Posts Tagged ‘sales training’

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 can always tell them that “this was your idea” if they are tuning out…a little sneaky but it does work.

It always amazed me how much a little friendly competition gets a sales meeting spruced up as well. I was never a big fan of the “rah rah” games at sales meetings…but it does work incredibly well.

For example at the last company I worked for we had to write down on a flip chart any and all “breakthrough” ideas that we had come up with during the grueling 12-hour sales meeting session that would increase business.

Unbeknown to us, we were building a list that would be used for a day-end competition…

When the day was finally over, we were all told to present the best idea from our individual group to the rest of the larger group in the “most creative way” we could – no hold barred – with the winners each getting a $50 Starbucks gift certificate.

My group of brain surgeons decided that our idea would revolve around “adoption” of one of our sales service sites. To that end, we convinced one of our guys named Jerry to dress up as an “adopted baby” – complete with a table cloth diaper from one of the meeting tables – while me and another guy carried him into the presentation room to deliver him to the “hopeful parents” who were looking to “adopt”.

We nearly dropped poor Jerry as we ran in dressed in our “surgical gowns” – bedsheets we somehow swindled from housekeeping.

Totally ridiculous…I know.

We won in a landslide…and I got a months worth of lattes on them.

Getting people to act completely foolish for competition and prizes – with a good business focus in mind – never fails to “spice things up” at a sales meeting. Give it a try.

If you’re looking for great ideas to really spice up your sales meetings or your sales managers sales meetings, check out Meeting to Win and sign up for their newsletter.

And if you do, I promise you won’t have to dress up in a diaper…

To learn even more about sales training, get our free ebook.

You got ‘em. We all have ‘em.

They’re the reps who no matter how hard they try, they just can’t make quota.

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.

When it comes to sales underachievers, your sales managers need to stop fighting the war and focus on the battle.

In this sales training we give you three ways to take the first steps to turning around your sales underachievers:

1. Focus on rewarding the “smaller” things. Highlight the small steps that might lead to a sale. If the sales manager waits until the actual sale is in the door before they start acknowledging any positive efforts, then this is a missed opportunity.

For example, the sales manager could praise the sales person for showing good probing techniques, for preparing a commendable opening statement, maintaining a solid rapport with other office staff, making good use of sales data, etc.

2. Praise specifically. With an underperforming sales rep, praise all the basic stuff at first. A simple “Good job” is okay…but the more specific, the better.

The sales manager should tell them: “I really loved the say you started that last sales call – you asked very specific, non-threatening probing questions and they just opened right up and told you what their issues are – excellent job”.

3. “Approximately right” is alright. The sales rep may not have reached the real goal yet, but by praising them all along the way to “exactly right” by praising them for doing things “approximately right”, this works wonders in enhancing confidence and instilling optimism in a sales rep who being an underacheiver, may be lacking both.

If the sales manager withholds praise for only when they do things exactly right, then the opportunity is lost. The point is to simply get the underperforming salesperson moving in the direction of success. And the sales manager can do this by

Getting underperforming salespeople on the track to success sometimes is just that simple – when small techniques like this are used consistently, the results will start to come.

Focus on the small everyday battles and your sales managers will start to win the war.

To learn even more about sales training, get our free ebook.

Tell me what you think by leaving a comment below.

The Law of Reciprocity states, “If you do something nice for someone, human nature dictates that the recipient will feel compelled to do something nice for you in return.”

The philosopher Confucius simplified it when he said, “Do unto others what you want others to do unto you.” This second definition is very important.

Selling is a two-way relationship. The same applies to managing a sales team. If the team wants to be able to grow beyond what it started out with, it needs to surrender under the guidance of its sales manager. If the sales manager wants to earn the respect of the team, he needs to work hard and earn his sales people’s trust one brick at a time.

I know this much is true: that the Law of Reciprocity is essential to a career in sales. (more…)

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 attention, neatly lined up on the shelves attached to the wall on one side of the room. I recognized one of the cards on display—an award I gave to him three months ago to acknowledge his great sales performance. My sales rep turned to me and said, “It’s one of the most meaningful tokens of appreciation I’ve received in my entire life.” He told me he values it more than anything on those shelves. (more…)

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…

It’s not in our best interest to give away access to our premium sales training site for FREE, nor give away our best selling sales training courses for just $1, so it won’t last long.

CLICK HERE to for instant access for just $1…

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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.

Say this in a group setting at first (at your first sales meeting to establish your credibility as a leader if you need to.

After this is done, talk with them one-on-one. I’ve always found that holding frank one-on-one conversations with every member of the sales team is essential to success. In no uncertain terms, tell each salesperson what you expect of him, reiterate their one minute goals. And reinforce to them that you both want the same things, right? When you discuss this with them, align their goals with your goals.

Whatever you do however, be extremely clear on your expectations. They should know what minimum performance is – and if they don’t – then shame on you and shame on them! Shame on you for not repeating it over and over again and shame on them for not knowing it.

Once this communication is established, appeal to their passion for achievement and desire to make money. However, be very clear that if they don’t produce what is needed you will find someone who will. Don’t make it a threat; just tell them as you would state any other fact, like the sky is blue.

That’s just the way it is. Tell them that you are here to “achieve at the highest level”. Tell them “I’m not her to finish 30th in the country, I am here to finish first – and neither should you”. Leaders can do everything right but if they don’t set an expectation of excellence – they can never expect to be successful.

To learn even more tips and techniques about how to be a top sales manager, we’ll be posting nearly every day, so stay tuned for more gret tips on how you too can become a top sales manager.

To learn more about sales management, get our free video on the sidebar of this post or by clicking here.

