Archive for the ‘Lead and Motivate’ Category

What’s one of the greatest compliments you can actually pay to someone you know?

There are a variety of pleasant things you can say…

“He is a real decent guy”

“She’s really friendly”

“He is very funny”

The list goes on and on.

But if you talk about those who are dearest to you, maybe your closest friend you’ve known for two decades, a vey important one is:

“I trust him / her”

Let’s say your entire company’s salespeople were asked the exact same question regarding their sales managers…and then these people have responded the same way?

Just how powerful you think which would that be?

Just how much more effective leaders as well as motivators would your sales managers be?

Because as soon as a sales manager establishes or re-establishes trust with their salespeople, then and only then can they begin to optimally lead and motivate them…but not one second earlier.

With out that basic foundation of trust,the task of “sales leader” is 20 times more difficult.

At each and every turn, every single possible moment, a sales manager needs to search for different ways to strengthen their sales reps trust in them.

Many average sales managers try to lead initially, but never make an effort to establish trust along with their sales reps at any degree.

Though unfortunate for their sales reps, this is very effective for you and also your company. Because if ALL sales managers led their own troops this way, it will be much more troublesome for your teams in order to get past them.

To optimally lead sales reps as well as unleash explosive sales results, your sales managers need to be on the same page as the sales reps. They should speak their language, and the only way they are going to listen is when they unconditionally trust what they’ve got to say.

What they have to do is make regular deposits in “The Trust Account”. This is our fundamental principle for sales managers.

To find out more about sales manager training, then click here to get your choice of free sales management training courses.

The sales manager is considered the sales rep’s direct line of communication between him self and his own performance. If this type of line is cut, if the sales manager is somewhat incompetent or won’t do his job properly, then this organization has got a dilemma. One of the most critical factors that can influence a sales rep’s growth in his own career is most likely the sales manager’s ability to accomplish his own job well.

A top sales manager performs this job by providing particular behavioral feedback. It truly is definitely not an easy task. Just about every sales person has his or her own set of behaviors he / she gives on the job. The top sales manager must be able to assess these behaviors depending on assessments and turn all of them straight into feedback in a way that will promote growth and good change from the sales rep.

A good way to carry this out will be to create a joint vision-among the sales manager and sales rep- of the expectations and style of training the sales representative needs to boost their very own performance. For example, at the time of pre-call planning, a top sales manager can use this chance to take notes of important information as well as his very own observations to use as feedback later on.

Sales management is a hard job, yes, however who ever mentioned otherwise? If anything at all, it is one of the most emotionally fulfilling jobs in the world, knowing that you did what you are able for helping someone get better in her or his profession.

Speaking of assisting everyone, a top sales manager acknowledges the power behind giving good behavioral feedback. Confident sales reps produce greater outcomes, period. Top sales managers know this, and adjust their own methods accordingly. Underperformers could even improve and even start producing constant sales, whereas average sales reps, under the right motivation, could possibly improve to become sales superstars one day!

Who knows? Anything can be done with the proper assistance of a top sales manager that knows exactly what he’s doing.

To find out more about sales manager training, then click here to get your choice of free sales management training courses.

Many people are trying to obtain excellence in what they are doing. I am looking for a way attain excellence…you are trying to achieve excellence. All your sales reps are attempting to obtain excellence in their own personal means.

The fact is that your standard of excellence does not always represent Bob’s concepts, or Jenny’s goals for herself. It’s fine. Everybody differs from the others. Some individuals have big dreams, some people are really pleased on simpler jobs and functions, some dedicate themselves to long-term objectives, some people focus on the short-term.

However one factor is for certain should you want to achieve several degree of commendation in time – be INFLEXIBLE on what you’ll like…but be FLEXIBLE on how to put yourself there.

It is essential to guide your own team with a step-by-step basis, especially when it comes down to individual sales reps.

1. Simply hitting quota is mediocre. However, if the salesperson is totally new or has not hit quota before, in that case, hitting quota is excellence.

Things will need to to change the moment that salesperson shows he or she can hit quota even on a bad day.

2. Excellence is any kind of goal that surpasses quota, yet it also needs to be realistic at the same time

Just how much is too much? Your sales people must explain to you this one. A great sales rep is one that knows their limits.

Boost them up should they shoot too low or pull them down when they aim too high. For me, new sales person are likely to set their goals too high to try to win over their boss. It’s your job, your responsibility, as their superior, to set these people on the right tone. That’s the way to brand excellence into your salespeople’s portfolios.

