What is the highest kind comments you can pay to somebody?
There are a variety of nice things you can say…
“He is such a great fellow”
“She is really friendly”
“He is very humorous”
The list continues.
But if you speak of the people who are dearest to you, perhaps your best friend you’ve known for 20 years, a vey [...]
The sales manager is considered the sales rep’s direct line of communication among himself and his own overall performance. When this line is cut, when the sales manager is sort of incompetent or won’t accomplish his job properly, then the corporation has a trouble. Among the most key elements that can influence a sales rep’s [...]
Do your sales managers struggle with motivating their sales teams?
It’s easier to do than you might think. Sometimes motivating a sales rep is even easier than motivating a five-year
This sneaky little tip is one that I copped off a behavioral modification book I was reading to learn how to discipline my two kids a bit [...]
I’m continually amazed at how many sales managers have absolutely no clue what actually motivates their sales reps.
Although I suppose I shouldn’t be, I’m even more surprised to the degree that this ignorance pervades the highest level of the sales management food chain. Let me explain…
Not long ago, I was in yet another long, desperately [...]
One time I was out on the field with one of my sales reps and we needed to stop by his house so I could file a periodic inventory of his product samples and supplies.
In the house, he led me to a modest home office. The plaques and various awards on display immediately got my [...]
You have set the expectation from the word go that anything below achievement of quota is unacceptable. Your salespeople need to hear this again and again, over and over and over. Sound like a broken record, its OK. You never want anyone to not know what minimum expectations of performance are. More importantly, you never [...]
Do your salespeople have this mastery? If they don’t, they should. But you need to be the real master.
Don’t just “get up in the morning and sell”. You’re selling blindly. If they don’t have mastery of your comp plan then you’ll to give them the tools to provide it for them. Every compensation plan has [...]
Do you have total mastery of your incentive compensation plan? If not, you are truly missing out on utilizing one of the best tools to motivate your salespeople to peak performance. In sales, you are incredibly fortunate to have such an enticing carrot to dangle in front of your salespeople as a good comp plan. [...]
One technique (which I never knew had such impact until I saw it firsthand) is writing people personal notes of appreciation. In this age of email and voicemail and text messaging, nothing goes further than sending one of your sales salespeople a personal note of appreciation on something they have done with great success. It [...]
The great sales manager is always vigilant in looking for as well as creating situations, especially in the beginning of an assignment, where they can deliver a masterful-praising.
Masterful goal-setting not only creates a roadmap for success for the salesperson, it provides you as the sales manager a 250 word document chock full of potential masterful [...]
