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| Articles by Ralph Burns |
51. The Importance of Sales Management Motivation
December 23, 2010
The difference between sales performance above expectation and sales performance below expectation is largely determined by small things that a sales manager can do every day to keep his sales team at the top of their game and highly motivated. If you are a front line sales manager, or an ow...
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52. Don't Do This as a Sales Manager
December 23, 2010
When you are setting goals, there are a lot of factors to keep in mind that are danger spots and pitfalls of goal setting. As part of the “don’t do this as a sales manager” this is one of the important parts to helping you and your sales people set goals, and to make sure that you keep a very tight...
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53. Don't Make This Sales Management Mistake
December 23, 2010
You need to set the tone and set out a vision of where you want the team to head, over-performance from a sales performance standpoint. As far as leading and motivating, it comes down to individual tactics and techniques that you need to use with each one of your sales people because they are all m...
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54. Two Proven Methods To Supercharge Your Sales Force
December 23, 2010
The sales person who is motivated primarily by praise and encouragement is probably the most prevalent motivational profile that you will have on your sales team. Everyone to a certain degree enjoys praise and enjoys encouragement. And I thing that we all work under an environment of praise...
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55. The REAL Secrets to Sales Management Motivation
December 23, 2010
Motivating your sales team is just one aspect of the job of a sales manager, but it is all encompassing in that it also includes all of the other things that you do as a sales manager. Sales managers are not only coaching and leading, but there should also be an undercurrent of motivation in everyt...
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56. The Secret Sauce to Sales Management Success! Part 2
December 23, 2010
Most of us have had some sort of training on goal setting. We discussed that goals are very important. Many studies have proven that goal setting, and writing them down is critical to your success. That is all well and good, but most people do not actually set goal for themselves, they d...
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57. As A Sales Manager, How Do You Know When You've Made A Hiring Error?
October 16, 2010
All this time I’ve been talking about the techniques and the right ways to manage your sales team. But here is the thing: when is enough enough? When do you get to throw in the towel and say, “Sales isn’t your true calling. I’m afraid I’m going to have to let you go”? You are a very busy per...
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58. Sales Management | 5 Proven Methods To Screen Out A Bad Sales Hire
October 16, 2010
No sales manager wants to make the torturous mistake of hiring a complete sales dud. Although a few are bound to slip in, in order to prevent this from happening to you, there are a number of ways that you can screen out a great sales rep resume, prior to actually meeting with them face to f...
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59. Sales Management | How To Save A Ton Of Time Hiring A Sales Superstar
October 13, 2010
With the hundreds of sales resumes you will likely screen for the position that you have open, you really need a methodical way to screen a resume and get the sense of what the candidate is all about. The problem is if you list your openings on any of the online job posting sites like monste...
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60. The Secret Sauce to Sales Management Success Part 1
October 07, 2010
In today’s show we are going to teach you the “secret sauce” to sales management success. And probably as you are listening to this or as you saw this on iTunes you are thinking, “What the heck is he talking about on this one??” It’s not a secret, but goal setting, and goal setting specific...
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Author: Ralph Burns
