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 simplified it when he said, “Do unto others what you want others to do unto you.” This second definition is very important.

Selling is a two-way relationship. The same applies to managing a sales team. If the team wants to be able to grow beyond what it started out with, it needs to surrender under the guidance of its sales manager. If the sales manager wants to earn the respect of the team, he needs to work hard and earn his sales people’s trust one brick at a time.

I know this much is true: that the Law of Reciprocity is essential to a career in sales. Read the rest of this entry »

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 rankings, bragging rights to your sales manager peers and maybe even a shot at a promotion…

But here’s the dilemma…..there’s no way to achieve all this by just learning one or two individual things. You can learn a few tips and techniques from a bunch of different and varied sources and cobble together your own idea of how to achieve big things as a sales manager.

This is probably what you were doing before you stumbled on this blog.

This “fragmented” approach to improving your sales management effectiveness is doomed for failure because it’s so hard to form a cohesive style and approach, then try all the techniques and figure out which ones work and which ones don’t, this takes time. As you may have already guessed, if you wanted to find all the answers yourself, that taking the time to find all the answers to the sales management questions you are so interested in getting answered would take an enormous amount of time, not to mention a ton of money…

The things is that if you can’t learn all the top sales management training techniques you need to learn IN ISOLATION of each other knowing full well that it will only give you moderately successful outcome but you need each component to be organized IN RELATION TO how it fits in to an overall program.

This is the reason why after years of training individual sales managers, we decided to put together The Sales Management Mastery Academy – so that you can get all the elements of top sales management training in one singular, cohesive program – with each element INTERDEPEDENT with the other….

So now there’s one place that you can go to get exactly the kind of help you need at the click of your mouse, twenty-four hours a day, seven days a week that gives you all the resources you need (as well as a lot of ones you never even thought of) to propel your team’s sales to unheard of heights. And it’s all at the Sales Management Mastery Academy.

If you want to get free taste of what the Academy’s all about, just click here to get our best selling course on “How to Motivate Your Sales Reps in 5 Days” using our proven motivational sales management training methods that only a select few sales managers have had the privilege of getting thier hands on.

You can get the entire motivational course on us for free.  And if you want to test drive the Academy, you can do that for 30 days on us. Get “How to Motivate Your Sales Reps in 5 Days” and click here.

We won’t be offering the “How to Motivate” eBook for free for long, so get yours now!

The best, high-performing sales managers observe their salespeople.

They notice that there are certain core talents each individual has. They make mental notes of their salespeople’s strengths as well as their weaknesses. They know that they can leverage their talents as a launching point to coax even greater performance out of their salespeople.

For example, lets compare two top performing salespeople, both having achieved the highest sales awards in their companies with great track records of success. Read the rest of this entry »

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 analysis of your sales product or service line.

Lets say your sales reps sell a wide variety of software for businesses of all sizes (in complete and full disclosure, I have never sold software before so bear with me, however I have sold connectivity solutions). One particular kind of software package your salespeople sell is a Customer Relations Management software package. Even though your product is not the best in its class, its not the worst either.

This package (we’ll call it CRM 3.2) has certain query features that the competition does not have.  Aside from a few of these features, your product is pretty much the same as the competitions. But you, as the ever observant sales manager notice a few things about CRM 3.2 and they are: Read the rest of this entry »

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 top-performing stocks in the last forty years in the process, beating Intel, GE and Cisco! Their formula for success was simple: have the best, most convenient drugstores, with a high profit per customer visit. A simple formula, no doubt and that‘s the formula for creating the single most successful company in terms of market return in the past forty years.

What  Walgreens did is what you as a sales manager must do as well. If you are to fully distinguish yourself from the competition just like Cork Walgreen, then you’ll need to think about what you can be the best in the world at – and then funnel all your energies into pursuing that one thing. Figure out what one thing you do better than anyone else and teach that one thing to your salespeople over and over and over again. Read the rest of this entry »