Top Sales Manager Blog

I’ve gotten A LOT of requests to show some of the videos we do in the The Sales Management Mastery Academy. OK, OK I give up! Here you go…think of it as a little “St. Paddy’s Day Gift” from us to you. This is one of the introductory videos we have as a part of [...]

Filed under: Sales Management Mastery Academy, Setting Expectations by ralphburns
No Comments »

In the early 1980s, Kenneth Blanchard, Ph.D. and Spencer Johnson, M.D. sat down to write a book on management called The One Minute Manager. It immediately became a huge hit and a near immediate bestseller. But both of its authors had probably no idea that several decades later their work is still considered one of [...]

Filed under: Leading, Motivation by ralphburns
No Comments »

There’s a common misconception that sales managers must be good talkers. Its true that any leadership position requires superb communication skills in which you can clearly articulate your thoughts through the words you use and the way you communicate. But if you are always talking and never listening, then youre going to have a real [...]

Filed under: Coaching, Leading by ralphburns
7 Comments »

Jets coach Rex Ryan stood before the glaring lights of the national the media last week and admitted he was wearing a real dirty sweatshirt. Grease stains notwithstanding, the residue of a good greasy meal. But when your team is on a roll…you dont want to break any superstitions by actually washing your clothes. Just [...]

Filed under: Leading by ralphburns
No Comments »

Do your best sales reps feel disrespected when their sales managers assume they always have ALL the answers? They hate it! In fact, they feel that it’s a sign of disrespect, as well as a complete lack of belief (yours) in their inherent abilities (which they feel are enormous). There is a “real life” trick [...]

Filed under: Leading by ralphburns
No Comments »