Top Sales Manager Blog

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 and behaviors. How many of these guys have you got? (more…)

Filed under: Leading by ralphburns
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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 right things, even when despite their best efforts, they continue to screw stuff up.

The corollary is: (more…)

Filed under: 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 them exactly what they did correctly in very specific terms. (more…)

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 any opportunity for a sales manager to praise a salesperson. They are best delivered when a sales rep performs any of the steps of an initial assignment or sales call not exactly right, but close to being right – that’s when the top sales manager delivers the “Masterful Praising” right on the spot!

Let me give you an example: (more…)

Filed under: Coaching, Motivation by ralphburns
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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… (more…)

Filed under: Motivation, The Trust Account by ralphburns
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