Clik here to view.
How You Can Become “The Spam Filter” For Your Sales Reps
Don’t you just love all those worthless “corporate initiatives” that gets hurled at you at you every day? Either by email, voice mail or conference call, I would be willing to guess that ”initiatives”...
View ArticleClik here to view.
Why A Sales Manager MUST Evoke “The Law of Reciprocity”
For our purposes, the Law of Reciprocity states: If you do something nice for someone, human nature dictates that the recipient will feel compelled to do something nice for you in return. It is in...
View ArticleClik here to view.
Why A Top Sales Manager Needs To Be On All His Reps’“Pre-sets”
You have to be more popular than Howard Stern. You also have to be cooler than Opie and Anthony too. Why? Because one of the most critical elements to successful sales management is to always make sure...
View ArticleClik here to view.
Motivate Your Salespeople Like Richard Branson
Richard Branson, the eccentric founder of Virgin Airlines and multiple other businesses is the epitome of “unconventional” businessman. He does things HIS way, he does things the way he feels are...
View ArticleClik here to view.
Get Your Sales Reps To Sell Like “Corky”
What is the highest performing stock in terms of total return over the course of the past 40 years? Its not Microsoft. No, its not Cisco Systems. Its not GE. It’s not even Intel. You ready? Its...
View ArticleClik here to view.
How A Top Sales Manager Gets Their Salespeople to Sell More Stuff!
When do you do your best work? When you feel bad or when you feel good? The obvious answer is when you feel good. No one feels like doing much of anything when they feel bad. When people don’t feel so...
View ArticleClik here to view.
7 Killer Tips: How to Get Your Salespeople to Sell More Effectively
One thing’s for sure: Cork Walgreen REALLY knew how to sell. In one of our previous posts, we talked about how Walgreen’s Drugstores figured out how to sell more stuff and become one of the...
View ArticleClik here to view.
8 Steps To Becoming “The Best Sales Manager In The World”
You want to be the best in the world right? To figure out how you and your product possibly could be, “the best in the world at” and become “more Walgreen than Eckerd”, lets go through a hypothetical...
View ArticleClik here to view.
Sales Management Training That Produces Top Sales Results…Isn’t That What...
So you really want to draw out the best from your salespeople and get them to achieve great things right? And OK, if you do that, then there’s a whole lot in it for your as well….big bonus checks, top...
View ArticleClik here to view.
Sales Management Leadership Basics: “The Law Of Reciprocity”
The Law of Reciprocity states, “If you do something nice for someone, human nature dictates that the recipient will feel compelled to do something nice for you in return.” The philosopher Confucius...
View ArticleClik here to view.
Become An Excellent Sales Manager – Hire Salespeople With “Talent”
Like many children, my Dad used to tell me stories before he put 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...
View ArticleClik here to view.
How To Handle Sales Underperformers Like A Pro: An Introduction
Being a sales manager is no easy job. It’s got a ton of stress, and it’s going to require every ounce of managerial decision-making skills to be great at it – especially in this time of global...
View ArticleClik here to view.
How To Use “Confrontation” To Turn Around Sales Underperformers
Avoiding conflict is the key to good sales management. Or is it? Like I said in an earlier sales training post, the top-performing sales manager spends the majority of his time encouraging his...
View ArticleClik here to view.
How To Turn Sales Duds Into Sales Stars | Rule #1
Let’s face facts…some people simply aren’t cut out to be salespeople. It’s one of the toughest jobs in the world, with tons of rejection, disappointment and frustration… But if done well, its also one...
View ArticleClik here to view.
Warning: Use This Sales Training Meeting Idea at Your Own Risk
We’ve all sat through God-awful boring sales meetings right? Not exactly a good time, as I’m sure you’d agree… Has the thought ever occurred to you that your sales reps might feel like this almost...
View ArticleClik here to view.
How To Let Go of Underperformers – Top-Performing Sales Manager-Style
You gotta let go of your underperformers. 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...
View ArticleClik here to view.
Is There Any Value In Coaching My Senior Sales People?
This is the first in a series of guest posts from James Hughes, sales management coaching expert and founder of Sales Leadership Consulting. You can find Jim at www.salesleadershipconsulting.com A few...
View ArticleClik here to view.
The Little Known Secret to Great Sales Leadership
Whether you’re a new sales manager, a veteran sales manager, a business owner or a sales trainer, you may find that leading salespeople is one of the more difficult sales management training tasks you...
View ArticleClik here to view.
Sales Management Training | How to Crush Your Sales Quota in 5 Easy Steps
Here’s some bad news for you: your sales prospects have way too many other choices to buy from. Your sales people are too savvy (as well as probably a little bit spoiled) too….they are the product of...
View ArticleSales Management Training | Five Proven Methods to Motivate Salespeople
The greatest leaders the world has ever known universally consider their effectiveness in dealing with people as their greatest assets when it comes to motivating and leading others. In this sales...
View ArticleClik here to view.
Sales Management Training | The Six Step Formula to Hiring Top Salespeople
Picking the right salespeople is one of the most important jobs of a sales manager. The problem is that most sales managers have don’t have a proven system to hire top sales talent. But to build a team...
View ArticleSales Management Training | How to Interview a Salesperson, Part 2
As we discussed in our last sales management training post, there are 6 sales management training steps to follow when you interview a salesperson for hire. In our continuing series on how to interview...
View ArticleSales Management Training | Interviewing a Salesperson Part 3
Well its been a little while since we continued our series on How To Interview a Salesperson, but this sales management training post is worth the wait! As outlined in our last sales management...
View ArticleSales Management Training | How to Interview a Salesperson, Part 4
Now we get to the good stuff! Who wants to get drunk like a college frat boy on a beer funnel? Not to get your hopes up but this sales management training lesson isn’t actually about a beer funnel… It...
View ArticleClik here to view.
Sales Management, Salt and Pepper
I make dinner for the family on most nights. When I’m not traveling, I work from home, so the job of dinner comes down to me. My youngest son likes to make dinner too. This is a big help because I can...
View ArticleSales Management, Plumbers, Heating and Cooling Guys
We built a brand new house about four years ago. We actually bought an older house, with the idea of adding on to it, making a few remodels and then living in it. We really loved the house, but...
View ArticleSales Management Training | What Lobstering Can Teach You About Sales Managememt
We went fishing for blues, striper and lobster the other day. Living on Cape Cod, you are surrounded by people who fish, lobster, clam and crab for both fun and for a living. I do none of these things....
View ArticleThe Ultimate Sales Management Leadership Weapon REVEALED
Forget the clever speeches. Forget the “atta-boys”. Forget the monthly sales plaques. No sales management training leadership strategy works better to motivate your sales team than this. I am talking...
View ArticleHow to Manage The Egotistical Salesperson
The sales person with an ego the size of Jupiter is notorious in the sales management world. That’s because most sales managers think of them as incredibly difficult to manage…or are they? If you feel...
View ArticleClik here to view.
Sales Management Training | How to Achieve Sales Management Nirvana
After about twenty years of sales and sales management experience under my belt, I finally realized something. It only took me over twenty years to realize it, but at least I realized it I suppose. In...
View Article
