Top Sales Manager Blog

The best, high-performing sales managers observe their salespeople. They notice that there are certain core talents each individual has. They make mental notes of their salespeople’s strengths as well as their weaknesses. They know that they can leverage their talents as a launching point to coax even greater performance out of their salespeople. For example, [...]

Filed under: 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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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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Here’s another little technique I’ve used for years to keep my salespeople “hyper-motivated”. Its one that I copped off a behavioral modification book I was reading to better understand how to discipline my two boys. So naturally, after I used it on them – I tried it on my sales reps…and to my surprise, it worked [...]

Filed under: Leading, Motivation by ralphburns
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