OK, you need to hire a new sales rep.

Maybe, the one you just let go couldn’t cut it…

Or maybe your company is going through an expansion and you have to hire an entire sales force at once…

Or perhaps your best rep just got promoted (congratulations by the way – even though it does kinda suck for you) and you have to hire quick…

So what do you do? (more…)

Wouldn’t your sales managers love to get more done and make more money with less effort?

That all sounds great, you might say…but how do YOU actually do it?

You simply apply the 80/20 rule.

For those of you who may not know, a little history lesson first is in order…

The 80/20 rule—or the Pareto Principle, named after the Italian economist Vilfredo Pareto—states that 80% of effects is the result of 20% of the causes. For you this simply means that 80% of your sales will come from, roughly, only 20% of your sales people.

But when a sales manager applies the 80/20 rule, he can simply get more done in less time by simplifying and throwing out the time-wasters that just don’t matter.

Before we tell you how to do it, let’s first prepare you first for some eventual consequences. (more…)

My wife told me to do it.

As many of you know, I have two young boys. Not unlike some of my former sales reps, they oftentimes lack the motivation needed to do the necessary tasks that will help them to achieve success.

For my boys, its doing their math homework, getting excited about school, reading on their own, taking out the trash, the list goes on…

If you have kids, I’m sure you have the very same issues.

So for the last three months, my wife’s been hounding me to watch (more…)

In the early 1980s, Kenneth Blanchard, Ph.D. and Spencer Johnson, M.D. sat down to write a book on management called The One Minute Manager. It immediately became a huge hit and a near immediate bestseller.

Thirteen million copies later, its still considered one of the best books ever written in the field of management…and for that matter, sales management…or is it?

“Once there was a bright young man who was looking for an effective manager…” (more…)

There’s a common misconception that sales managers must be good talkers. Its true that any leadership position requires superb communication skills in which you can clearly articulate your thoughts through the words you use and the way you communicate.

But if you are always talking and never listening, then youre going to have a real hard time leading your sales team…because you’ll never know what really matters to them.

Being a great sales manager is more than just (more…)