To learn more about sales manager training, click here to get more great information on sales management training courses.

One sort of sales management training that can get put aside even more than any other is undoubtedly sales coaching, even though it could possibly be the most critical of all.

The reason is that sales managers have a considerable amount of other responsibilities. They purely don’t possess a considerable amount of time to mess around with a number of nonessential pursuits. Nonetheless, almost all sales managers don’t succeed in coaching their sales people because they fail to remember exactly what the real objectives of mentoring their salespeople are. After you realize what desired goals you are hoping to accomplish with excellent sales coaching, it’ll be considerably easier to carve out enough time to get it done. Simply because after you get in the habit of sales coaching the benefits for you along with your organization are substantial.

Thus if you’re going to take time to educate yourself on the sales management training concepts used in great sales coaching, you need to understand what your specific goals of coaching your salespeople are:

1. Cultivate increased proficiency

One thing to bear in mind is that if you’re coaching your sales reps genuinely want to assist them to develop and get better at specific skills which are deparately needed for the effective completing the job or even the transaction itself. The thing here is to not always have them require your assistance all of the time. You ideally want the sales person to learn, then internalize, then do what was coached on their own, without any further intervention from yourself.

You’ll want to support your sales agents attain that top skill level through your coaching – in addition to developing increased competence simultaneously. One of the benefits is when you accomplish it correctly, they will no longer actually need you much. The better you can mentor them to obtain elevated degrees of sales proficiency, the higher the levels of sales effectiveness you are going to reach with them.

2. Identify and correct sales performance difficulties

In the event that your sales reps are not hitting their sales plan or objective or whatever your “minimum” requirement of performance is, you will need to determine the reason why this is happening. Good sales coaching assists in doing this. If a sales manager does a fair amount of supervision by observation, the great sales coach really should have a solid knowledge of the problems which exist in the marketplace and so far as the issues in the individual sales territories.

Having said that, there’s an additional component to the actual prognosis of sales effectiveness challenges – and this emanates from the sales rep themselves. Quite often, this part of the process is sorely overlooked…but shouldn’t . An effective sales coach, when exposing a sales performance challenge, first needs to talk to the sales rep themselves and ask them for his or her input about the given situation. By doing this, you’re much more likely to make a proper analysis of the situation.

3. Develop proper guidance and counseling

A sales leader is much more than simply a supervisor, leader and coach for his sales agents. Nevertheless as a sales coach and a trainer, it is best to be a mentor and a counselor of sorts to them.

At a minimum, one of your main goals as a supervisor and leader, you’ll want to enable each and every sales person in achieving their potential. And that potential might be outside of the scope of your purpose with them within the business. Sometimes, sales reps want more than simply the large incentive check from their occupations, they want to work at a place where they really feel part of something more significant as well as appreciate how they fit within that company structure.

If you’re able to coach them and aid them in reaching their very own personal objectives, you will help yourself reach your individual sales management objectives too.

To learn more about sales management training, click here to get more great information on sales management.

To hire a top-notch salesman, there are a variety of steps you need to comply with when you are conducting live job interviews with salespeople. Each of them will assist you drastically in finding the central characteristics of every sales candidate so that you can make the best educated hiring choice possible.

1. Make Great Notes in the Margin of the Resume

Make note of claims from the interviewee you might have any kind of questions about. As opposed to demanding the particular question right then and there, jot the assertion down, allow them to finish and then at some point soon later (this may even be in the following interview), inquire your question concerning that declaration.

This is extremely valuable in jogging your memory on essential assertions and detailed data which a person may use to later challenge and try out the mettle of the sales interviewee. The data you’ll write down now may seem basic and not at all relevant to the candidate selection process, however later on it’ll make a real difference in making remarkable hiring decisions.

2. Keep Your Mouth Shut

It’s fun to discuss the business, the job, your “management style” and all that good stuff. The issue with doing this is it won’t facilitate you to hire the right sales applicant.

The idea is this; the majority of time you spend in an interview needs to be spent with you finding out about them, not really you telling them about you. When you keep it that way you’ll discover a lot more regarding your candidates as opposed to you babbling the whole time.

3. Never ever Show Your Hand

Only right at the end of the final job interview should you commence letting them know the character qualities you would like in “the perfect sales candidate”. Don’t ever speak about this up-front.

