Your Sales Management Guru

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Do you Dominate the Conversation?

Your Sales Management Guru

He retired from his advertising company in 2010 after 38 years in business. Do You Totally Dominate the Conversation? This week I have asked a friend of mine to share one of his blog posts, Bob Terson has much to share, this topic is one of the secrets to sales success. Ken Thoreson. Both were with professional sales trainers, who shall remain anonymous; I have no wish to embarrass anyone.

What Sales Compensation Trends Are in Store for 2015?

Your Sales Management Guru

Historically, projected wage inflation increases for sales personnel have remained modest since 2010. For 2010, the payouts exceeded the estimate by 3 percent. Almost 65 percent of the reporting companies plan to increase headcount in 2015, the highest portion of reporting companies since 2010. What Sales Compensation Trends Are in Store for 2015?  . By David J. Cichelli, Sr.

Building Culture to Increase Profits

Your Sales Management Guru

They surveyed 2,400 workers and compared a study from 2005 to 2010 showing the percentages of discontent. Ages                2005                2010. Sales Leadership: Building Culture to Increase Profits. Did you know that when you lose a salesperson, it costs you 4 times what you paid that person during their employment?  In a recent WSJ column a graph was displayed showing the level of discontent of workers that are “seriously considering leaving their jobs”. 25-34               25%                 40%. 35-44               24%                 33%.

Build 16

What a Grand Week for Personal Leadership!

Your Sales Management Guru

The first item on the agenda included a welcome by the VP of Sales but what created the perfect atmosphere was he began to randomly ask ten salespeople about a variety of their success stories about 2010. What a grand week for Personal Leadership! Last week in my blog I wrote about the importance for sales leaders to focus on building belief and the need for your sales team have emotional commitment to your company and your products/services.  On Tuesday I spoke on the first day of a three day national sales kick off conference for a firm in Raleigh NC. Acumen Management Group Ltd.

Vince Lombardi as a Sales Manager

Your Sales Management Guru

2010 Family of Vince Lombardi c/o Luminary Group LLC. Vince Lombardi as a Sales Manager. promised myself I would not do a blog on a Super Bowl theme, I promised.  But since I grew up in a small town in western Wisconsin, that actually had a “packing house” or to everyone else a meat plant and lived through the early glory years of the Green Bay Packers and I have actually sat next to Bart Starr on an airplane-OK-I will admit it, I have even worn a cheese head it was tempting. Having a personal philosophy helps you set a course for your personal life as well as your professional career.

Sales and Social Media-3 Keys

Your Sales Management Guru

Three Key Social Media Tactics for Sales. This week I thought I would share with my readers a “guest blog” from Tom Pick on Sales and Social Media…I have known Tom for a few years and he is top SEO and Social Media consultant… read and enjoy… Although marketing departments tend to be the heaviest users of social media for business, sales groups aren’t far behind. There are myriad ways to incorporate social media into sales cycles, limited only by creativity. However, here are three basic tactics that should be part of every complex sales cycle. 1. Use LinkedIn.

The Top 11 Sales Mgmt Actions

Your Sales Management Guru

                        (You must do more than just 10 these days.).  In today’s investment world advice on portfolio management can vary from; “hold firm with your existing stocks”, to “take advantage of a great opportunity to buy at these lower prices”.  The first scenario of holding firm for the long term assumes that your existing portfolio contains quality securities, is properly diversified and has been managed with an appropriate, long-term perspective. In the world of sales management and revenue generation we would like to make the same assumptions for taking a long-term perspective. 

Sales Leadership: What? All my numbers are back to zero?

Your Sales Management Guru

These plans may include increasing the number of 1) blitz days for telemarketing, 2) increase sales strategy tools or 3) a new sales training program to increase skill development.   One last Guru Hint:   have your salespeople review their entire 2010 calendars and look for suspects/prospects that were dropped, networking contacts to re-open and schedule new meetings and ask them also analyze their schedules/calendars  to see how they could have worked more effectively and what lessons they may have learned-share their idea’s at your next sales meeting. Sales Leadership: What? 

Hire, Train and Retain Top Talent #6 of Six

Your Sales Management Guru

In this last video blog, I share other tools that you can use to enhance your ability to be a successful sales manager. You can reach me at Ken@AcumenMgmt.com.

