Tag Archives: Salespeople

Sales Management Training | How to Discipline Without Being a Dick

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sales management dickNo sales management professional really wants to be a dick.

But sometimes, you gotta be a dick.

And that “sometimes” occurs when your sales reps are no longer listening to you.

It usually happens when they think your sales management leadership is weak.

Don’t worry.

It’s happened to me and it has happened to every sales management professional who’s reading this post at least once (and there are a few of them) :-)

So what do you do when they start “tuning you out”?

Do you:

  • Crack down hard and make em all “bow to your every command”?
  • Just continue as if nothing is happening?

It’s a tough choice. A choice that will in fact determine your sales management leadership for months to come.

So as the Elder Knight states in Indiana Jones and The Last Crusade, you must not Continue reading →

Sales Management Training | How to Achieve Sales Management Nirvana

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sales management nirvanaAfter about twenty years of sales and sales management experience under my belt, I finally realized something.

It only took me over twenty years to realize it, but at least I realized it I suppose.

In those twenty years, I was fortunate to have managed quite a few incredible salespeople.

Their performance enabled me to accumulate a solid track record of success; success and skills I later used to start this blog as well as my online sales management training business and other offline businesses.

When I think back on my sales management career, what I am most proud of is that many of my former salespeople went on to have tremendous careers after they were with me.

Many were promoted within their companies, some went on to different careers outside of sales and many just achieved a higher level of success in their current sales role.

Its amazing to me that I still get requests on LinkedIn to do recommendations for salespeople I had the good fortune to manage, sometimes as far back as fifteen years ago. Every time I get one of these requests, I am humbled but mostly, just plain proud.

When I talk to these old sales reps Continue reading →

Sales Management Training | Kill Your Powerpoint Now!

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sales management presentationAll us sales managers love our power point slides.

In fact, we love them way too much its killing our sales management  leadership.

As soon as you fire up the LCD projector, find the right setting so your presentation actually shows on the screen instead of only on your computer (hit “function f8″ by the way)…chances are pretty good, you’ve already lost them.

As Jerry McGuire might have said, you lost them before you even said hello…

Unless they’re in the mood for a nice afternoon nap, salespeople by and large, hate power point slide presentations. They just don’t want to hear you talk to the screen about sales figures from Q4 in yet another snazzy pie chart engineered by Bill Gates’ programmers. Continue reading →

How Mistakes Make You a Sales Management Genius

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sales management mistakesI have a very close friend who is an incredibly successful internet entrepreneur.

Despite the fact that he toils in a highly competitive and cut-throat market, he has achieved an unprecedented level of success his peers could only dream of.

Last month, he made an enormous mistake. It was actually a catastrophic mistake. He was doing a project for one of his clients and documenting its success on his blog and he took his eye off the ball and just plain screwed up.

Instead of hiding from it, burying it, never mentioning it, he did the exact opposite of what most people would do:

He discussed it openly on his blog for his thousands of readers to see.

Curious about this decision to publicly “come clean”, I asked him why.

His answer: Continue reading →

The Ultimate Sales Management Leadership Weapon REVEALED

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Forget the clever speeches.

Forget the “atta-boys”.

Forget the monthly sales plaques.

No sales management training leadership strategy works better to motivate your sales team than this.

I am talking about a guttural, visceral, “cut to the quick” sales management motivational strategy and there is nothing pretty about it.

This is the kind of motivational tactic that when someone does it for you, you will kill for them (figuratively, not literally of course). So much so that:

…the Army Rangers do it.

…the Navy SEALs do it.

…the Green Berets do it.

…the Special Forces do it.

And now, you need to do it.

And here it is: Continue reading →