Author's articles
SMM 27 | How to Motivate Your Most Difficult Salesperson, Part 1
By Ralph Burns · 13 years ago
Now we’ve all had them.
If you haven’t had them, then you will have them.
If you have had them, then you know exactly what I am talking about.
And those are the most difficult ...
6 Killer Tips To Get Promoted to Sales Management in 2011!
By Ralph Burns · 13 years ago
One of the things that we get asked the most about at the Sales Management Mastery Academy, especially by those members that are in sales but want to get promoted into sales management and move ...
5 Proven Sales Rewards for 2011
By Ralph Burns · 13 years ago
On this episode of Sales Management Mastery, on our continuing series of motivating and leading your sales team in a recession, we’ll tell you 5 proven sales rewards programs that work to motivate your sales ...
What Every Sales Manager Ought To Know About Sales Leadership
By Ralph Burns · 13 years ago
In this episode we are going to teach you about enthusiasm as a sales manager. And what every sales manager ought to know, but nobody will tell you about sales management.
On our continuing series ...
7 Proven Methods To Motivate The "People" Salesperson
By Ralph Burns · 13 years ago
In previous shows we discussed the importance of motivating sales people by their personality types and their motivational profiles.
We have identified 5 separate sales rep motivational profiles. We have discussed a few in previous ...
The Importance of Sales Management Motivation
By Ralph Burns · 13 years ago
In previous shows we talked about the importance of motivation. And how profound an impact a good sales manager has on the sales performance of his team if he can motivate and keep his team ...
Don’t Do This as a Sales Manager
By Ralph Burns · 13 years ago
A couple of shows ago we talked to you about the Secret Sauce of Sales Management which was, as we uncovered in that show, getting your sales people to set goals for themselves on a ...
Don’t Make This Sales Management Mistake
By Ralph Burns · 13 years ago
In our continuing series on motivational profiles of your sales people and what you should do specifically with each one of those motivational profiles we have talked about the fact that you can’t motivate and ...
Two Proven Methods To Supercharge Your Sales Force
By Ralph Burns · 13 years ago
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 ...
The REAL Secrets to Sales Management Motivation
By Ralph Burns · 13 years ago
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 ...
The Secret Sauce to Sales Management Success! Part 2
By Ralph Burns · 13 years ago
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. ...
As A Sales Manager, How Do You Know When You’ve Made A Hiring Error?
By Ralph Burns · 13 years ago
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 ...
Sales Management | 5 Proven Methods To Screen Out A Bad Sales Hire
By Ralph Burns · 13 years ago
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 ...
Sales Management | How To Save A Ton Of Time Hiring A Sales Superstar
By Ralph Burns · 13 years ago
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 ...
The Secret Sauce to Sales Management Success Part 1
By Ralph Burns · 13 years ago
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 ...
Why Money Doesn’t Motivate Salespeople
By Ralph Burns · 13 years ago
As we have discussed in our two previous shows on the Seven Forces of Sales Motivation, we talked to you about how each of your salespeople have a different force that motivates them. And we ...
Masterful Reprimands – The Best Sales Management Training
By Ralph Burns · 13 years ago
As effective as Masterful Praisings are in reinforcing good behavior, reprimands are as effective at curtailing bad behavior.
We call em, you guessed it…"Masterful Reprimands".
Although they are basically concept, just on opposite ends of ...
The Seven Forces of Sales Motivation, Part 2
By Ralph Burns · 13 years ago
On this episode of Sales Management mastery we go into part 2 of our series on the Seven Forces of Sales Motivation. We continue with forces 5 through 7 and further develop our understanding with ...
The Forces of Sales Motivation
By Ralph Burn · 13 years ago
No one has gotten more press on motivation, over the course of time, than Abraham Maslow. Each person, as we know, is truly motivated by a series of physiological then safety and security and belonging ...
How To Become A "Silent Sales Leader"
By Ralph Burns · 13 years ago
On this episode of Sales Management Mastery we teach you how to use silent might to empower you sales leadership with 5 powerful techniques
The longer I used to talk to my salespeople, typically the ...