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Sales Management Mastery now has a podcast!

In this first episode of Sales Management Mastery, we discuss the most important bedrock concept to achieving sales management success called “The Trust Account” a sales training concept sales managers must employ in order to achieve sales success.

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Video:

SMM 1 | The #1 Factor To Achieving Sales Management Success

Transcripts:

SMM 1 | The #1 Factor To Achieving Sales Management Success

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Wouldn’t your sales managers love to get more done and make more money with less effort?

That all sounds great, you might say…but how do YOU actually do it?

You simply apply the 80/20 rule.

For those of you who may not know, a little history lesson first is in order…

The 80/20 rule—or the Pareto Principle, named after the Italian economist Vilfredo Pareto—states that 80% of effects is the result of 20% of the causes. For you this simply means that 80% of your sales will come from, roughly, only 20% of your sales people.

But when a sales manager applies the 80/20 rule, he can simply get more done in less time by simplifying and throwing out the time-wasters that just don’t matter.

Before we tell you how to do it, let’s first prepare you first for some eventual consequences. (more…)

There’s a common misconception that sales managers must be good talkers. Its true that any leadership position requires superb communication skills in which you can clearly articulate your thoughts through the words you use and the way you communicate.

But if you are always talking and never listening, then youre going to have a real hard time leading your sales team…because you’ll never know what really matters to them.

Being a great sales manager is more than just (more…)

“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…)

“Coal turns to diamond under extreme pressure…”

In our first sales training post on turning your sales duds into sales stars, we discussed how to “set the tone” – an important first step to turing around sales underperformers.

In step 2, lets discuss the use of pressure. Because when it comes to sales performance or more specifically, lack of sales performance…pressure must be applied to the party who is doing the under-performing.

This pressure (more…)