

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 [...]

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 [...]

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 [...]

Filed under: Coaching, Motivation by ralphburns
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