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YOUR SALES MANAGEMENT GURU
SEPTEMBER 23, 2012
Sales Leadership: The Impact of Creating a Sales Process
 Sales Leadership: The Impact of a Creating a Sales Process  . It occurs almost every time I speak or every initial client visit. Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process.  Why is this important enough to write about? The Results! What happened? 2.        We created one additional professional service product that could be re-sold.  . 4.        Actual definitions of each action within each stage were specifically defined.  Why is this important? 
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YOUR SALES MANAGEMENT GURU
JUNE 4, 2012
Sales Leadership: Salesperson Business Plans
Sales Leadership: Planning for the Second Half of the Year. Last week after meeting with a new client I started to lay out a project plan and identify the various challenges we need to address to increase the performance of the entire company. One of the first items we needed to address was the lack of accurate monthly forecasting by the sales team and the lack of accountability of the sales leadership team. The plan should include both personal as well as professional components.  This is the summary list of the various sections: Personal objectives for the period. Personal income goals.
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YOUR SALES MANAGEMENT GURU
AUGUST 3, 2012
The End of Solution Sales
The End of Solution Sales. The Role of Sales Leadership & Management. Now what does that title mean to you? Recently I spoke at a major software vendor’s partner and client conference and a few weeks later I received an email from one of the attendee’s  suggesting I should comment in a future blog on the Harvard Business Review (July/August 2012) paper titled: The End of Solution Sales.  I put it in my to read file and as I fly to Hong Kong (16 hours) to lead a clients sales leadership workshop I pulled it out to read and contemplate. At 35,000 feet it woke me up. Ken@AcumenMgmt.com. .
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YOUR SALES MANAGEMENT GURU
AUGUST 27, 2012
Sales Leadership: Focus on Focus
Sales Leadership:  Focus on Focus. During an initial meeting where I was performing a business assessment with a new client several common topics re-appeared and since I seem to discover these quite often, I thought it would be a good topic for this blog. The company has been growing, not at an aggressive pace but slowly and the sales organization was in chaos, working opportunistically on various sales deals and randomly in the marketplace. The result; the delivery organization is bogged down, low profitability and no insights into the pipeline or sales activity. Are they working smart?
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YOUR SALES MANAGEMENT GURU
FEBRUARY 27, 2012
Sales Management & The Impact of Social Media
Sales Management and the Impact of Social Media. Ken Thoreson. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points. I thought for this week’s blog I would also introduce you to my current thinking and I would really enjoy hearing your thoughts on the direction of sales and the use of social media. In the traditional sense of a new product introduction, social media is moving through various stages. This is exactly what I believe is the direction we will move.
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YOUR SALES MANAGEMENT GURU
JULY 30, 2012
Sales Leadership: Impacting Your 2013 Revenue
Sales Leadership: Impacting Your 2013 Revenue. Yes, I am fully aware it is still 2012 and there are five months left in this year to exceed your quota and hopefully you are well positioned from a pipeline, marketing and headcount to achieve your goals. This week I want you to turn your thinking towards growing overall company revenues for next year and making sure you have the proper number of salespeople contributing on your sales team. Sales managers must also focus on this aspect of the job, those with the best players seem to win championships, do you have the best talent on your team?
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