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Setting the Bar Higher As a Top Sales Manager
I just love the "corporate sales buzzwords" don't you? Some of my personal favorites: "We need to start thinking outside the box" "Let's take a deeper dive on that..." "We need to give it 110 percent!" "Let's create a win-win for the customer" "It's all about change management" "Let's take that offline" "At the end of the day..." "Let's produce some strong organic growth" And my personal favorite: "We need to set the bar high" I once heard an expression that stuck with me on the use of profanity in speech. I may not have it exactly right, but it goes like something like this: "The use of profanity is the work of a feeble mind trying desperately to express itself" I do have to admit, I do swear a bit...but I never (any more) use cliched corporate sales "buzz words" in front of my sales team.

Why a Top Sales Manager Must Always "Tune Into the Right Frequency"
It's definitely clichéd, but I think this is one of the most critical elements to successful sales management and that is to make sure you are tuned into the right radio frequency with your salespeople. There's only one radio station that your sales executives like to listen to and that radio station is: WIFM. (You might say WIIFM, but let's not get too technical here...). This is the "What's-In-It-For-Me" radio frequency. This is the only station they pay any attention to and if you're not broadcasting on it all the time, 24-7, then your sales reps are gonna switch you over to some other station on XM or Sirius radio...or worse yet, turn off the radio completely!

Other course material Related Articles

Why Getting Published Can Help You Network
Recently, an associate of mine who’s read my books and attended some of my training sessions, called me up and said, “I really love your material, but [oh, I always worry when there’s a “but”] why don’t you emphasize your ideas about creating your identity as a brand and how it affects your networking efforts more?” He went on to say, “That idea has made a huge impact on my business, and I don’t hear you talking about it very often.” Well, he was right. I haven’t talked a lot about it in my material, though I should. (You’ll learn why I haven’t up to this point at the end of the article.)
I. WHAT CAN MICROFINANCE DO FOR AFRICA?
When properly harnessed, microfinance offers a variety of benefits to the African people. Foremost, microfinance initiatives can effectively address material poverty, the physical deprivation of goods, services, and the income to attain them. When properly guided, the material benefits of microfinancing can extend beyond the household into the community. At the personal level, microfinance can effectively address issues associated with “non-material poverty, which includes social and psychological effects that prevent people from realizing their potential.
V. Non-Material Benefits of Microfinancing
Microfinance initiatives offer more than just material benefits; they can also address issues associated with "non-material" poverty, which includes social and psychological effects that prevent people from realizing their potential.
Freedom—or Burden—of Choice?
We have more material possessions and time-saving devices, but we still don't have enough time. The middle classes of many countries, not just America, have a degree of autonomy and personal control unimaginable to people living in other times and places. Millions of people live their lives unconstrained by material, economic, or cultural limitations
Bonehead Advertising Ploys
If you really listen to the advertisements on TV, you can either get a lot of entertainment or get pretty sick. The material is full of claims that actually lower the trust in the product or service being sold. Sometimes I wonder who thinks up this garbage. If the objective is to get us to buy more, then why do the moguls of advertising put out this material?
Sales Success Secrets from Beyond the Grave
I have included some very controversial material in this article so I'll start with the easy stuff and finish with the material you may not want to read. I have some insights from three totally unrelated books as well as an unrelated article that I had a chance to read last week. I found common themes that relate directly to sales and sales management success.

It starts in the Brain
Books such as the iconic “How to Win Friends and Influence People” (1936, Dale Carnegie) or “Think and Grow Rich” (1937, Napoleon Hill) are based on the premise that we need to get our minds right before anything else can happen the way we want it to. Look at the book shelves in any bookstore or library and today you will find a plethora of material providing the same basic message.There is no shortage of material explaining the “what”: there is, however, a shortage of material explaining “how” to enable one to shift the area of control in the brain so that everything else can follow.

The Magnetic Effects of Box Packaging on the Business
The impact of packaging material and packaging boxes on the branding, loyalty building and company growth is beyond any doubt. The custom material can give you delightful results.

How To Copy Other People's Stuff And Stay on the Right Side of the Law
The Internet landscape has changed when it comes to copyright. Previously, publishers would jealously guard their material, and could even send lawyers after you if you copied it without permission. But now Web 2.0 sites like YouTube encourage users to copy their material, so they get more exposure and more traffic.
Spin One Article Into Multiple Marketing Channels
One of the biggest complaints many people have with Internet marketing, is, "I don't have the time!" Is that true of you as well? If so, maybe you're not taking full advantage of the material you've already created. Writing new material is fun - and important. But don't overlook the opportunities to take your existing material and spin it into other forms.
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