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Build Your Salespeople’s Strengths And Use Them As Launch Pads For Better Sales Success
I used to work for a company that tried to change me into someone I just was not. In an interview, the HR manager said, "This company will help you overcome your weaknesses by thrusting you into different kinds of situations. We will help you grow to become a completely different person." Here is the thing. There's nothing wrong with "overcoming your weaknesses". But to turn me into a "completely different person," that's something else. Back then I didn't realize the repercussions of that statement. Now that I've got years of experience as a sales manager, I know better than to try and change my sales reps into something they're not. My sales reps are themselves. They are not their colleagues. They are not their friends. They are not me.

The Importance Of The 80/20 Rule In Becoming A Top-Performing Sales Manager
Being a top sales manager means being above average, which translates to getting more done with less effort. That’s what distinguishes a top sales manager from a mediocre one. But how do YOU become a top sales manager?
Maintain Long-Term Success As A Top Sales Manager By Offering Products And Services As Solutions, Not Commodities
The job of a top sales manager is a lot like old-school video gaming. The more you succeed, the deeper you get into the game, the harder the challenges get thrown your way. And the same is true for sustaining the revenue growth of a large company. Success breeds imitation.

Get Your Sales Reps to Sell Like Corky
What is the highest performing stock in terms of total return over the over the course of the past 40 years? It's not Microsoft. No, its not Cisco Systems. It's not GE. It's not even Intel. You ready? Its Walgreen's Drug Stores. Walgreen's? You gotta be kidding me! The drugstore chain? Yep, its true. How they did it is even cooler than that fact that they did it in the first place. In his book Good to Great, Jim Collins investigates how they actually did it. And the answer is very simple. All that Cork Walgreen, the founder of Walgreen's did is that he took a long hard look at what his business did really well and then channeled all his energies into that one thing. In essence, he figured out exactly what Walgreen's could be the best in the world at and channeled all of their efforts into achieving that one thing.

A Top Sales Manager Adapts To The Situation…And Not The Other Way Around
Sales managers are hired to solve problems. They’re also hired to lead, but they end up spending an enormous time solving problems within the sales team. Say a sales person is showing consistently poor performance? Take it to the sales manager. Quarterly sales stink? Let the sales manager handle it. Hiring a new sales person? Let the sales manager take that one.

How to Get Your Sales Team to Reach The Highest Level of Sales Achievement
First things first. As an aspiring top sales manager, get your sales group to buy into the fact that achievement is the only permanent value of work and achievement only comes from relentless effort and commitment.
Empower Your Sales People By Providing Them With Positive Behavioral Feedback
The sales manager is the sales rep's direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won't do his job properly, then the company has a problem. One of the most important factors that could influence a sales rep's growth in his career is the sales manager's ability to do his job well.
Don’t Read This…Unless You Want To Have A Really Good Sales Meeting
We’ve all sat through God-awful boring sales meetings right? Not exactly a good time, as I’m sure you’d agree… Has the thought ever occurred to you that your sales reps might feel like this almost every time you call a sales meeting? “Positively absurd” you say! Well, if you are one of the few who does have the need to inject a little vigor in your next sales meeting, then read on… Try this to spice things up: next time you call a sales meeting, try a little “lead by being led” reverse psyschology on your sales reps to get them involved in the process of choosing topics. All you do is simply ask your sales reps a week or two before the sales meeting what they most want to hear about is the best way to get them engaged and helps to “spruce things up”. After all, if you ask them what they want to hear about in the meeting you
The Biggest Mistake Sales Managers Make
"I'm swamped right now" "I'm way too busy to do that" "I'll need to call you back, I'm way behind right now"... Does this sound like you? If you're like me, there is a HUGE tendency for sales managers to get bogged down in far too many administrative duties, conference calls, time-wasting phone calls, useless meetings and mindless corporate initiatives - all repetitive activities that do nothing but waste your time - when you should be focused on more meaningful and lucrative tasks.

Three Proven Methods To Turn Around Your Sales Underachievers
Something’s got to be done – and fast. These guys are killing your company’s sales performance. When dealing with underperforming sales people, you can’t delay.
SMM 1 | The #1 Factor To Achieving Sales Management Success
On this episode of sales management mastery we are going to get into a little bit about what we what to accomplish on this show. As well as, introduce one of our core foundational concepts that is absolutely essential to becoming a top sales manager.

