Sales Management Training | The 5 Biggest Sales Management Mistakes

Posted on December 1, 2011 by Ralph

sales management mistakes Last year, in a very non sales management training related move, we made the decision to leave home, travel cross country for a year and homeschool our two grade school boys.

We figured that instead of paying the $20,000+ per year to pay for the to go to a perfectly nice private school on Cape Cod, we’d save that money, indulge in our passion for travel and see the country instead.

So as part of that, we decided we would take our kids out of school for a year and home school them along the way…even though neither of us are teachers.

Sales Management Training and Homeschooling

All summer long, as we visited National Parks, new cities and had a real good time, we knew September and “back to school” would soon arrive. Both my wife and I work from home so we figured with the kids the ages they were, now was the time to do it before they (or we) got too old.

The real difference for me was when September rolled around…back to school time.

Uh oh.

As the guy who used to be a sales management professional in the medical and other health related industries, Continue reading →

SMM 32 | How to Turn A Sales Star Into A Top Sales Manager

Posted on May 11, 2011 by Ralph

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The best sales reps make the worst sales managers.

There…I finally said it.

There’s lot of debate on the internet on this topic, but trust me…its true.

Why? There are 2 reasons:

1. Top salespeople don’t become great sales managers is because sales management is (if done right), is an unselfish venture. Sales management involves putting yourself second…not first.

2. Sales managers usually do nothing to help those top salespeople to become sales managers.

So the problem is really two-fold.

What oftentimes makes top salespeople so great is that they are so selfish in their pursuit of their tasks that ambition drives them to greatness.

And sales managers are so busy doing so many other things, they simply don’t have time to groom their top sales reps into sales management.

Houston, we have a “promote from within” problem.

Since there are so many companies that want to promote from within, they oftentimes have no choice but hire from this limited pool. And in those cases alas, there are 4 things that can be done now to train your top salespeople to become top sales management material.

If they are coached right, then you’ll have a far better chance of being able to promote them into sales management.

Get the inside story here.

Now…if you or your company is seriously interested in learning “How to Motivate Your Sales Team, Get More Sales and Lead Your Sales Team to Sales Superstardom”, contact us directly at for more information on our live sales management training seminars and workshops.

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 Motivate Your Sales Team to Peak Performance”, “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.

SMM 31 | How to Be A Charismatic Sales Manager

Posted on May 3, 2011 by Dan

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You’ve seen those leaders who have it.

How they walk, how they speak, how they inspire others.

How they command whatever stage they enter…be it a small room or in front of thousands of people.

They look so cool and put together…so effortless. They make it all look so easy.

What is this “it” that they have?

“It” is called charisma.

Charisma is that intangible something that you know someone has…but can’t quite put your finger on it. Its that ability to have others drawn towards you. And it is essential to successful sales management.

“I can’t do that” you may say to yourself.

“I’m not like those guys”, you might say.

I’m here to tell you that you can be one of those guys!

Why? Because “charisma” leaves clues…

In fact, there are no less than 6 things you can do today to unlock your inner charisma and lead your sales team, teach your sales managers or move your business in the right direction.

And its easier than you think.

Unlock your inner charisma as a sales management master in this week episode.

Get the inside story here.

Now…if you or your company is seriously interested in learning “How to Motivate Your Sales Team, Get More Sales and Lead Your Sales Team to Sales Superstardom”, contact us directly at info@salesmanagementmastery.com for more information on our live sales management training seminars and workshops.

Download the MP3

SMM 30 | How to Criticize Salespeople…Constructively

Posted on April 26, 2011 by Dan

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Salespeople love to be criticized.

They can’t wait for their sales manager to tell them exactly what they have done wrong.

True?

Hardly.

Yes, the majority of salespeople crave feedback on their performance…but that’s much different than being criticized.

The strange thing is that most sales managers hate to criticize their salespeople almost as much as salespeople hate to be criticized by their managers.

So, when a salesperson obviously needs improvement in an area, what does a sales manager do? Knowing that neither side likes the pending situation, how does a sales manager navigate through this mess to make his or her point?

In this episode, we give you 10 tips on exactly how to criticize without demotivating or worse yet, alienating your salespeople. In fact, in every case if the technique is used in the right way, a sales manager can actually motivate his salespeople if its done right!

Get the whole story on how to do it here.

Now…if you or your company is seriously interested in learning “How to Motivate Your Sales Team, Get More Sales and Lead Your Sales Team to Sales Superstardom”, contact us directly at info@salesmanagementmastery.com for more information on our live sales management training seminars and workshops.

Download the MP3

SMM 29 | How To Motivate Your Salespeople Like A Caveman

Posted on February 28, 2011 by Dan

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You’re a sales manager who really likes his job…all except one: speaking in front of your salespeople.

Each month, you take out those old power point slides, with all the charts and graphs and go through the monthly sales reports, the stats, the call reporting……zzzzzzzzzzzzzzzzz.

Im getting sleepy just writing this…

Imagine how your salespeople feel?

So what’s the solution?

You can spice things up with even more spiffy charts, graphs and stats using those wicked cool power point “animations” and clip art, right?

That just isn’t gonna cut it though.

Or you can mimic what the cavemen and cavewomen did for eons to pass along information handed down from generation to generation. Its the same technique your forefathers and foremothers used to get their point across for generations. Neither may have been trying to rally their de-motivated troops to sales stardom, but its the same thing.

That tried and true technique is to simply tell stories.

People remember stories much better than they do bars and graphs. Storytelling also naturally lowers our own innate defenses and make us more apt to learn.

Why? Most theorists believe its because its hard-wired into our genetic makeup…hence the cavemen example above.

The good things is that you can use this in one-on-one sales conversations with your salespeople as well. Its not just for public speaking only.

Find out exactly how you too can become more “caveman” and “cavewoman” here.

Now…if you or your company is seriously interested in learning “How to Motivate Your Sales Team, Get More Sales and Lead Your Sales Team to Sales Superstardom”, contact us directly at info@salesmanagementmastery.com for more information on our live sales management training seminars and workshops.

Download the MP3