Top Sales Manager Blog

Do you remember Robert Goizueta? The “visual leader“? Robert was a different breed of leader. He knew how to rally his troops into working together to achieve a singular vision. He had talent. But Robert also had one thing in common with many of today’s successful sales managers – he always had a plan. Robert [...]

Filed under: Coaching, Leading, Motivation by ralphburns
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If you’ve been reading and implementing the advice in these posts, you’ve done a great deal of talking with your underperformers and have maybe even gotten rid of a few of them. Tough choices, no doubt. You’ve then most likely spent considerable time training the remainder of your team, starting with your two most talented [...]

Filed under: Leading, The 80-20 Rule 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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There are two kinds of sales managers. The first one, a more focused type, concentrates on improving his sales reps’ strengths while downplaying their weaknesses. The second type of sales manager is one who shapes his sales reps to become all around regular jack-of-all-trades. Which sales manager is more effective?  Imagine a clear glass ceiling [...]

Filed under: Leading, Motivation by ralphburns
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Like many kids, my Dad used to tell me stories before he tucked me to bed. After running through the gamut of Big Bad Wolf, Goldilocks and the three Bears and Three Billy Goats Gruff, he used to tell me another tall tale. He’d say that when I grow up, I could be anything I [...]

Filed under: Hiring by ralphburns
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