SMM 2 | 3 Proven Sales Management Techniques To Establish Trust With Your Salespeople
On this week's episode of Sales Management Mastery we're going to talk about what's in it for you to placing deposits in the trust account, plus three proven methods to establish trust with your salespeople so that you can drive your company's sales revenues.

SMM 3 | The Secret To Fighting Mediocrity In Your Sales Team
Let's talk a little bit today about some of the corporate buzz words that you probably hear flying around in corporate America today. Most of the people that listen to the show are sales managers and/or general managers of large and small organizations. The corporate buzz words have been going around for a quite some time.
SMM 4 | A Simple Way To Lead Your Sales Team To Sales Stardom
On this episode of Sales Management Mastery we are going to teach you how to lead you sales team to sales stardom using our "lead by being led" sales leadership strategy.
SMM 7 | 7 Quick Ways To Lead a Sales Team To Maximum Sales Impact!
On this episode of Sales Management Mastery we're going to give you 7 quick ways to lead a sales team for maximum sales impact.

The Lazy Sale’s Manager’s Way To Coach Salespeople
A couple years back when I took over a sales team, I was hired as a sales manager, before I left the corporate world to train sales managers fulltime. I was a sales manager for a few Fortune 500 and Nasdeq 100, and some smaller company's as wekll. I did that for many years. but one of the organizations that I started with, going back 8 or 9 years now, it was an organization that I really wanted to be a part of because they had an excellent record and a tremendous amount of opportunity.

4 Proven Methods to Motivate Salespeople…Gently
Great leaders in business, especially those in the sales world, have often regarded people skills as their greatest assets in motivating as well as leading. There are lots of opportunities for sales managers to motivate even during mundane every day activities. They could be anything from, taking corrective action, to criticism, to anything during the normal course of business, there is always the opportunity to motivate. Don't understand the power of some of these very simple techniques. This is the stuff that separates the men from the boys, and the women from the girls when it comes to superior sales management; motivating under ordinary circumstances.

How To Motivate Salespeople The Easy Way
One of the things that prompted us to talk about this today is that I am just continually amazed at the number of sales managers that have absolutely no clue as to what actually motivates their sales reps. It's really one of the most popular requests that we get at Sales Management Mastery is what motivate salespeople? In fact, in all the all line polls that we have done of sales manager, CEO's, sales trainers, this comes up as the number on demand for anyone engaged in our surveys on line. Which is "how do you motivate salespeople?"
How To Become A “Silent Sales Leader”
On this episode of Sales Management Mastery we teach you how to use silent might to empower you sales leadership with 5 powerful techniques
The Forces of Sales Motivation
No one has gotten more press on motivation, over the course of time, than Abraham Maslow. Each person, as we know, is truly motivated by a series of physiological then safety and security and belonging needs which Maslow goes into in his "Needs Hierarchy Theory".

The Seven Forces of Sales Motivation, Part 2
On this episode of Sales Management mastery we go into part 2 of our series on the Seven Forces of Sales Motivation. We continue with forces 5 through 7 and further develop our understanding with our psychology of motivating people As a quick review, we went through the first 4 of the 7 forces of sales motivation on last week’s episode.

Masterful Reprimands – The Best Sales Management Training
As effective as Masterful Praisings are in reinforcing good behavior, reprimands are as effective at curtailing bad behavior. We call em, you guessed it..."Masterful Reprimands".

Why Money Doesn’t Motivate Salespeople
Where your sales rep actually falls on this continuum will makeup what we call their “motivational profile”. There are the 7 Forces of basic motivation, and they get this primarily from their genetic makeup. The point of our first two shows was to show you that the motivations of your sales people today really don’t differ a whole lot from how they were motivated as kids.

Sales Management | How To Be A Flexible Sales Leader
Sales managers are hired to solve problems. They’re also hired to lead, but they end up spending an enormous time solving problems within the sales team. Say a sales person is showing consistently poor performance? Take it to the sales manager. Quarterly sales stink? Let the sales manager handle it. Hiring a new sales person? Let the sales manager take that one.
The Secret Sauce to Sales Management Success Part 1
It's not a secret, but goal setting, and goal setting specifically used in the right way as a sales manager is the absolute secret sauce to you getting the best from your sales people to achieve ultimate sales success to you getting the best from your sales people.

