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

Posted on May 11, 2011 by Ralph

[audio:http://www.salesmanagementmastery.com/wp-content/uploads/2011/05/32-SMM-32-_-How-to-Turn-A-Sales-Star.mp3]

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

[audio:http://www.salesmanagementmastery.com/wp-content/uploads/2011/05/31-SMM-31-_-How-to-Be-A-Charismatic.mp3]

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

[audio:http://www.salesmanagementmastery.com/wp-content/uploads/2011/04/30-SMM-30-_-How-to-Criticize-Your-Sa.mp3]

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

The Secret of “The Trust Account” Revealed!

Posted on May 15, 2009 by Dan

The Swami Have you ordered your FREE Video and Audio on How to Motivate Your Sales Team - “The Trust Account” yet?

Well…what are you waiting for?

When you do get them, you may ask yourself: “What exactly will all these “Trust Account” deposits do for me anyway?”

I’m glad you asked (well, I actually asked myself)…because all you really want is for your salespeople to start really producing big time results, both for you and for themselves, right?

Lets not forget however (as a wise swami once said):

“Trust is the glue that binds people together in groups”

And when you are candid, open, consistent and predictable, there will be trust…it’s a logical consequence of honesty and truth telling.

That’s great, you may say, but what does all this “trust-building” really do for me?

What it does is it allows your sales consultants to act so that the rules of the game aren’t constantly changing. This gives them peace of mind. And when your salespeople have peace of mind, then and only then, they become willing to make the extra effort and place themselves on the line for both themselves and you.

No sales person can produce peak performance if they don’t do those things on a regular basis.

First establishing, then reinforcing that trust every day is one of the MANY ways you can motivate them to peak performance.

So make deposits in “The Trust Account” for what it gets both of you. Find out HOW to do this by reading the tips.

Get your Free Video and Audio on How to Motivate Your Sales Team and learn the first step to Sales Management Mastery by simply clicking here

What you get is a sales consultant who always feels supported and comfortable in putting forth maximum effort.

The key is this…always treat your sales consultant the END unto themselves. Great sales managers never treat their reps as a means to which they can achieve their own ends. If your sales execs feel that you have their back and they feel they can trust you, you have laid the ground work for them producing superior sales performance.

Trust is:

Hard to earn
Easy to lose
When lost, nearly impossible to regain.

So don’t screw this up by making stupid mistakes that sacrifice all you have built!

Rather, work daily to establish trust, place those deposits in the “Trust Account” so your account is OVERFLOWING.

When this is done, you’ll have taken the very first step towards Sales Management Mastery.

To learn even more about sales management training, get our free ebook.