Hire, Train, Retain Top Talent #5 of 6 Sales Training

Your Sales Management Guru

Sales training makes a difference in creating top performing sales teams. In this video blog you will learn how and why you need to create Quarterly Sales Training plans, why you need your sales team training each other, how to build a quality New Hire On-Boarding process and why a focus on building culture is required to push everyone over the top! www.AcumenManagement.com.

Hire, Train, and Retain Top Talent #4 of 6—Tools/Monday Sales Meetings

Your Sales Management Guru

Hire, Train, and Retain Top Talent #4 of 6—Tools for Interviewing. This video blog is designed to improve your success in hiring high performance sales teams. In this video I cover assessments, Interviewing Scorecards, Case Studies, Group Interviews’ and using presentations to validate sales skills. also review Acumen’s agenda to hold a successful Monday morning sales meeting. Acumen Mgmt.

Hire, Train and Retain Top Talent #3 of 6

Your Sales Management Guru

In this informative video interview, I will discuss the interviewing process, what questions to ask , the 3 traits of top performers and sales assessment tools. Next week, the next 3 video’s will be included in the blog. You can find the entire video interview on our web site; www.AcumenManagement.com. Acumen Management Group Ltd. Move up and move ahead! Acumen Mgmt.

Hire, Train and Retain Top Talent #2 of 6

Your Sales Management Guru

In this session you will learn interviewing ideas, how to build a recruiting pipeline, reduce turnover and take the emotion out of hiring. You can find the entire video on our website www.AcumenManagement.com. Acumen Management Group Ltd. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Move up and move ahead! Acumen Mgmt.

Hire, Train and Retain Them: Building a High Performance Sales Organization

Your Sales Management Guru

This is a 6 part video series on the number one job of sales management. We believe the number one job for a sales manager must be to effectively hire and train their sales teams. The video series describes ideas, tools and a systematic approach based upon our 20+ years as a sales leader and 13 years of sales management consulting with organizations. Acumen Management Group Ltd. Acumen Mgmt.

Sales Leadership Workout! Dec 8th

Your Sales Management Guru

How to coach, mentor and hold more effective sales meetings.   The Sales Leadership Summit will begin at 1:00 PM on December 8th and concludes at 4 PM, December 9th, 2010.  December 8 – 9, 2010. Is your organization and your sales team suffering from:  Puny Revenues?  Weak Results?   It’s Time for a Sales Leadership Workout!   A 1.5 Day Regimen for Getting. Your Sales Organization in Shape for 2011. Build a proactive approach to Sales Management 2.0 that creates predictive revenue and a self-managed sales team.  Information and tools you can use immediately” “Intense!”.

Sales Management: How Does March Look?

Your Sales Management Guru

As we close down 2010 and your thoughts about January are nestled in your head, its March that you should be considering. Sales Management: How Does March Look? In magazine columns and other blog postings I have written about being a proactive strategic sales manager rather than a reactive, fire-drill crazy, un-organized sales manager. If you have already built your first quarter sales training programs, have your management systems in place to analyze pipeline values and your recruiting plans are activated then you have some of the systems in place. What else? Move up and move ahead!

Business & Sales Management Planning for 2011

Your Sales Management Guru

offerings in 2010? capability in 2010? Business and Sales Management: Planning for 2011 what you need to do! Budgeting and developing strategy for 2011 should be near the top of your “to-do” list. Time must be taken to actively work on forecasting, developing hiring plans for the year and making sure your marketing calendar is planned out at least through June of 2011. Right now I am working with several clients on their sales compensation plans for 2011.   Several idea’s for our readers: . What went well in the past year? What did not go well? What are the key drivers?

Sales Leadership: your menu for personal & professional success

Your Sales Management Guru

Ken@AcumenMgmt.com   You might also like to review our blog from October 12, 2010 for more insights on creating a “No Regret’s Life”. As you work on your organizations business & sales plan for 2011, (Blog: November 1 st 2010) work on your personal life plan as well.  If you would like us to speak at your sales kick off meetings or other groups-just let me know! Sales Leadership: your menu for personal and professional success. Several of our recent blogs have begun to discuss the business and sales management aspects of being prepared for 2011. Thin or thick crust? link].

The Power of Impact: what is your plan for 2011

Your Sales Management Guru

The entire family votes on the best proposal-what a way to teach the power of impact.  As 2010 ends and we begin to define our new goals for 2011 I challenge our readers to not only set your goals professionally, but seek out an idea designed to have an impact on the world or even on a single person’s life and then act on it!  It will surprise you how you feel and how it will improve your life. The Power of Impact; what is your plan for 2011. An interesting Thoreson theorem; the more you personally impact the lives of others, the more you succeed professionally.  Move up and move ahead!

