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| Articles by Ralph Burns |
81. Maintain Long-Term Success As A Top Sales Manager By Offering Products And Services As Solutions, N
January 30, 2010
The job of a top sales manager is a lot like old-school video gaming. The more you succeed, the deeper you get into the game, the harder the challenges get thrown your way. And the same is true for sustaining the revenue growth of a large company.
Success breeds imitation.
...
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82. The Importance Of The 80/20 Rule In Becoming A Top-Performing Sales Manager
January 22, 2010
Being a top sales manager means being above average, which translates to getting more done with less effort. That’s what distinguishes a top sales manager from a mediocre one. But how do YOU become a top sales manager? You apply the 80/20 rule. But first things first – what exactly is the 80...
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83. Build Your Salespeople's Strengths And Use Them As Launch Pads For Better Sales Success
December 18, 2009
motivating your sales team at http://www.topsalesmanagerblog.com ">I used to work for a company that tried to change me into someone I just was not. In an interview, the HR manager said, “This company will help you overcome your weaknesses by thrusting you into different kinds of situations. We...
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84. Get Your Sales Reps to Sell Like Corky
November 20, 2009
What is the highest performing stock in terms of total return over the over the course of the past 40 years?
Its not Microsoft. No, its not Cisco Systems. It's not GE. It's not even Intel.
You ready?
Its Walgreen's Drug Stores.
Walgreen's? You gotta be kidding me! The...
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85. Motivate Your Salespeople Like Richard Branson
November 20, 2009
Richard Branson, the eccentric founder of Virgin Airlines and multiple other businesses is the epitome of "unconventional" businessman. He does things HIS way, he does things the way he feels are right...and with a billion or so in the bank, he's been more right than wrong.
How he lives and ...
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86. Why a Sales Manager MUST Evoke "The Law of Reciprocity"
November 20, 2009
For our purposes, 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.
It is in essence: "you reap what you sow". This is an irrefutable law and one that you should teach your...
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87. How a Top Sales Manager Gets Their Salespeople to Sell More Stuff!
November 20, 2009
When do you do your best work? When you feel bad or when you feel good? The obvious answer is when you feel good. No one feels like doing much of anything when they feel bad. When people don't feel so good, they end up doing very little....not a good situation for you. So it begs the...
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88. Why a Top Sales Manager Must Always Tune Into The Right Frequency
November 20, 2009
It's definitely clichéd, but I think this is one of the most critical elements to successful sales management and that is to make sure you are tuned into the right radio frequency with your salespeople. There's only one radio station that your sales executives like to listen to and that radi...
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89. Setting the Bar Higher As a Top Sales Manager
November 20, 2009
I just love the "corporate sales buzzwords" don't you? Some of my personal favorites: "We need to start thinking outside the box" "Let's take a deeper dive on that..." "We need to give it 110 percent!" "Let's create a win-win for the customer" "It's all about change management" ...
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90. Why Sales Managers Need to Make Regular Deposits in Trust Account
November 20, 2009
In your bank account, you have an ATM card that only you have the PIN number to access the account funds. Every week, you make regular deposits and withdrawals into your account. Base salary deposits go in regularly through automatic deposit, while bonuses and commission checks go in periodically wi...
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Author: Ralph Burns
