Top Sales Manager Blog

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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This is the second part of the article How To Let Go Of Underperformers – Top-Performing Sales Manager-Style.
In the first article, we talked about knowing when to let go of your underperforming sales people. It’s a tough decision, anyone who’s ever held the authority to fire someone can sympathize. But it has to be done, [...]

Filed under: Firing, Underperformers by ralphburns
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An underperformer needs to be let go. But making such a decision is easier said than done. Any sales manager will tell you that. After all, a top-performing sales manager sees his sales people as more than just employees. But it has to be done—that is, if you want to stay as a top-performing sales [...]

Filed under: Firing, Underperformers by ralphburns
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These past couple of weeks we’ve talked about underperformers, sale superstars, talents, and the right words to say at the right time.
All this time I’ve been talking about the techniques and the right ways to manage your sales team. But here is the thing: when is enough enough? When do you get to throw in [...]

Filed under: Hiring, Underperformers by ralphburns
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You don’t always have to think long-term. Let me say that again. As a top-performing sales manager, you don’t always have to think four or five years ahead. Sometimes you need to appreciate what’s in front of you, right now, when dealing with underperforming sales people.
When it comes to underperformers, you need to stop thinking [...]

Filed under: Leading, Motivation, Underperformers by ralphburns
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