Sales Leadership: The importance of a 2011 Sales Kickoff Meeting

Your Sales Management Guru

Perhaps 2010 was great year for your sales team or perhaps it was a struggle and a disappointment. Sales Leadership: The Importance of a 2011 Sales Kick Off Meeting. In either case starting to plan your 2011 sales kickoff event is an important action during November. There are many reasons to make sure this event is properly orchestrated. You MUST focus on building belief that your team has “moved” forward and make note of all successes-even the minor ones. You can announce your yearlong sales contest at your kickoff meeting. This needs planning and arrangement. Have fun. Ken Thoreson.

Sprint to the Finish–It’s that time of year…

Your Sales Management Guru

With that economic domino effect affecting us all as 2010 winds down, ending the year on a high note will be more challenging than ever. Following are five additional steps to help you stay out in front as you approach the 2010 finish line: Count the days. Sprint to the Finish—–It’s that time of year…  A shaky banking industry. Roller-coaster days on Wall Street.  Budgets being cut. Purchasing decisions being delayed. At Acumen, we’ve been offering the following advice to our clients and their sales teams: Keep it in perspective. Stay optimistic.

Zen and the Art of Snow Shoveling

Your Sales Management Guru

Zen and the Art of Snow Shoveling. What does that title have to do with Sales Management? After spending 20 years growing up in Wisconsin and another 30 years in Minneapolis, I finally connected the dots after waking up this morning in East TN and having to shovel my driveway!  At 22 degrees, and enough snow to make my rather steep driveway a challenge to “get out of”, I put on the Volunteer stocking hat, gloves and began the process. At first the brisk air and crunchy snow felt like old times but then the pattern began and the Zen and Art kicked in. Acumen Management Group Ltd.

Sales Leadership: Time Management Tips

Your Sales Management Guru

Sales Leadership: Time Management Tips.   How to Manage a Successful To-Do List. Get in Habit of Doing a To Do List every day. Be Realistic and Aware of Your Limitations. Don’t Over Schedule Events. Allow for Time Cushions. Review Your  List Every Morning. Ask yourself; “why me?”  Is there someone else that can do this? Group Related Activities: Am I prepared to lead the event?   How to Analyze Your To-Do List  . Necessity: Scrutinize each task to be sure it is necessary. All to often we hold items past their usefulness. Special Tips. Plan Your Day: One hour of planning saves you three.

Sales Managers: What are you Thankful For?

Your Sales Management Guru

Sales Managers: What Are You Thankful For?  It’s a short week for many of us in the U.S. because of our Thanksgiving holiday and while many other nations have similar events based upon similar justifications; i.e. thankful for successful harvests, it is always important for everyone to pause, at anytime, and consider what they are thankful for. Even in the tough times that many of us have experienced during the past 3+ years reflecting on the good and positive elements of your life is important. It will enhance your relationship with that person for ever. What other items should make the list?

Traits of Successful Companies-rate yours

Your Sales Management Guru

During the past 13  years of working  consulting we have developed a list of traits and values that characterize successful companies:   Corporate culture is deep and consistent. Business strategies come first. Business development effectiveness is essential  . The best practices are consistent from industry to industry. Sales is a corporate priority. Structured process is key to success. Teamwork prevails. Training and recruitment are critically important. Compensation is linked to corporate objectives. Corporate image and branding is important.  . Highly recommend reading….

No Regrets: Your Recipe For Personal/Professional Success

Your Sales Management Guru

No Regrets: Finding Your Recipe for. Personal and Professional Success. This is an excerpt from my upcoming book: Success Simplified with Stephen Covey. Wright: Ken, tell me about your idea of no regrets, finding your recipe for personal and professional success? Thoreson.  It began in my professional life, working as a sales leader and vice president of sales for more than fifteen years. For the past thirteen years, I have been consulting with clients helping develop high performance sales teams. Wright. Thoreson. My goal is to enhance the success factor for everyone. Wright. Thoreson. Wright.

Know Your Competition-Sales Management

Your Sales Management Guru

Strategic sales managers know they must be creative when it comes to developing a sales strategy. With fewer opportunities in most pipelines these days, salesforce management is increasingly focused on executing brilliantly on each and every sales opportunity.  . One component in sales team training is to perform a semiannual competitive assessment. Here’s Certainly, this number can vary. Step 2: Depending on the number of salespeople, we assign each competitor to one or more salespeople. They’re Two, copies of their Web site should be in their presentation. Move up and move ahead!

