Top Sales Manager Blog

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 [...]

Filed under: Leading, Motivation by ralphburns
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“I’m swamped right now” “I’m way too busy to do that” “I’ll need to call you back, I’m way behind right now”… Does this sound like you? If you’re like me, there is a HUGE tendency for sales managers to get bogged down in far too many administrative duties, conference calls, time-wasting phone calls, useless [...]

Filed under: Motivation 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 [...]

Filed under: Leading, Motivation by ralphburns
1 Comment »

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 [...]

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… Share and Enjoy:

Filed under: Motivation, The Trust Account by ralphburns
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