Sales Management | How To Save A Ton Of Time Hiring A Sales Superstar
With the hundreds of sales resumes you will likely screen for the position that you have open, you really need a methodical way to screen a resume and get the sense of what the candidate is all about.
Sales Management | 5 Proven Methods To Screen Out A Bad Sales Hire
No sales manager wants to make the torturous mistake of hiring a complete sales dud. Although a few are bound to slip in, in order to prevent this from happening to you, there are a number of ways that you can screen out a great sales rep resume, prior to actually meeting with them face to face.

As A Sales Manager, How Do You Know When You’ve Made A Hiring Error?
All this time I’ve been talking about the techniques and the right ways to manage your sales team. But here is the thing: when is enough enough? When do you get to throw in the towel and say, “Sales isn’t your true calling. I’m afraid I’m going to have to let you go”?

The Secret Sauce to Sales Management Success! Part 2
The "secret sauce" to sales management success is getting your sales reps to set their own goals for themselves.

The REAL Secrets to Sales Management Motivation
Motivating your sales team is just one aspect of the job of a sales manager, but it is all encompassing in that it also includes all of the other things that you do as a sales manager. Sales managers are not only coaching and leading, but there should also be an undercurrent of motivation in everything and anything that you do. And be acutely aware that every interaction that you have and every message that you send has to have an undercurrent of motivation associated with it in order to keep your sales people at peak performance, especially in today’s economy when sales are tougher to get, it is very important to have a highly motivated sales team to push you towards your goals as a sales manager and towards the goals of the organization.
Two Proven Methods To Supercharge Your Sales Force
The sales person who is motivated primarily by praise and encouragement is probably the most prevalent motivational profile that you will have on your sales team.
Don’t Make This Sales Management Mistake
You need to set the tone and set out a vision of where you want the team to head, over-performance from a sales performance standpoint. As far as leading and motivating, it comes down to individual tactics and techniques that you need to use with each one of your sales people because they are all motivated by different forces.
Don’t Do This as a Sales Manager
When you are setting goals, there are a lot of factors to keep in mind that are danger spots and pitfalls of goal setting. As part of the "don't do this as a sales manager" this is one of the important parts to helping you and your sales people set goals, and to make sure that you keep a very tight leash on those goals. Have control over those goals, and oversee the actions that are being taken to achieve those goals is very important.
The Importance of Sales Management Motivation
The difference between sales performance above expectation and sales performance below expectation is largely determined by small things that a sales manager can do every day to keep his sales team at the top of their game and highly motivated.
7 Proven Methods To Motivate The “People” Salesperson
We have identified 5 separate sales rep motivational profiles. We have discussed a few in previous shows. As we continue on our motivational, leadership and coaching series on personality types and motivational profiles, today we are going to talk about the sales people that are primarily motivated for this need for companionship, and people, and affiliation.
What Every Sales Manager Ought To Know About Sales Leadership
In general, enthusiasm in a sales manager is something that is probably not even talked about a whole lot. It's not something that is typically taught. How do you teach enthusiasm?

5 Proven Sales Rewards for 2011
This is one of the easiest strategies to use to motivate sales people but it is also one of the least effective because sales people are very adept to manipulating sales rewards programs as well as they only give you a short term gain in sales and don’t produce sustained motivation over the long haul.

6 Killer Tips To Get Promoted to Sales Management in 2011!
For the New Year of 2011, we wanted to give you 6 killer tips on how to get promoted into sales management if you are a sales person right now. If you are a sales manager now, this is something that you may want to advise your ambitious sales people on. One of the roles of a sales manager is to find out what their career goals are.

How to Motivate Your Most Difficult Salesperson, Part 1
And those are the most difficult sales people, the ones that are motivated through a variety of different motivations, but the biggest one is the need to be assertive and to have power of their own. And these are typically the type of sales people that are highly opinionated, they are brash at times, they are boorish at times, they are fiercely independent, and they have a strong desire to have their voices heard.

Tools to Make Those in Selling More Successful
Learn the best tools to make you more successful in selling.
How to Kill a Sale
While many managers continue to seek new talents and personnel there is a dire need to look from within to discover sales mechanisms that harm sales teams. Many do not know they exist and many do not know how to identify them so here is a brief look at those applications killing your sales performance.