What you’re looking for is for them to explain to you what they’re about. And you match their particular talents and expertise to the required abilities and experience necessary to be successful at the job.

4. Take advantage of Awkward Silences

In each and every job interview, you will find inevitable uneasy silences. Resist the temptation to fill them with words, in its place use them in your favor.

When there is an irritatingly prolonged silence, the applicant will certainly feel it more the longer it goes and will want to load it up with anything, because it’s so uncomfortable to them. Stay silent, see what they have to say instead.

Its in instances such as these that sales applicants expose their authentic self simply because they have used up all their pre-scripted responses. What they say after that will be not scripted and will provide you with invaluable insights into who they really are.

5. Don’t Steer the Witness

Whenever you ask a question and the applicant unexpectedly seems to lose their train of thought or struggles with the response to a question you’ve asked, let them have sufficient time to reply.

No matter what you do though, don’t answer on their behalf. The natural human inclination is to “fill in the gaps” and be agreeable and useful.

The response will ultimately come and you’ll want to write this down in the margin to examine it later in the interview. In the event you feel that the problem they’re having is due to the way you asked the question then simply re-state the query in less complicated terms.

Use these five tested techniques to interview your next salesperson and you will be amazed at the quality of applicants you’ll then be able to hire.

To learn more about sales management training, click here to get more great information on sales management.

Finding the best salespeople is one of the most important tasks a sales manager undertakes. The catch is that most sales managers don’t have a proven method to hire top rated sales talent. But to generate a group of stable high performing sales agents, a sales manager needs a repeatable, proven system to hire leading salesmen.

A word of warning nonetheless, no matter what company or business you are in, don’t ever hire soon after a single interview. It’s way too little time to really find out what someone’s about.

Regardless of how dreadful the pressure gets to hire swiftly, always follow the exact same 6 step program we summarize on this sales management training. This particular sales management hiring technique assures uniformity so you’re able to consider each selection in as consistent manner as you can.

The 6 Step Hiring Process:

1.Define Your Hiring Standards

2.Do thorough resume assessment

3. Hold the 1st Interview (60 minutes)

4. Hold the 2nd Interview (one to two hours)

5.Conduct Background and Reference Checks

6.Put together the Offer

Entire time investment for all steps: 2 to 6 weeks and also just about three-plus hours of your time (perhaps more if you do the third interview)

This may look like a lot of time and energy expended for one lousy hire?

Think of it this way; you’re hiring somebody that will feed your household…if that isn’t a good enough justification to be sure you’re doing all you are able to do to make the most suitable decision I don’t really know what is.

Every single step in the operation is in a timed pattern mainly because you need time to reflect, consider and contemplate the meaning of the facts you’ve uncovered in each step. Your brain simply needs time to process all of this material!

When selecting sales candidates you’ll be amassing a lot of data at one time; much of which ought to be carefully considered and thought over. To prevent rash, badly informed or ill-thought choices, make use of a sequenced series of actions allowing you ample time to process all the information required to make a knowledgeable selection with a minimum of disruption.

Far more notable, you will need to be able to compare and contrast all of your candidates on an even playing field. In using the framework outlined above, this is able to occur.

Each second you invest now in carefully finding the right candidate could save you days of time on the back end should you make the hasty decision and hire before you’ll fully discover what the particular candidate is actually about.

To learn more about sales management training, click here to get more great information on sales management.

What’s the top complaint of salespeople?

Over and over, the most significant problem for salespeople is that they “aren’t clear on what’s expected of them”.

Setting expectations is the lifeblood of excellent sales management, and when it comes to laying down expectations for your own sales force, be abundantly clear on the things you will be expecting from them. On top of that, put a small twist on a worn out corporate buzzword.

Sales management presentations are brimming with buzzwords and platitudes. And among the best is to “set the bar high”. This hackneyed expression is overused and abused so frequently that these days it entirely lacks any impact. However I would undoubtedly guess that it still gets utilised countless times every day.

Therefore , rather than setting the bar high, set the bar “higher” in its place. Simply by doing things this way, you will have starting formula of generating superb sales gains, while you are separating yourself from your competitors at the very same time.

Just what does it really mean to set the bar higher?

In doing so you are crafting a strong statement of performance to your salespeople that nothing less than excellence will be accepted. You are definitely declaring where your standard is and also your standard is beyond everybody else and that’s what’s expected of you.

The actual requirements which you have for your sales reps should be higher than those the company establishes for them together with those they set on their own. This sends a very strong message of unparalleled sales performance expectations.

