Top Sales Manager Blog

What’s one of the highest compliments you can pay to someone you know?
There are alot of nice things you could say…
“He’s a real nice guy”
“She’s very kind”
“He’s really funny”
The list goes on and on.
But when you

Share and Enjoy:

Filed under: Leading, Motivation, The Trust Account by ralphburns
No Comments »

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
4 Comments »

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
1 Comment »

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 like [...]

Filed under: Leading, Motivation by ralphburns
No Comments »

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
No Comments »