SMM 20 | Don’t Do This As A Sales Manager

Posted on November 11, 2010 by ralphburns

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In this episode of Sales Management Mastery, you’ll learn the pitfalls of goal setting.

Goals have pitfalls?

Yep, they do.

In this episode we teach you exactly what to watch out for and what to do to avoid these killer sales management mistakes.

You’ll learn the difference between:

1. “Prescription strength” goals versus “over the counter” goals

2. What a “B-Hag” is and how to avoid them

3. Focus versus tunnel vision

4. Sales alignment versus non-alignment

In our 20th sales management training episode we teach you what to avoid…and what to do.

Listen in to get the whole story here.

CLICK HERE to get immediate FREE access to your choice of sales management training at The Sales Management Mastery Academy. Get your own free sales manager training course – you can actually choose which one you want.

Courses include: “How to Lead Your Sales Reps to Sales Stardom”, “How to Turn Around Your Underperformers in 30 Days” and “How To Hire A Sales Superstar”…plus you’ll get dozens of free tools and resources to turn sales managers into top-performing sales managers. Get it today.

Video:

SMM 20 | Don’t Do This As A Sales Manager

Transcripts:

SMM 20 | Don’t Do This As A Sales Manager

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SMM 16 | The Secret Sauce to Sales Management Success! Part 2

Posted on October 7, 2010 by ralphburns

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In this episode of Sales Management Mastery, you’ll get the second half of the “secret sauce” to total sales management success.

In this sales management training, you’ll learn how to help your salespeople set sales success goals. You’ll also learn the 3-step formula for using this powerful tool to explode your sales revenues.

If you haven’t even set goals for yourself, then don’t worry about it…this episode is all about you facilitating your sales reps to set their own goals so that together you can achieve enormous sales revenue increases.

Hey, you’re already signing off on “sales pipelines” or “sales forecasts” anyway, right? This doesn’t include doing any more work, it just falls right in line with the things you and your sales reps are already doing.

How easy is that?

Listen in to get the whole story here.

Video:

SMM 16 | The Secret Sauce to Sales Management Success! Part 2

Transcripts:

SMM 16 | The Secret Sauce to Sales Management Success! Part 2

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SMM 15 | The Secret Sauce to Sales Management Success Part 1

Posted on October 1, 2010 by ralphburns

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In this episode of Sales Management Mastery, you’ll learn the real “secret sauce” to total sales management success.

We all know we need to do it…we’re all told we should do it…then why don’t we do it?

I’m not talking about cleaning out the meat tray in your refrigerator or changing the oil in your car exactly at 3,000 miles.

I am talking about goal setting, but not in the way that you might think.

To achieve lifelong sales management success you need goals, but not your goals. The key to real sales management success is in the goals of your sales force…as long as its done in the right way…

Listen in to get the whole story here.

Video:

SMM 15 | The Secret Sauce to Sales Management Success Part 1

Transcripts:

SMM 15 | The Secret Sauce to Sales Management Success Part 1

Download the MP3

Sales Management: How To Become A Powerful Speaker

Posted on September 10, 2010 by Dan

Who wants to remain seated for hours on end watching some guy talk on stage, using mind-numbing charts and bar graphs in PowerPoint slides about some of the most boring topics known to man? Studies show that overall, presentations don’t do a particularly good job of transmitting information, much less facilitate action.

Why is that? Because very few speakers have the ability to fully connect with a group of listeners. When you fail to make a connection you just end up with a bored audience.

But a presentation, when done right, can have a significant emotional impact on the listener and elicit immediate action. Isn’t it what sales managers want?

It’s a sad fact that only a few sales managers realize the true potential of a powerful speech or presentation to boost sales. What separates a mediocre speaker from an excellent one is what most experts call the ability to establish a “full sensory connection” with the listener. In our case here, we’ll discuss how you can do this with your sales reps. Continue reading →

Sales Training 101 for Sales Managers: Set The Tone

Posted on April 5, 2010 by ralphburns

sales manager talking to salesperson A sales manager REALLY must understand one thing about underperformers: there are many different reasons why people perform below standards.

It seems kinda obvious, but here’s why.

The salesperson has little or no talent.

They stink…they’re never gonna make it no matter how hard you push.

Let’s face it: your sales force has more than just a few of these…and its not gonna get any better the longer you wait.

More on that subject in subsequent posts…

For today however, if your instincts tells you this person has something inside him or her that could make him or her an outstanding sales person, at least if it were under the right circumstances, then a sales manager needs to apply the first of three rules of underperformance.

The first rule: Set the Tone. Continue reading →