Top Sales Manager Blog

Without even talking to a sales candidate face to face, you can tell a lot about a potential sales candidate by simply analyzing their resume. In this sales training series on screening sales resumes we tell you exactly how to do it…so you can get your sales superstar quickly…while wasting minimal time. Age, GPA and [...]

Filed under: Hiring by ralphburns
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As effective as Masterful Praisings are in reinforcing good behavior, reprimands are as effective at curtailing bad behavior. We call em, you guessed it…”Masterful Reprimands”. Although they are basically concept, just on opposite ends of the spectrum, there are big differences in the approach. For your “veteran” salespeople, this tactic is particularly effective in changing [...]

Filed under: Leading 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
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Sales managers are hired to solve problems. They’re also hired to lead, but they end up spending an enormous time solving problems within the sales team. Say a sales person is showing consistently poor performance? Take it to the sales manager. Quarterly sales stink? Let the sales manager handle it. Hiring a new sales person? [...]

Filed under: Coaching, Leading, Motivation by ralphburns
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Both amateur and top sales managers agree that sales coaching can make a big difference between a good and a bad sales quarter. Spending time coaching your sales people is worthwhile, it is time well-spent, and if you ain’t doing it – it must be a priority. What most sales manager don’t agree about, however—and [...]

Filed under: Coaching by ralphburns
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