“Sorry, I’m swamped right now”

“I need to call you back, I’m way behind right now”…

“I’m up to my ears right now…”

Does this sound like your sales managers?

No doubt, in the hectic corporate environment, there is a big tendency for sales managers to get bogged down and extremely busy. The front-line sales manager has so many forces all converging upon him: salespeople, customers, upper level executives, training people, operational departments; all vying for the sales manager’s time.

But by far the biggest drain on the average sales managers time is (more…)

Do your best sales reps feel disrespected when their sales managers assume they always have ALL the answers?

They hate it!

In fact, they feel that it’s a sign of disrespect, as well as a complete lack of belief (yours) in their inherent abilities (which they feel are enormous).

There is a “real life” trick that you can use to turn even the harshest dissenters into followers by simply changing the way you deal with them. It doesn’t take much, all it takes is for you to release a little control and let them feel the excitement of being on the business end of some kind of relevant policy change…especially one that directly impacts them.

So here’s the trick… (more…)

The best, high-performing sales managers are a different breed.

They notice stuff.

They notice what their salespeople are good at…as well as what they’re not so good at. They then leverage the stuff they are good at to coax even greater performance out of their salespeople. They largely minimize the weaknesses.

The average sales managers sees those same weaknesses and thinks that he can fix them. He spends all his time doing just that.

That’s why he’s an average sales manager.

Let’s show an example… (more…)

What’s one of the highest compliments you can pay to someone you know?

There are a lot of nice things you could say…

“He’s a real nice guy”
“She’s very kind”
“He’s really funny”

The list goes on and on.

But when you (more…)

Do your sales managers struggle with motivating their sales teams?

It’s easier to do than you might think. Sometimes motivating a sales rep is even easier than motivating a five-year

This sneaky little tip is one that I copped off a behavioral modification book I was reading to learn how to discipline my two kids a bit better. So of course, after I used it on them – I tried it on my sales reps…and even though I shouldn’t have been surprised…it worked like a charm.

This sales training tip is called: “Give ‘em a LOFTY reputation to live up to…(even if they’ve done nothing to deserve it)”.

Terrible title…but effective technique.

Anyway, here’s how it works: (more…)