Top Sales Manager Blog

If you think the world’s CEOs and top sales managers don’t know squat about being solutions-centric than product-centric, which is why they’re struggling keep their heads above water, you’re dead wrong. The principle of adopting a solution-centric business model has been around some time. Everybody is doing it. But even so, why are we still [...]

Filed under: Leading by ralphburns
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This is the second part of the article How To Let Go Of Underperformers – Top-Performing Sales Manager-Style. In the first article, we talked about knowing when to let go of your underperforming sales people. It’s a tough decision, anyone who’s ever held the authority to fire someone can sympathize. But it has to be [...]

Filed under: Firing, Underperformers by ralphburns
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An underperformer needs to be let go. But making such a decision is easier said than done. Any sales manager will tell you that. After all, a top-performing sales manager sees his sales people as more than just employees. But it has to be done—that is, if you want to stay as a top-performing sales [...]

Filed under: Firing, Underperformers by ralphburns
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The gym trainer tells you to do three sets of basic crunches, 15 counts each. Why is that? Why not make it 45 counts of basic crunches and get it over with? There are times when breaking something down into smaller portions make it a lot easier to perform the feat. The same is true [...]

Filed under: Coaching, Motivation, Underperformers by ralphburns
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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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