http://www.topsalesmanagerblog.com Sales Management Training, Tips and Techniques to Motivate and Lead Your Sales Team to Top Sales Performance Tue, 09 Mar 2010 15:30:39 +0000 http://backend.userland.com/rss092 en Although the mutual fund industry repeatedly tells you that "past success is no indication of future success" when investing in mutual funds, I far prefer to put my retirement savings in 5 star funds instead of 1 star ones, don't you? Likewise when screening a new sales hire, the presence of ... http://www.topsalesmanagerblog.com/sales-management-how-to-screen-a-sales-resume-for-accolades.php No sales manager wants to make the torturous mistake of hiring a complete sales dud. Although a few are bound to slip in, in order to prevent this from happening to you, there are a number of ways that you can screen out a great sales rep resume, prior to actually ... http://www.topsalesmanagerblog.com/sales-management-5-proven-methods-to-screen-out-a-bad-sales-hire.php With the hundreds of sales resumes you will likely screen for the position that you have open, you really need a methodical way to screen a resume and get the sense of what the candidate is all about. The problem is if you list your openings on any of the online ... http://www.topsalesmanagerblog.com/sales-management-how-to-find-a-top-notch-sales-recruiter-step-2.php OK, you need to hire a new sales rep. Maybe, the one you just let go just couldn’t cut it… Or maybe, your company is going through an expansion and you have to hire three more… Or perhaps your best rep just got promoted, congratulations by the way...even though it does stink for ... http://www.topsalesmanagerblog.com/sales-management-how-to-screen-sales-rep-resumes-like-a-pro-step-1.php 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 speak of the people who are closest to you, maybe your best friend you've ... http://www.topsalesmanagerblog.com/how-establishing-trust-turns-a-sales-manager-into-a-sales-leader.php 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 ... http://www.topsalesmanagerblog.com/masterful-reprimands-the-best-sales-management-training.php 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 ... http://www.topsalesmanagerblog.com/the-most-important-corrollary-to-the-masterful-praising-and-the-one-a-sales-manager-cannot-do-without.php 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 ... http://www.topsalesmanagerblog.com/how-to-deliver-a-masterful-praising-to-hyper-motivate-your-sales-team.php 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? ... http://www.topsalesmanagerblog.com/the-secret-of-the-masterful-praising.php I'm continually amazed at how many sales managers have absolutely no clue what actually motivates their sales reps. Although I suppose I shouldn't be, I'm even more surprised to the degree that this ignorance pervades the highest level of the sales management food chain. Let me explain... Not long ago, I was ... http://www.topsalesmanagerblog.com/sales-management-motivation-is-easy-but-do-we-all-do-it.php