Other sales manager training Related Articles

Why should you consider coaching the sales team
Executive Overview Why should you consider coaching the sales team against a defined process as opposed to “traditional” Sales Training? This study pulls together a number of concepts based on our experience in the field and studies done within sales teams who have benefited enormously from systematic training. After reading this study you should have a clear understanding of the issues that influence training decisions. You will understand the dynamics of delivering consistent return from training and the vital role played by the front line sales manager/supervisor in effective delivery. full article at http://www.supersmous.co.za/DownloadFiles/QuadS-Why_Coaching.pdf
Sales Manager Excuse: Dreading a Sales Meeting
Sales Manager Excuse: Dreading a Sales Meeting "I get the sense my salespeople dread coming to my weekly sales meeting." For most sales managers, the weekly sales meeting is the one chance you have to shine in front of your team, but if you don't, the meeting becomes a huge de-motivator. Sales reps must do the grunt work necessary to get in front of a real live prospect, and only have a brief window to shine and get an order. Sales meetings work in much the same way for you, as the sales manager. Through Sandler sales management training you can learn a radical new way to run sales meetings that taps into each person's internal motivation and charges them up to sell more, much the same way an NFL coach charges up his players at halftime to dig deep and win the game in the 2nd half.

Sales Training for Senior Manager Performance Improvement
Sales training courses for senior managers can train, educate and motivate senior sales managers to get their sales force to surpass the sales goals of the company. Advanced sales training for senior sales managers can turn a great senior sales manager into an excellent sales team leader.

Sales Manager Training: Rule #1 Self Awareness
I have decided to write a series of Blogs on a sales manager named Joe. Joe is a district sales manager who could work in any industry and for any company. In fact, there are many Joe’s in all companies. Joe is just a shade away from being a great manager. But until he truly understands the fundamentals of changing behavior he will be an average Joe at best. Joe is one of the members of a group learning session that I give to sales managers who have taken my course. As part of the coaching process I ask for feedback from managers. I question how well they apply the concepts that they had learned and if they are seeing the benefits of the training

Why developing your Sales Managers is the key to your sales success
It may surprise you to discover that many Sales Managers learn how to be a Manager on their own. According to the latest international study on Sales Training and Sales Force Effectiveness, many Sales Managers are given very little or no support when it comes to being a competent, effective Sales Manager. In fact, many Sales Managers reported that they were given no formal training in Sales Management practices, either before or during their tenure as a Sales Manager. The study reported that Sales Management training is the category of sales training that is addressed with the least frequency, in fact it is less than annually or not at all.
A Top Sales Manager Adapts To The Situation…And Not The Other Way Around
Sales managers are hired to solve problems. They’re also hired to lead, but they end up spending an enormous time solving problems within the sales team. Say a sales person is showing consistently poor performance? Take it to the sales manager. Quarterly sales stink? Let the sales manager handle it. Hiring a new sales person? Let the sales manager take that one.

Is Your Sales Training Missing These Ingredients?
The last time you went on sales training, were you engaged in the decision? How long was the sale training and/or was the sales training ongoing or was it just the flavor of the month? When or what day(s) of the week was the sales training delivered - during pay time or no pay time? Did the sales training take your personal sales needs and learning methods into consideration? Were you able to apply the sales training methods in the real world? Were you encouraged to return for further sales training or to meet with your sales coach and discuss your experience? Was the sales training based on sales management objectives?

What you should know before you invest in a sales training program.
Sales training is the foundation for a successful sales career. However, not all sales training is grounded and there are many factors to consider when selecting a sales training program. An individual wouldn’t have any direction without sales training. He/she would be wasting his/her own potential and the resources of the company. Therefore, it is important that the sales training relate not only to the individual’s needs but also to management objectives and their line of business.

Why we should put the Trainer back into Sales Management
Up until 20 years ago, a key function of a sales manager’s role was the regular training of their sales people. What did this look like? Well, something like this: weekly 1 hour power training sessions for the sales team focusing on honing key skills, bi-monthly half day or 1 day sessions drilling down on account planning, strategy, market and product knowledge, and formal class room training usually employing external, expert training providers on a once or twice yearly basis to boost their teams to the next level. This was all supplemented by sales meetings and one-on-one coaching. Many sales managers of yesteryear were good trainers. However, through my observations across many businesses, the training component has been replaced by compliance.

The Power is in the Question
Does sales management seem to be lost in the wilderness at your company? Was your sales manager your top rated sales person that you promoted based on sales performance? Did your sales manager ever receive any formal sales management training? Do you think your sales force needs to be more aggressive? Are you following best practice principles?

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