Post a comment and tell me on how you encourage your people in reaching the highest level of achievement.

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.

I’m amazed at how some sales managers could go on with their jobs without knowing what motivates their sales reps.

Your sales reps are the lifeblood of the sales team, and the sales team is what keeps your career afloat. If you don’t know what motivates them, how do you expect to put them in the right direction? How can you be a good sales manager to them?

I once asked a colleague friend who was having problems with one of her sales reps.

“What motivates him?” I asked her. She paused for a minute. Then she said, “Uhmm, money, I think.“

The words “I think” cinched it with me. You don’t guess what motivates your sales reps. It’s either you know it or you don’t. It came as no surprise that my colleague friend was having problems.

To find out what’s happening in your sales reps’ lives, to know what motivates them, you need get out of your own little world that is your cubicle, walk up to their desk, and simply ask him or her. The trick is to establish a personal connection.

Then find out what motivates them.

It should be noted that a sales manager without this kind of immensely valuable information about his or her sales reps is an inefficient one – a seagull type of sales manager, something we had discussed previous posts. Simply put, finding out exactly what motivates them provide precious insights about your sales reps’ motivations, their likes and dislikes. Refer to it whenever you need to motivate them, even if it’s just praise for a job well done.

When your sales reps do a good job, it means YOU are doing a great job. That’s how motivating your sales reps and putting them in the right path means helping yourself achieve your own goals.

What else do you ask your sales reps to find out what motivates them? Share them by leaving a comment below.

Sales is about putting a product in the customer’s hands. But before anything else, it is about establishing a relationship. There are two things that can happen when a sale rep fails to establish this kind of relationship with the client: first, the customer doesn’t buy the product, or two, they’d buy one time and never hear from them again.

In this lesson, we’ll discuss the importance of adding value to your business and how to do it like a seasoned pro.

A valuable perspective

As a sales person, I’m sure you’re aware that unless you create value for your customers, you won’t get anywhere in this business. There’s a lot of competition on the market. Add to it that customers aren’t really interested in new products; customers want solutions to their problems. This is where the concept of adding value comes in. 

A good sales rep presents his or her product in a way that it is the solution the customer is looking for. That’s what I mean by adding value. There are a lot of similar products out there with a bunch of exclusive features. But if you add value to your product, you’re separating it from the rest of the competition. The customer begins to see your product under a different light.

The good news is that adding value isn’t some rare talent that comes around once every other generation. It’s simply a set of skills—three sets of skills, in fact—that anyone can learn by the time we’re done with this lesson.

They are…

1. Asking questions

Asking a question helps maintain the flow of conversation. Asking a good question shows you’ve been listening intently to the other person. It helps build trust, and is one of the most important tools of a sales rep. The ability to ask a good question is to a sales rep as vocabulary is to a writer.

How to get better at this? Here are some tips:

Plan ahead. You must be extremely talented if you could very good questions without preparing them beforehand. I suggest you narrow down the focus of the sales call to two or three areas, and then prepare some questions and write them down in your notepad before the actual event.

Explore the client’s issues. I mentioned earlier that customers are only looking for solutions to their problems. As a sales rep, if you understand the customer to the point that you could identify their problems before they even begin to talk about it, then you are in the unique position to be able to ask effective questions, the kind that tells them you’re aware of their needs and knows the solution to their problems.

The general rule is, know your customer so you can prepare questions that would create an impact and push your business relationship forward.

2. Listening

Listening goes hand-in-hand with asking questions. You can’t formulate good questions if you don’t listen to your client’s problems and needs. Once again the ability to listen isn’t a talent. It’s a skill, and you can learn it. It’s called good listening skill for a reason.

How to get better at this? Here are some tips:

Listen, really listen. If you want to learn to play the guitar, practice the guitar. If you want to be able to listen well, practice listening. It’s that simple. Sherlock Holmes once said, “There’s a big difference between seeing and noticing.” Same goes for listening. Hearing something the other person said doesn’t mean anything. It’s when you listen to him or her and take in the message to heart, that’s when you start to become a true salesman.

Focus on the message. Some people tend to zone in and out of conversation when the other person is speaking. Sales reps are people, too. Some of them have this tendency. But if you want to become successful in this line of work, you need to get rid of this habit and replace it with something else—the habit of taking down notes while the customer is talking about his or her problems.

By doing this, you make room for yourself to analyze the problem and present a solution later on, which is no more and no less the act of adding value to your product. This is exactly the kind of sales approach I’m trying to advocate.

3. Establishing trust

The last part is establishing trust and credibility in the relationship. It takes time to put these things to work, and you need to master the two skills I mentioned earlier—listening and asking good questions—before you even get a shot at this one. But once achieved, great success should follow. Soon.

How to get better at this? Here are some tips:

Back up what you say. When you say you’re going to do something, do it. If you can’t do it, or won’t do it, then don’t promise it. Period. There’s no way you’re going to be able to gain a customer’s trust if you can’t back up your sweet words.

Be on time. Imagine your client as a first date. When you tell her that you’re going to pick her up at seven o’ clock, make sure you show up on her doorstep at seven o’ clock. Same goes for setting to meet up with a client. Set the time and date when you plan a call, and stick to it. Nothing turns off a client more than a sales rep who doesn’t show respect for another person’s time.

If you don’t want to end up becoming a commodity, stop selling products like they’re single-serving commodities. Use it one time, then dispose. Add value to your products to make them unique and distinct from the rest of the competition. That’s the way to go about your job as a sales representative, that’s the only way to go about this business.

When you add value to your product, you add value to your business.

Post a comment and tell me what values do you instill in your sales business.