Top Sales Manager Blog

The thing with underperformers is that even they have a hard time picturing themselves on top. They know they are performing below standards, their numbers show it, and this notion isn’t helping them at all. If anything, it gets them down even more. Houston, we have a problem. The challenge for you, as a top-performing [...]

Filed under: Coaching, Leading, Underperformers by ralphburns
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Encouragement is the key to good sales management. Like I said in an earlier post, a top-performing sales manager spends his time instead of breaking them down through criticism, more criticism and even more criticism. But someone needs to draw the line somewhere, and that’s your job, too. When it comes to underperformance, there’s no [...]

Filed under: Coaching, Motivation, Underperformers by ralphburns
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One time I was out on the field with one of my sales reps and we needed to stop by his house so I could file a periodic inventory of his product samples and supplies. In the house, he led me to a modest home office. The plaques and various awards on display immediately got [...]

Filed under: Leading, Motivation by ralphburns
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I used to work for a company that tried to change me into someone I just was not. In an interview, the HR manager said, “This company will help you overcome your weaknesses by thrusting you into different kinds of situations. We will help you grow to become a completely different person.” Here is the [...]

Filed under: Coaching, Leading, Motivation by ralphburns
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Can you think of a better person to define the term “eccentric scientist” than Albert Einstein? What about eccentric businessmen? Richard Branson is the founder of Virgin Airlines and many other multi-million businesses around the world. For me, he embodies the term “unconventional businessman”. Richard likes to do things his way. He makes decisions based [...]

Filed under: Motivation by ralphburns
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