Settle for nothing less than the quest of excellence and at bare minimum, the attainment of sales goal. This is setting the bar higher. Push your sales managers to make this point abundantly clear to your company’s sales reps as quickly as you can.

Is this particular standard tough? Yes, it is. That is why it’s termed setting the bar higher.

Are you pushing for your sales managers to merely match sales quota? If you are, you’re setting objectives that are way too low. Instead, set the bar higher and you will achieve far higher sales success for both you and your sales organization.

To learn more about sales management training, click here to get more great information on sales management.

Easy-To-Use Sales Manager Training Secrets INSTANTLY Gives Your Sales Managers Amazing Motivational Skills…

Secret Sales Manager Training Weapon Hoarded By Sales Trainers Skyrockets Your Sales Managers Motivational Powers in Just Days and Produces Instantly Improved Sales Results!

Until now, only a handful of sales trainers and sales managers have been allowed to get access to these sales training secrets that practically guarantee “rock star” sales results from your sales managers. Now, with the limited time release of this “top secret” sales manager training program, you can rocket your struggling sales managers to meg-skilled “pros” almost immediately!

Best of all, for a very limited time…you can get all five sales training programs

for Just $1…

You and your sales managers can get all this for just one measly little buck…

“How To Motivate Your Sales Team”	Retail $29 INCLUDED
“Motivate by More of What’s There” (part 1 & 2)	Retail $29 INCLUDED
“Feel Good = Sell More”	Retail $29 INCLUDED
“How To Praise To Produce”	Retail $29 INCLUDED
“Motivate By The Incentive Plan”	Retail $29 INCLUDED
Total Value	$145
ALL Five Sales Trainings (INSTANT ACCESS!)	Just $1(YOU SAVE! 99.3% $144)

From The Desk Of
Tim Egan

Tuesday, 12:36 P.M.

Dear Sales Trainer,

If you’ve ever wanted to “crack the code” on how to get instantly improved sales results from your sales force… and do it fast, to start producing big-time sales performance immediately… then this will be the most exciting thing you’ve ever read.

Here’s the story: Most “average” companies focus their sales training efforts on training their sales people to sell more effectively.

But the nasty little truth is that:

The easiest and quickest way to squeeze more sales out of your sales organization is NOT to train your salespeople…but instead train your front-line sales managers!

Think about it...can you get more “bang for your sales training buck” training 300 sales reps or training just a handful of sales managers who most influence those sales reps?

The sad part is that nearly all sales managers think they know all they need to know about being a great sales manager…”I don’t need any of that training crap from corporate” they probably tell you.

Well, you know and I know… the real “superstar” sales managers continually perfect their craft…so they stay on top year after year. Sure, your sales mangers may THINK that they have all the answers….but both you and I know that if they did…then their sales would be a hell of a lot better!!!!

Here’s the sales manager training secrets that all the “superstar” sales training departments don’t want anyone else to know: When your sales managers finally learn the REAL secrets of blending “sneaky human psychology” and “ultra-powerful” pro-level motivational skills…

They Can Win Back-to-Back-to-Back Top Sales Manager Awards

Managing a Group of “B-League” Sales Wusses!

Best of all…

It’s EASY To Do…

Once Your Sales Managers Know The “Insider” Sales Manager Training Secrets!

Here’s what we’ve got for you: You’ve probably never heard of Ralph Burns… but top sales managers and sales trainers sure have. He’s been the most sought-after “secret weapon” in the sales manager training world for over 5 years now. Sales organizations from all over the world secretly hire him for personalized sales training and sales management consulting.

And they come despite the fact that Ralph has NEVER advertised his sales manager training services. It’s all word-of-mouth. One sales training and development manager whispering to another.

Why do the best sales trainers seek Ralph out? It’s simple. He’s the ONLY trainer who has taken real sales management experience, and merged it with cutting edge human psychology… to create the first hyper-effective sales manager training that’s PROVEN to catapult your sales managers to the top of the sales rankings.