Planning Your Sales Training

Your Sales Management Guru

Planning Your Sales Training.  In my soon to be published book on Sales Management, one topic I discuss in great detail is salesperson development and training. Besides recruiting effectively, training and development are the next most important aspects of the sales leader’s job. While Acumen Management is not a sales training firm, we do focus on the facts that sales management MUST focus on sales training within their own firms. Prior to each quarter we suggest spending 2 hours and carefully review the needs of your team and develop a program to address each issue. Ken@Aacumenmgmt.com. link].

A Walk Through a Broken Organization

Your Sales Management Guru

Let me know your thoughts on this example and your perspectives on moving forward in 2010. After 13 years of consulting with organizations and many years working with independent partner teams I have seen many situations and many similar environments. thought this week you might like to match up your organization to the one I have created in the URL below. Most importantly, I have offered several ideas how to create an even higher performing organization. link]. Ken@AcumenMgmt.com. www.AcumenManagement.com for more free videos on Building Predictive Revenue.

URL 2

On Schedule…

Your Sales Management Guru

On Schedule. Whew, two weeks without writing my blog. What happened? I was on vacation. I won’t bore you with my highlights or pictures; however you do know the sales management guru will turn his vacation experience into a sales leadership analogy. My vacation started in Budapest, traveling by boat to Vienna, Melk, Passau and Nuremburg, we then traveled to Prague by bus. One of the interesting experiences was traveling through a series of 25 river locks that allowed the boat to move easily up and down the various levels of water on the Danube. Move up and move ahead!

Creativity… a Sales Thing!

Your Sales Management Guru

June XX, 2010— Ken Thoreson , Acumen Management Group president, has been cited by two of the sales industry’s leading online sales organizations for his social media savvy and blog excellence— InsideView’s IV50 list and BuyerZone’s All About Leads 20 Top Blogs. Creativity… It’s a Sales Thing! There is no question about it, top performers are more creative that your average salespeople. They seem to come up with unique ideas to prospect, find ways to enhance client relationships and they close more effectively. The good news? Be open : listen to others, try to accept new ideas.

When You Leave.Your Office

Your Sales Management Guru

When You Leave. Sales leaders sometimes travel and sometimes they even take the time for a vacation! I can remember leading a sales management workshop 10 years ago when at a break it seemed almost everyone ran to a phone to check in and “put out fires”. Two of attendees stayed behind and chatted casually about the class or other topics.  It was a clear study of who were in control and perhaps who were not, the two sales managers must have known that even without them, their team and organization would continue to function. One : Make your team independent of you. Two : Assign Responsibility.

Build a Personal and Professional Vision for Growth

Your Sales Management Guru

Cleveland, OH May 19, 2010 – Diane Helbig, business development coach, author and host of the Accelerate Your Business Growth Radio Show on BlogTalkRadio,Radio will be welcoming Ken Thoreson of Acumen Management Group to the show on Monday May 24, 2010. Build a Personal and Business Vision for Growth May 24th on Accelerate Your Business Growth Radio Show. This show is sponsored by WIN – Women in Networking. WIN is an organization that empowers female professionals. Networking, growth, resources & community service are the foundations of WIN.

When Plagiarism is NOT Flattering

Your Sales Management Guru

Michael posts to his site virtually every day, and the articles are of a very high quality -he goes to great lengths to protect “his&# copyright: “©Copyright 2010 Michael J. Copyright 2010 All rights reserved. When Plagiarism Is NOT Flattering. The following blog is from a friend of my from TOP Sales Experts, a group of International consultants in Sales and Sales Management.  His subject matter is important to us all, I know, I have actually attended a conference and heard other speakers using my content and PPT slides that resemble mine.  Ken@AcumenMgmt.com.  . Exactly.

The Mental Side of Sales and Leadership

Your Sales Management Guru

The Mental Side of Sales and Leadership.   I read a quote once supposedly by Jack Nicklaus: “golf is 80% above the shoulders” and as a bogey golfer I have come to totally appreciate that comment and admittedly it is a problem for me.  I asked Jim West, our Director of Golf what his recommendation would be for a book or video on the mental side of golf…he quickly suggested:  The Golfer’s Mind , play to play great, by Dr. Bob Rotella, I found it on Barnes & Noble and four days later it arrived.  On the plane to Seattle Sunday morning I read about ¾ of the book. Move up and move ahead!

