Top Sales Manager Blog

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 [...]

Filed under: Leading, Motivation, Underperformers by ralphburns
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The gym trainer tells you to do three sets of basic crunches, 15 counts each. Why is that? Why not make it 45 counts of basic crunches and get it over with? There are times when breaking something down into smaller portions make it a lot easier to perform the feat. The same is true [...]

Filed under: Coaching, Motivation, Underperformers by ralphburns
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The thing with underperformers is that even they have a hard time picturing themselves on top. They know they are performing below standards, their numbers show it, and this notion isn’t helping them at all. If anything, it gets them down even more. Houston, we have a problem. The challenge for you, as a top-performing [...]

Filed under: Coaching, Leading, Underperformers by ralphburns
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Encouragement is the key to good sales management. Like I said in an earlier post, a top-performing sales manager spends his time instead of breaking them down through criticism, more criticism and even more criticism. But someone needs to draw the line somewhere, and that’s your job, too. When it comes to underperformance, there’s no [...]

Filed under: Coaching, Motivation, Underperformers by ralphburns
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As a sales manager, you REALLY must understand one thing about underperformers: there are different reasons why people perform below standards. It seems obvious, but Ill tell you why. One of these reasons is that the person has limited amounts of talent. But if your instincts as a sales manager are telling you this person [...]

Filed under: Leading, Motivation, Underperformers by ralphburns
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