Here’s what it means:

• Ralph was a consistently award-winning salesman for 10 long years, winning 8 Top 10 national sales awards in the 80’s and 90’s in some of the most diverse and challenging industries – from health club memberships to cable television advertising – mucking and grinding it out as a sales rep who possessed limited natural selling skills, but just flat-out outworked the competition – while snatching up all the top sales awards.
• In the mid 90’s, Ralph was promoted to his first sales manager role, and went on to 7 Top-10 sales manager rankings at the national level in the next 9 years.
• Ralph almost left the sales manager training world for good at age 37 to get an advanced degree in psychology at Boston University…but was convinced to come back as a sales trainer when the demands for his secrets became too overwhelming. For over 5 years, he’s been “The Source” for helping sales training departments turn their sales managers into towering sales leaders and motivators.

And yet… he’s still a mystery man to most sales training departments. The reason: The sales training pros who have hired Ralph simply do not want to share his secrets with anyone else.

So They Really, Really, Really Want These Secrets To Stay Secret!

Well, Ralph said “to heck with that”. He now believes it’s time to share his sales manager training secrets with the rest of the sales training world.

And don’t be intimidated by the fact that these are highly advanced training techniques for your sales managers. The best part is, Ralph talks to them as PEERS…making them less resistant to your training advances…so you can train them far easier.

And even better…your sales managers can learn these secret sales manager training skills and techniques immediately…

• No matter how dismal their current sales team’s sales performance is…
• No matter what their current skill-level is (in fact, it’s almost better if your sales managers are a bunch of raw rookie beginners, because they won’t have to UN-learn any of their bad habits)…
• And no matter what kind of sales reps they’re now leading…
• No matter what sort of courses or sales manager training they’ve already had…

It’s astonishingly easy… the secrets are simple to “get”… and, best of all…

You Can Get Them All For $1…For An Extremely Limited Time!

Here’s the deal: We got Ralph to finally reveal the sales manager training secrets he’s been passing on to the sales trainers in the know and a locked him up in our offices to capture every word of how he gets these insane results from his sales reps that only his close contacts and students have had the chance to get — capturing nearly every single detail of Ralph’s “professional lessons” on becoming a “master-motivator” of sales people. He explains it, and then your managers get to apply the lessons immediately. It’s the ONLY way to learn fast.

Then we went back to our editors, and “condensed” those hundreds of pages of manuscripts into 5 killer audios that’s already sending shock waves through the sales manager training world. What Ralph reveals in this book will instantly make your sales managers master motivators of their salespeople…with any sales force they lead.

This means your sales managers will suddenly have a “hyper-motivated” sales team instantly… have towering sales leadership they never believed possible… while all the competition’s sales managers are micro-managing and “babysitting” their reps, your managers will be making you and your company a ton of money, while crushing the competition!

NOW Your Sales Managers And Their Sales Reps Will Be Beating Out The More Experienced, And “Better Trained” Veteran Sales Teams From The Competition…The Same Ones Who Have Been Kicking Your Butt The Last Few Years…

Here’s a taste of what your sales managers are about to learn:

• What your sales managers need to look for in the “launch pad” behind the motivations of every one of their sales reps — so they can motivate quicker, and find their perfect symmetry in their motivational messages with the underlying motivations of their reps and do it way ahead of every other sales manager because they are completely clueless about this!
• How your sales managers can “read” their reps…like mind readers! (Stop them from being oblivious about what really gets their reps up in the morning – they’ll be SHOCKED by the info they get!)
• How your sales managers can use 10 stupidly simple questions to ask their sales teams that can double or triple their sales team’s effectiveness TODAY while instantly making them towering sales leaders while stuffing positively crazy sales bonuses in both of your pockets! (You get a bonus off them too right??)
• Money motivation secrets for maximum motivation for any type of sales rep! (Plus — the ONE simple motivational tactic your sales managers must use first out in the field! Most veteran sales managers don’t even know this secret!)
• How your sales managers can use simple “sneaky” psychological motivational tactics that keep their sales reps performing at peak levels… and finally become the MOTIVATIONAL MASTERS of their sales teams! (Easy, once they see how overlooked “praise” techniques and unconventional motivational angles take the stress out of struggling to get their reps on the right track.)
• Instantly eliminate “babysitting” and “micromanaging” from your sales managers overactive power-hunger chromosome! (The most common mistake sales managers make… which murders their chances of any level of sales success! Easy fix.)
• Sales motivation for maximum effectiveness! (Hint: get your sales managers to leverage what their reps already have (talents) and then teach them mission-critical expertise (skills). Then reinforce the combination of these two every day — scientifically proven by a mammoth international study done by one of the most respected research groups in the world). Crucial stuff for serious sales managers, explained in such simple, down-to-earth terms they will understand instantly. (And be able to use it tomorrow!)
• In any situation, teach your sales managers to instantly pick the best way to motivate their reps with just a glance! Most “average” sales managers guess, and pay dearly. Sales Manager Pro’s know how to always hit the best motivational mark… and now your sales managers will, too!
• When their sales manager instincts are dead wrong! (Your sales managers cannot motivate by money in all situations, for example. It “seems” wrong, but the first time your sales managers rail through and win their first CEO Circles, they’ll understand this and other critical pro sales manager tactics.)
• Wicked “Perpetual Motivation Model” motivational secrets that will save your sales managers tons of time while multiplying their influence over their reps ten-fold! – (pg. 42)
• Incredibly easy-to-teach motivation techniques that help the top sales managers “make it all look easy”. (Because, once your sales managers know the secrets… it really IS easy!)

