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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 motivation, visit my blog about sales management training at http://www.topsalesmanagerblog.com
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