Your Sales Management Guru

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Sales Compensation Planning for 2017

Your Sales Management Guru

His blog has been rated in the sales blogs in the world! Blog:  www.YourSalesManagementGuru.com. Creating a Sales Compensation Plan for 2017. When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for many companies with diverse products and services that include: a mix of products and services.

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Sales Management End of Year Checklist

Your Sales Management Guru

While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. If you have other ideas or suggestions please comment within the blog so that all of our readers can benefit. ?       Evaluate your sales team.  His blog has been rated in the sales blogs in the world! Have fun and go sell something!

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Build Your 2017 Pipeline NOW!

Your Sales Management Guru

His blog has been rated in the sales blogs in the world! Blog:  www.YourSalesManagementGuru.com. Now is the Time to Build Your Pipeline for 2017. At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines. 

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The Perfect Close

Your Sales Management Guru

Readers of this blog know I am a firm believer in the art of discovery and James hit this out of the ballpark-a chapter that can’t be missed. His blog has been rated in the sales blogs in the world! Blog:  www.YourSalesManagementGuru.com.  . The Perfect Close. -A book review-. You can find it on Amazon. Are you working the right opportunity-4 Questions to Test the Deal.

B2B Marketing Trends for 2016

marketing topics on the Webbiquity blog. ranging from single-person businesses to $1 billion+ corporations. A few recent success stories:  Doubled a large office products company's online footprint, launched a successful blog, increased organic search traffic to its main corporate site by 74% over a two- year period, and grew Web-generated leads by 79% in a challenging economic environment.

3 Secrets to Success from John Wooden

Your Sales Management Guru

This is pretty obvious to readers of this blog or have purchased my book “Recruiting High Performance Sales Teams”. His blog has been rated in the sales blogs in the world! Blog:  www.YourSalesManagementGuru.com.  .  . Three Secrets to Success from John Wooden.  . John went on; the three things that I am going to tell you are fairly simple if you want to be successful.

The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

Blog:  www.YourSalesManagementGuru.com. The One Must Do Action Step to Ensure a Great 2015. What is the first action all salespeople must do to begin each year? It’s simple, but many times overlooked. The objective of this meeting is actually made up of many sub-steps. It’s the inner desire to serve clients that separates the average performer from the top producer.

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting. Add it to your sales library today! Question: “How do you get a salesperson to stop working?”. Answer: “Put a phone in front of him.”. Disproving the Myth.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

His blog has been rated in the sales blogs in the world! Blog: www.YourSalesManagementGuru.com. The Only Sales Guide You’ll Ever Need! -a book review. It must be book time! And what a perfect time to up the performance of your entire sales organization. Anthony Iannarino has brought together the ideal sales guide and without question this book qualifies for the Acumen Sales Book Club. It is a must read because it covers the essentials of what top performers already know and do. This book will lift the performance of everyone on your team. preorder.theonlysalesguide.com.

B2B Marketing Trends for 2016

marketing topics on the Webbiquity blog. ranging from single-person businesses to $1 billion+ corporations. A few recent success stories:  Doubled a large office products company's online footprint, launched a successful blog, increased organic search traffic to its main corporate site by 74% over a two- year period, and grew Web-generated leads by 79% in a challenging economic environment.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

LinkedIn: read my blog on Acumen Power Networking or ask me for it: Ken@AcumenMgmt.com. Blog: www.YourSalesManagementGuru.com. Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives.

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

Next blog: profiling job candidates.  . Blog:   www.YourSalesManagementGuru.com.Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting). You’ve got sales quotas, plans and deadlines. That adds expense, disrupts your sales team and, potentially, creates a customer service disaster.

Put a Little Personality into Selling

Your Sales Management Guru

Blog:  www.YourSalesManagementGuru.com. Put a Little Personality into Selling. The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it. The Director is to the point, and focused on the job. Relationships are not important. Many executives can be analytical.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

Blog:  www.YourSalesManagementGuru.com. Why can’t I get an accurate forecast? Just week I heard that comment from a new client and he was the President of the company.  Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution? Many consultants would drag out their “scorecards or methodology” to fix the issue, instead let’s first learn to diagnose the signs and why the problem exists.  Beyond your current monthly pipeline values future pipeline dollar values are not listed. What’s the action plan? Third, it takes training. 

Sales Management: What is your goal–today?

Your Sales Management Guru

Blog:  www.YourSalesManagementGuru.com. Sales Management: What is your goal—today?  . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business.  The person responsible for driving revenues has to focus on their sales team; its activity levels, their sales opportunities, morale/emotion, training, customers, perhaps marketing as well as other departmental interactions. It is because of these numerous aspects that many sales managers get distracted or lose focus. How about you?

