To receive a free weekly sales tip and read his Sales Motivation Blog , visit www.TheSalesHunter.com. Are You a Sales Manager or a Sales Leader? By Mark Hunter “The Sales Hunter”. Today, I have a guest blogger, Mark Hunter. His new book is on my recommended list for all of you., Ken Thoreson, www.AcumenManagement.com. Take a moment and answer this question: “If you are a sales manager – or when you think about the person who manages you – which description rings accurate: Sales Manager or Sales Leader ?”. Far too many sales managers are doing just that – managing rather than leading.  MORE >>

In this blog I wanted to share a few basic ideas from my books on sales management: Leading High Performance Sales Teams and Creating Sales Compensation Plans for High Performance.  Blog:  www.YourSalesManagementGuru.com. Sales Compensation and Having a Fun Summer. Sales Leadership Ideas. At this time of year sales management must be looking at pipeline levels and goals for July/August and determining if there is the necessary level of activity to ensure targets will be exceeded. In both books I share ideas for sales contests/games as well as how to properly.  Contest Sampler. MORE >>

It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan.  www.YourSalesManagementGuru.com   (blog).  .  .   Your 2012 Sales Plan. I have included below the various “categories” you should consider in building a plan. facing in 2012? •          What assumptions are you making about the market in 2012? •          What assumptions did you make about your. offerings in 2011? Still true? •          What assumptions did you make about your company. MORE >>

am honored to have this week’s blog prepared by Jonathan Farrington, he  is a globally recognized business coach, mentor, author and sales thought leader. 'Old Ways of Doing Business No Longer Work. He is the Senior Partner of Jonathan Farrington & Associates , and CEO of Top Sales World , based in London & Paris. Those who cannot - or will not - change are withering. For example, in the old economy, hierarchies pitted labour against management, with workers paid wages depending on their skills, but that is eroding as the rate of change accelerates. MORE >>

Marketing Can Improve Lead Quality By Owning Telephone Lead Qualification  . This guest post is written by Derek Singleton of Software Advice , an online resource that report on technologies, topics and trends in B2B sales and marketing. I read this and thought our readers would want to comment, this is somewhat controversial subject. Let me know  your reactions? Ken Thoreson. Marketing and Sales have long been at odds over whether it’s better to generate a large volume of leads or if it’s better to generate fewer, higher quality leads. Here’s why. Hire at the Junior Level. MORE >>