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 the right things, even when despite their best efforts, they continue to screw stuff up.

The corollary is: (more…)

The sales manager is the sales rep’s direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won’t do his job properly, then the company has a problem. One of the most important factors that could influence a sales rep’s growth in his career is the sales manager’s ability to do his job well.

A top sales manager does this job by providing specific behavioral feedback. It is by no means an easy task. Each sales rep has his or her own set of behaviors he or she brings on the job. The top sales manager should be able to analyze these behaviors based on reports and turn them into feedback in a way that would inspire growth and positive change from the sales rep. (more…)

Jets coach Rex Ryan stood before the glaring lights of the national the media last week and admitted he was wearing a real dirty sweatshirt. Grease stains notwithstanding, the residue of a good greasy meal. But when your team is on a roll…you dont want to break any superstitions by actually washing your clothes.

Just about a year ago the Jets offered Ryan the head coaching job in New York after an illustrious 10 seasons with the Baltimore Ravens. He’s been about as unconventional an NFL head coach as you could ever imaging since then, stirring the pot by stating that he “didn’t come into the league to kiss Bill Belichick’s rings” not to mention many other colorful comments.

Unconventional most definitely, especially in the hot media glare of New York City.

And his unconventional leadership style is exactly why we like him so much. (more…)

The job of a top sales manager is a lot like old-school video gaming. The more you succeed, the deeper you get into the game, the harder the challenges get thrown your way. And the same is true for sustaining the revenue growth of a large company.

Success breeds imitation.

Look at it this way. According to a worldwide CEO survey, most CEOs these days are putting focus on revenue growth rather than cutting down on prices and meeting consumers halfway. The same CEOs are also looking to be more flexible in satisfying the changing needs of consumers. But this isn’t a recent phenomenon. In fact the situation hasn’t changed since 1997, when the industrial average grew only 5%. After tax profits stayed at a humble 0.5%.

Why is it that a lot of sales managers and CEOs are having a hard time maintaining positive company growth for a sustained period of time? Because success inspires imitation. Morningstar writes, “Success breeds competition as surely as night follows day.” (more…)

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In this episode of Sales Management Mastery, you’ll learn 7 quick ways to lead a sales team to maximum sales impact.

Great sales leadership isn’t about just looking like a good leader…anyone can do that…rather its all about producing sales impact. We teach you 7 proven methods to lead a sales team so that increased sales results are ultimate litmus test of success.

CLICK HERE to get immediate FREE access to your choice of sales management training at The Sales Management Mastery Academy, where you can personalize the sales manager training course you most need including: “How to Motivate Your Sales Reps”, “How to Turn Around Your Underperformers in 30 Days” and “How To Hire A Sales Superstar”…plus dozens of free tools and resources to get sales managers to become top-performing sales managers.

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SMM 7 | 7 Quick Ways To Lead a Sales Team To Maximum Sales Impact!

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SMM 7 | 7 Quick Ways To Lead a Sales Team To Maximum Sales Impact!

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