And a ton more..way too much to explain here.

You know that training salespeople and sales managers is one of the most demanding job in the world…because your audience doesn’t want to hear your message!

It’s a sad truth and believe me, we know…we train salespeople and sales managers too…they really do know it all (so they think)…or DO they?

Well… here, finally are the:

Pro-Level Sales Manager Training Secrets That Will Instantly Help Your Sales Managers Harness Their Motivational Power Because Its Taught In The Language that They Easily Identify With And Respond To…Namely, A Sales Manager Just Like Them!!!

…while they use these new skills and tactics to blow your competition out of the water! World-class sales managers and sales manager training personnel have paid Ralph big fees to get their hands on his personal sales training. And his top-level paid membership site for top sales managers is not cheap!

We normally sell these audios for $145 for the total package. However, you can get these audios.… for $1 for an extremely limited time.

Here’s an even closer look at the awesome sales training your sales managers are about to receive:

Training Descriptions:

Training #1: How Motivate Your Sales Team To Peak Performance – “Peeling Back The Onion”

Approx 32 minutes AUDIO (downloadable) and VIDEO Training

Value: $29

Fact: The best sales manager knows that each salesperson is truly different with different motivations and triggers.

Fact: If your sales managers treat each of their reps the same – then top sales performance is impossible to achieve.

Fact: If your sales manager can “Peel Back the Onion” and find out what really motivates their salespeople, they’ve taken the first steps towards huge sales increases.

In this video and audio, we share our best motivational technique in uncovering all three!

Training #2: Motivate By “More of What’s Already There”! (2 parts)

Approx 1.2 hours AUDIO (downloadable) Training

Value: $29

Our Most Popular Sales Training Program of ALL Time!

The easiest way to get a salesperson to really sell is to both leverage what they already have (talents) and then teach them mission-critical expertise (skills). The top sales managers then reinforce the combination of these two every day.

In this program we show how a top-performing sales manager pushes their sales reps to be even BETTER at the things they’re good at, while minimizing the things they’re not so good at…this SUPER-motivates their salespeople. And when your managers start injecting this technique into their discussions and coaching sessions, that’s when you’ll see your sales force’s sales really soar.

Training #3: “Feel Good = Sell More”

Approx 30 minutes AUDIO (downloadable) Training

Value: $29

Imagine your sales managers having the power to motivate their sales team in just a few minutes using just a couple of key phrases. That’s what this training is all about. Inside they’ll learn how to create a “perpetual motivation model” by building an environment of appreciation…the kind of praise that makes their sales team feel so good they can’t help but produce even more than even THEY may have thought possible.

Also in this sales training, your sales managers will find that there are more important rewards than money alone – and they’ll learn how to levarage those secrets to make themselves and your sales force more in bonus dollars.

Training #4: How To “Praise To Produce”

Approx 40 minutes AUDIO (downloadable) Training

Value: $29

Believe it or not…the number one motivator of salespeople is NOT MONEY!

In this sales training your managers will learn exactly what this secret motivator is and how to use it to motivate their sales reps. They’ll then learn to fully harness this motivator by praising for specific acts of excellence. In this training we teach them the secrets behind a technique we have perfected over the last ten years called “Masterful Praisings”.

They’ll also get a sneaky little tip that we’ve refined that uses a key psychological trigger passed down from some of the biggest names in human behavior…now they can use the same technique to SUPERCHARGE their sales teams to stellar sales performance.

Training #5: Motivate By The Incentive Plan

Approx 50 minutes AUDIO (downloadable) Training

Value: $29

OK, we all know that money is a HUGE motivator of salespeople.