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B2B Marketing Trends for 2016

marketing topics on the Webbiquity blog. ranging from single-person businesses to $1 billion+ corporations. A few recent success stories:  Doubled a large office products company's online footprint, launched a successful blog, increased organic search traffic to its main corporate site by 74% over a two- year period, and grew Web-generated leads by 79% in a challenging economic environment.

Sales Management: The need for creativity

Your Sales Management Guru

Past blogs and our monthly newsletters have covered personality styles and time management so this week I thought I would address creativity. Blog:  www.YourSalesManagementGuru.com. Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. The good news? What were the results?

Emotional Sales Leadership

Your Sales Management Guru

Blog:  www.YourSalesManagementGuru.com. Emotional Sales Leadership. I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional leadership. The interviewer asked me a series of questions regarding the topic and why I felt it was a critical success factor for most organizations. So what specifically can any leader do to create Emotional Leadership?

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If you had it to do over again?

Your Sales Management Guru

Blog:  www.YourSalesManagementGuru.com. If you had it to do over again; what would you do differently-if anything? Self Help for Salespeople. Every high performing salesperson and sales leader most likely has used this phrase to increase their professionalism. Have you? Its purpose? One of the other benefits is during a sales training classroom situation. Which are you?

7 Steps to Success for Sales Managers

Your Sales Management Guru

His blog has been rated in the sales blogs in the world! Blog:  www.YourSalesManagementGuru.com. 7 Steps to Success for Sales Managers. -A book review-. After being a VP of Sales, consulting on sales management for 19 years and after writing four books on sales management, Max Cates, author of 7 Steps caught my attention in the first five pages. Hire for Traits, not Skills.

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Trade Shows Can Work!-new idea!

Your Sales Management Guru

NOTE: Several weeks ago I wrote a blog on “ Why Trade Shows Don’t Work” , shortly after a good friend, Todd Schnick, wrote me a note to discuss how he makes trade shows work!  I asked Todd to write a blog regarding how he works with organizations in a very unique manner using podcasts.  The blog below is Todd’s.  I hope you enjoy!  Blog: www.YourSalesManagementGuru.com.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

Blog:  www.YourSalesManagementGuru.com. Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “ If you can find good people, they can always change the product/service. Nearly every mistake I’ve made has been in picking the wrong people, not the wrong idea. Arthur Rock, Harvard Business Review, 1987.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

Blog: www.YourSalesManagementGuru.com. 11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. However, there’s one big difference. Therefore, their perspective must be short-term revenue generation. Mobilize by motivating.  .

One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

It’s not the purpose of this blog, but the first action is to read the last two week’s blogs on “ Hiring High Performance Sales Teams” but reality is here, it’s the third quarter and you have to work with the team that’s in place and your sales goal has been set. Blog: www.YourSalesManagementGuru.com. One Action You Can DO to Exceed Your Quota. What do have to lose?

Sales Leadership: Why Winners Win!

Your Sales Management Guru

My blog on Creating Intensity is also focused on the emotional aspects of sales leadership and sales team performance. Blog:  www.YourSalesManagementGuru.com. Sales Leadership Thoughts:  Why Winners Win! Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. Work on the positives of life.

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Build Predictable Revenue

Your Sales Management Guru

Blog: www.YourSalesManagementGuru.com.  . Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever! In recent years, organizations have gotten better at analyzing financial statements, refining manufacturing procedures, reengineering business systems and improving marketing effectiveness. Interestingly, I see many VAR organizations that are struggling. Planning.

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7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

Blog:  www.YourSalesManagementGuru.com. 7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance. Additional products and services cropped up.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

KEN: We have a guest blog this week, during the past year, our research  told us that “prospecting” was the #1 issue  facing sales leaders.  I think you will find this interesting. Blog:  www.YourSalesManagementGuru.com. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk. You host and/or participate in webinars and online chats.

Creating Intensity

Your Sales Management Guru

Notice, in this blog I used the word Sales Leadership not Sales Management, there are two different aspects to building a high performance sales team, leadership and management- you must know the difference and you must be both! Blog: www.YourSalesManagementGuru.com. Creating Intensity. The Job of Sales Management. Series of Tactical Actions to Drive Success. Be on top of everything….

Sales Management & Discipline

Your Sales Management Guru

In past blog’s I have discussed the need for sales management to have discipline, accountability and control, and while I had introduced this to my client several years ago it slipped away. Blog: www.YourSalesManagementGuru.com. Sales Management and Discipline. Last week it happened-again. received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! The President wanted some answers and certainly a fix. So what are our next steps?

