Top Sales Manager Blog

The 80/20 rule—or the Pareto Principle—tells us that our best results, 80% of productivity, would come from just 20% of our efforts. As a top sales manager, how do you work around this knowledge so that your team of 10 sales people could improve itself to be on par with your two best sales superstars? [...]

Filed under: Leading, The 80-20 Rule 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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You don’t always have to think long-term. Let me say that again. As a top-performing sales manager, you don’t always have to think four or five years ahead. Sometimes you need to appreciate what’s in front of you, right now, when dealing with underperforming sales people. When it comes to underperformers, you need to stop [...]

Filed under: Leading, Motivation, 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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