Sales Management Training on How to unleash excellence from your salespeople

Posted on February 19, 2009 by Dan

Everyone is looking to achieve excellence in what they do. I’m trying to achieve excellence…you’re trying to achieve excellence. All your sales people are trying to achieve excellence in their own way.

The thing is that your standard of excellence doesn’t necessarily reflect Bob’s ideas, or Jenny’s goals for herself. It’s okay. Each person is different. Some people dream big, some are contented on simpler duties and roles, some dedicate themselves to long-term goals, some focus on the short-term.

But one thing is certain if you want to achieve some level of recognition in the long run – be INFLEXIBLE on what you want…but be FLEXIBLE on how to get yourself there. Continue reading →

Sales Management Training on a little known (yet so simple) way to motivate your salespeople, part 2

Posted on February 13, 2009 by Dan

Let’s admit it…sales is no walk in the park…but being a sales supervisor ain’t easy either. You’re constantly busy, continually looking for new ways to motivate your sales people that will get them to perform better every day. Let’s be honest, with all the pressures coming at you every day, and the pressure to get people you don’t directly control every action or word they say, its really one of the hardest jobs around!

Complexity can kill you. Sometimes the simplest solutions are the most effective. Simple works…simple is good.

Take into account getting to know your sales people so you could manage them better. How do you find out what makes them tick? What makes them laugh? What gets them excited? The secret is so darn simple.. Continue reading →

Sales Management Training on a little known (yet so simple) way to motivate your salespeople, part 1

Posted on February 5, 2009 by Dan

I remember staying up late one night and, out of boredom, decided to take an online IQ test. One of the questions went like this: if all Chinese are merchants, then most merchants are – I answered – Chinese. It’s conventional thinking. I received a check mark for that one.

But be careful bringing that kind of thinking into real life. You might end up murdering someone’s career before it even gets to take off. For example, just because you’re greedy neighbor is a sales person doesn’t mean all sales people are greedy.

In this case, conventional thinking isn’t very convenient, especially for the one looking down the barrel.

You gave your girlfriend a brand new iPod Video for her birthday? Does this mean you want one too? The thing with conventional thinking is that its just that – conventional thinking. And conventional means average. Are you reading this blog for ways to promote average thinking? I hope not. If anything, you’re here because you want your sales people to excel and make a name for themselves. Continue reading →

The Sales Management Training Secret to “Setting the Bar Higher”

Posted on January 22, 2009 by Dan

The top brass of your company likes to say things like, “we’re one big happy family in this company”. But you probably realize this much: your sales team looks up to you as a big brother or a big sister. All of a sudden you’re the model employee. You set the tone, you set the pace.

Knowing this, you need to set the bar high for your sales people, especially if you’re talking performance. Take advantage of your model position, too. Show them by example. Continue reading →