Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.

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.

CLICK HERE to get immediate FREE access to your choice of sales management training INSIDE The Sales Management Mastery Academy, where you will get access to ALL of our sales manager training courses, tools, and resources for becoming a top-performing sales manager.

Video:

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

Transcripts:

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

Download the MP3

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…)

My wife told me to do it.

As many of you know, I have two young boys. Not unlike some of my former sales reps, they oftentimes lack the motivation needed to do the necessary tasks that will help them to achieve success.

For my boys, its doing their math homework, getting excited about school, reading on their own, taking out the trash, the list goes on…

If you have kids, I’m sure you have the very same issues.

So for the last three months, my wife’s been hounding me to watch (more…)

In the early 1980s, Kenneth Blanchard, Ph.D. and Spencer Johnson, M.D. sat down to write a book on management called The One Minute Manager. It immediately became a huge hit and a near immediate bestseller.

Thirteen million copies later, its still considered one of the best books ever written in the field of management…and for that matter, sales management…or is it?

“Once there was a bright young man who was looking for an effective manager…” (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…)