And Then Some….

Your Sales Management Guru

No Regrets, a Do-Over Recipe for Success. This weekend I was working on my next book and the ending of my chapter described  my keynote program: “No Regrets, a Do-over Recipe for Success”.  I thought I would share this with you as we move into the dog days of Summer. This is what a No Regrets, Do-over Recipe and Building a Personal recipe for success is all about. Abraham Lincoln made the comment, “It’s not the years in your life that count, it’s the life in your years.” It’s important to be able to bring balance together, learn to use the ingredients you have, and know what you want from life.

The Power of Net-New

Your Sales Management Guru

Growing Your Company: The Power of Net-New. Partners who focus on net-new clients will see growth; but you’ll need focus and correct execution to really pull out a win. Over the last few years as we’ve worked with partners in strategic planning sessions to help them build predictable revenue, one trend we’ve found is that clients who focus on adding net-new clients experience greater revenue growth. If the answer is yes, then the first metric to be set is a specific number of net-new clients sold per quarter. Create a marketing plan to assist in attracting net-new prospects.

Making it to the Top

Your Sales Management Guru

Making it to the Top. Making it to the Top, and other phases like it typically refer to exceeding your sales quota or becoming a top performer in your organization. Sales leaders have used these words to create sales contests, set goals and sales themes for the year and …so have I, and last Friday I made it to the top! First, I will be honest, I took Friday off.  At 7AM eleven people drove about 90 minutes to Smoky Mountain National Park to begin a 5.5 mile hike up Mount LeConte and reach its pike at 6600 feet. Secondly, it was a hard and difficult hike. miles.  Move up and move ahead!

It’s Almost August- 5 Steps to Finish Strong

Your Sales Management Guru

It’s Almost August-5 Steps to Finish Strong. As a strategic sales leader you need to be proactive in your thinking and actions. By now the summer is almost over and you need to be concerned about exceeding Augusts’ quotas, achieving September’s goal and the fourth quarter sales numbers. Do you need a few quick marketing lead generation programs? 3)      Carefully measure your leading indicators to see if your salespeople are taking the summer off. Sprint to the Finish’ could be a theme? This will build team work and shows appreciation for everyone that serves sales during the rest of the year.

Finding Opportunities

Your Sales Management Guru

Finding Opportunities. Last week I spoke at Microsoft’s World Wide Partner Conference, with 14,000 attendees it was a terrific event. The amazing action to watch was the volume of conversations taking place-not necessarily just on the Expo floor but EVERYWHERE! At this event Microsoft has created a software tool called “Connect” that allows anyone registered to search the registered list of attendees and arrange for a meeting in a predefined area for a 30 minute “speed date” or even to arrange a meeting at some other location. What does all of this mean to you? Move up and move ahead!

Sales Puny? Need a Workout?

Your Sales Management Guru

Is your organization and your sales team suffering from: Puny Revenues?  Weak Results?   It Maybe Time for a Sales Leadership Workout!   A  one &  1/2 Day Regimen for Getting  Your Sales Organization in Shape   . Build a proactive approach to Sales Management 2.0 that creates predictive revenue and a self-managed sales team.  Learn how other top performing sales leaders have muscled up their teams to pump up predictable revenues. Here’s what they have to say about the event:   “Great Content, Energetic Deliver, High Value.”     “Outstanding, just what I needed.” value). value).

Learning from Losing?

Your Sales Management Guru

Learning from Losing. In most of our client consulting engagements we strongly recommend that “win/lost” reports are completed. This is a process of reviewing all sales that occur and those that don’t!  We suggest this action is performed in two steps. The first step is between the sales manager and the salesperson, during this phase the sales leader simply probes as to what the salesperson believes are the reason the prospect purchased or did not purchase your solution. Questions are asked regarding levels of communication, perceived benefits, pricing and competitive situations.

Changes in Sales & Sales Mgmt? What do you think?

Your Sales Management Guru

Changes in Selling or Sales management? Living in the Southeast where football is a lifestyle, the radio sports talk shows and the newspapers sports pages are covered with discussions regarding the changing PAC 10, Big 12 and even Nebraska going to the Big 10 and the potential impact on the SEC. The changes that could occur impact TV, basketball and all non-revenue sports and as expected-there are opinions on all three sides of each issue. As someone who usually has an opinion on most subjects, I jumped into the discussion. However the job of sales and sales management has not changed. Sales 2.0”