So what can your sales managers do about it? It’s in the plan! Your company’s bonus plan/commission plan is the NUMBER ONE source of motivation for leveraging the “power of money” as a motivator. But in order to do this, your managers need to MASTER your company’s commission plan in every way and nuance.

In this sales training, we teach your sales managers a number of simple techniques and secret tricks they can use to leverage your company’s commission plan for squeezing the maximum amount of sales dollars out of their customers, so they in turn do the same for themselves.

And now you can get all of this for just $1…

Again, sold separately these training lessons retail for $29 each, but I think you’d agree that each one of them is easily worth thousands of dollars in new sales when placed in the hands of your company’s sales managers from a savvy sales trainer like you…

Here’s the Catch You May Have Been Looking For

Here’s the deal: If you were to invest in these programs individually, you would pay $29 for each of them. I’m not exaggerating when we say this is a real world value of $145!

But that begs the question..

“If these 5 sales training programs normally sell for $29 a piece, why would we give them to you for just $1?”

The truth is, it’s a BRIBE!

No, I’m not kidding.

You see, while I’m willing to give you our best-selling sales training programs for just $1, we’re not gonna hand them over just “willy-nilly”…

For starters, some of our best customers have already paid almost $150 for this exact same information, so we need to keep this offer truly limited.

Also, we’ve invested over 20 years of time in research, testing and experience, and the idea of handing over so much valuable information for a measly dollar makes our stomach turn.

So what’s the bribe…

Why Am I Willing To Part With My 5 Best Sales Training Programs For Only $1?

When you get instant access to:

1. How To Motivate Your Sales Team (Value $29)
2. Motivate by More of What’s There (part 1 & 2) (Value $29)
3. Feel Good = Sell More (Value $29)
4. How To Praise To Produce (Value $29) , and…
5. Motivate By The Incentive Plan (Value $29)

…all for just $1, all I ask is that you take a free, 30-day trial to the “Sales Management Mastery Academy”.

“Sales Management Mastery Academy” is our private members-only area where we reveal EXACTLY what your sales managers need to know to be super-successful…while making you and your company more money.

You see, unlike a lot of sales trainers that TEACH (but don’t DO), we have motivated and led REAL sales teams in REAL markets and industries for over 15 years. And as a “Sales Management Mastery Academy” member, you’ll get hours of additional sales training for your sales managers on how to unleash the best from their sales teams every day using time-tested sales management techniques, tips and tricks that will blast your sales force’s sales to unheard of levels of achievement.

Here’s just a taste of what you receive each month as a member of the Sales Management Mastery Academy:

• The monthly “Sales Management Mastery Academy Learning Course”: Downloadable audios, videos, transcripts and action guides which outline specific strategies and tactics that will have maximum impact on your sales managers daily results. Just look at SOME of the titles included in this collection:
  • “How To Motivate Through Trust-building – ‘The Trust Account’”
  • “How to Lead Your Team To Sales Stardom”
  • “How to Hire A Sales Superstar”
  • “How to Turn Around Your Sales Underperformers in 30 Days”
  • “Inspiring Your Sales Team Through Killer Presentations”
  • “Teaching ‘Em To Sell More…Even Today!”

Plus 5 more titles that are just as good…

These fresh, continuously updated videos, audios, transcripts and learning maximizers are pure gold, and will help you to provide ongoing exciting “real world” training to your sales managers…

You’ll also gain access to:

• “Success Book Summaries” where we summarize monthly the most popular books on motivation and leadership and get to exactly how to use this info to what’s working in your sales managers business…
• “Ready to Use” Motivational Newsletters templates pre-loaded with great motivational messages your sales managers can send to their sales people daily, weekly or monthly to keep thier reps super-motivated to sell even more…
• “Ready to Use” PowerPoint Presentations your sales managers can download and use in their sales meetings TODAY – if they had no idea what they were going to present (give ‘em a break they ARE really busy!) – they’ll have a killer presentation in no time flat
• “Ready to Use” Sales Manager and Sales Rep “Territory Business Plans” and “District Plans of Action” they can download, customize to their individual district and use immediately…we also have sales rep territory plan templates they can pass off to their reps in a template form to give the proper structure and format needed to produce a solid plan…
• Dozens of Other “Ready to Use” Forms, Templates, Checklists, Resources, Lists and Examples of All Kinds your sales managers can use to help them SAVE HUGE AMOUNTS OF TIME, produce more sales and make you and THEM more money
• And much, much more…

And you get all this for 30 days absolutely free!