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What is all this talk about added value?

Your Sales Management Guru

Blog:  www.YourSalesManagementGuru.com. What is All This Talk about Added Value? mind is like an umbrella, it must be opened to work…. Many organizations express their value on their website or marketing brochures, but fail in this important step of proof. It comes down to the fact that without value added, anybody can do what you do, including your competition.

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Efficient Effectiveness: Sales Leadership

Your Sales Management Guru

Blog:  www.YourSalesManagementGuru.com. Sales Management Thought Leadership:  efficient effectiveness. As an Eagle Scout I can discuss the topic of “Be Prepared” easily and based upon this past Sunday it even has more credibility. Boom’s Day” the largest fireworks display in the U.S Did I mention the potential of rain? Do you have a plan? If you lose a salesperson. Leadership Management

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

Now is the time to act.  In this blog I wanted to give you some specific tactics to deploy immediately to assist you during the typical summer slow times, while I always  consider that an excuse, there  are proven sales leadership actions you can  take  now that will make a difference in your cash flow this summer. Blog:  www.YourSalesManagementGuru.com. Exceeding your Summer Quotas.

Inside Scoop on Lead Follow Up Strategies

Your Sales Management Guru

Ken: This is a guest blog with wonderful insights from a detailed study on Lead Follow Up Strategies by Accounting Software. Blog: www.YourSalesManagementGuru.com. Inside Scoop on Lead Follow Up Strategies. Russ Davidson. Enjoy…and STUDY this. If you’re struggling to connect with web lead contacts, you’re not alone. How many calls should be attempted? Definitely not. versus 22.2%).

Know When to Say When

Your Sales Management Guru

Salespeople: Know When to Say When.   Ken : Today we have are offering a guest blog from Adam Honig who is the co-founder and CEO of Spiro Technologies. There are many skills a salesperson  needs to perfect to become a legendary seller.  But pushing hard for a sale, no matter the circumstances, isn’t one of them.  Sometimes it’s best to know when to say when. Deals we lost? Or can they?

Sales Leadership: 5 Steps to Exceed 2015 Quota

Your Sales Management Guru

There are many variations to concept and I don’t have room to detail in this blog, but the facts are where we have annual team reward trips, I see great sales organizations. Ken@AcumenMgmt.com    www.AcumenManagement.com Blog:  www.YourSalesManagementGuru.com. Sales Leadership: How to Ensure You Exceed Your 2015 Quota. Begin to recruit. Evaluate your compensation plan.

Sprint to the Finish-it’s that time of year…

Your Sales Management Guru

His blog has been rated in the sales blogs in the world! Blog:  www.YourSalesManagementGuru.com. Sprint to the Finish—–It’s that time of year… by Ken Thoreson. An upcoming election. Roller-coaster days on Wall Street.  Middle East issues.  Competitors taking what appears to be drastic measures. There are many distractions. With that economic domino effect affecting us all as 2016 begins to wind down, ending the year on a high note will be more challenging than ever. Here are some ideas and strategies for you to consider: Keep it in perspective.

EDGY Conversations

Your Sales Management Guru

This week’s blog covers an interesting new book written by Dan Waldschmidt, I found that the book certainly has a message that everyone needs to hear! EDGY Conversations. How Ordinary People can Achieve Outrageous Success. book review. In my keynote programs I sometimes state that “we can’t change the way we have lived our lives, but we can change the way we live our lives”. 3f4qb8v9ge.

Sales Management Shouldn’t be a Horse Race

Your Sales Management Guru

His blog has been rated in the sales blogs in the world! Blog:  www.YourSalesManagementGuru.com. Sales Management Shouldn’t be a Horse Race. First of all I don’t enjoy gambling and second, I really don’t know how to read a horse racing program. When it comes to betting on a horse race I tend to look at the color of the Jockey’s silks or the name of the horse. Last weekend a group of East Tennessee friends and I attended Keenland horse racing track near Lexington KY for an afternoon “at the races”. It happens in so many aspects of the job of sales leadership. What do I mean?

Salespeople: Expand Your Reach and Your Income

Your Sales Management Guru

While that program was aimed at executives, I like to address in this blog what salespeople need to do to leverage themselves.  As a sales manager you must not only educate your team on this, but monitor your team’s actual activity. Blog:  www.YourSalesManagementGuru.com. Increasing Your Reach and Your  Income. Develop your list of 5 to 10 networking sources. What has it lead to?