After your free 30-day trial, your membership will automatically be renewed at the Charter Membership Rate of only $77 $27…and you can cancel at any time.

You can download all of the information and use it to train your sales managers…or you can contact us at 617.512.3379 or ralph@salesmanagementmastery.com and we can arrange a group discounts for unlimited access for your entire sales management team.

Just think…

You don’t have to come up with any sales training on your own…it’s all been done FOR YOU!

Of course, if you decide to cancel before your 30-day trial, you’ll never be billed and all our trainings are yours to keep forever!

All you really “risk” is the $1 (and to be honest if you’re truly don’t think the five training programs above are worth a $1, I’ll refund that as well).

So what are you waiting for…

Claim Your $1 Access Now!

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I Understand that I pay just $1.00 today for access to How To Motivate My Sales Team, Motivate By More of What’s There (parts 1 & 2), Feel Good = Sell More, How to Praise to Produce and Motivate By The Incentive Plan PLUS a free 30 day trial to Sales Management Mastery Academy. I further understand that I will be billed $27.00 per month for continuing access to SMMA if I do not cancel within the 30 day trial period.

I understand I can cancel anytime by contacting customer support at 617-512-3379.

** This offer is available to new Sales Management Mastery Academy members only. Current members already have access to these programs in the members area.

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Best of success,

Ralph Burns

P.S. I said it earlier and I’m gonna say it again…

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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.

A top sales manager does this job by providing specific behavioral feedback. It is by no means an easy task. Each sales rep has his or her own set of behaviors he or she brings on the job. The top sales manager should be able to analyze these behaviors based on reports and turn them into feedback in a way that would inspire growth and positive change from the sales rep.

One way to pull this off is to develop a shared vision—between the sales manager and sales rep—of the expectations and style of coaching the sales rep needs to improve his or her game. For example, during pre-call planning, a top sales manager could use this opportunity to take notes of information as well as his own observations to be used as feedback later on.

Sales management is a tough job, sure, but who ever said otherwise? If anything, it’s one of the most emotionally gratifying jobs in the world, knowing you did what you could to help someone get better in his or her career.

Speaking of helping people, a top sales manager recognizes the power behind giving positive behavioral feedback. Confident sales persons produce better results, period. Top sales managers know this, and adjust their strategies accordingly. Underperformers might even change and start making consistent sales, while average sales reps, under the right encouragement, could grow to become sales superstars someday!

Who knows? Anything is possible with the right guidance of a top sales manager who knows what he’s doing.

Visit the blog post How To Deliver Words Of Encouragement To Your Sales People That Eventually Make A Difference for more in-depth tips on providing positive feedback to your sales reps.

Share your ideas on encouragement and positive feedback by leaving a comment below.

Let’s talk about motivations. As I mentioned in an earlier post, everyone has different motivations. Some are motivated by money, some are motivated by success, some are motivated by personal satisfaction, etc. You can’t trust Mary to have the same motivations you did when you were in her shoes, as a salesperson.

But if there’s one thing in common among all salespersons, it’s being motivated by more than one thing, and one motivator that tops most lists is the incentive compensation plan.

As a sales manager, how well do you know your incentive compensation plan? Do you have total mastery of it? I hope you do. Otherwise you’re missing out on one of the most effective motivators of salespeople to help them reach peak performance.

I’ll give an example. A salesperson needs to do two things right in order to be successful.

1. Perform daily selling activities
2. Master every aspect of his or her product and use that knowledge to their advantage

Same is true for the sales manager. You are here to manage your salespeople, and to do that you must also be in control of what motivates them: the incentive compensation plan. You need to be a master of these two aspects to bring out the full potential of your salespeople, just as a salesperson has to master both points if he or she wants to be able to make a good sale on a consistent basis.

The incentive compensation plan can mean different things. For Mary, it signifies the freedom to do what she wants. For John, it means being able to pay the bills and make ends meet. For Tom, it allows him to support his family. So it only makes sense that the incentive compensation plan is a huge motivator of salespeople. As a top-performing sales manager, are you going to let this go?

Let me clarify this much: you are not a top-performing sales manager until you have total mastery of your incentive compensation plan and are using it to motivate your team to sales success.

Do YOU have total mastery of your incentive compensation plan? How do you use it to your advantage? Let me know by leaving a comment after this post.