Your Sales Management Guru

Trending Sources

1st Quarter 2017, Are you set up for success?

Your Sales Management Guru

But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2017.  What do you need to do to improve their business knowledge? Have your business objectives changed and therefore your 2017 compensation plans may need to be altered. First Quarter 2017. Are You Set Up for Success? Sales skills. Product/industry knowledge.

Sales 91

Sales Management End of Year Checklist

Your Sales Management Guru

Take our online Sales Compensation Audit   to determine any weak points or check out our blog for new ideas and select Sales Compensation category. ?       Is your 2017 overall Business Planning in progress ?  Assess your entire business and develop a score by department using our online Business Assessment. ?        Need to prepare a 2017 Sales Business Plan ?

Sales 95

The Perfect Close

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. The Perfect Close. -A book review-. The quality of new sales related books coming out is amazing and The Perfect Close by James Muir is another high quality book to add to your library. You can find it on Amazon. Do you have a Plan?-A Checklist to Validate it.

More Sales Less Time

Your Sales Management Guru

Her findings and action plans are a fresh approach to managing a salesperson’s business and personal life by creating a more productive time management plan. In my opinion it is the essence first that in today’s crazy busy sales world, there are many distractions (CRM/Social Media/Internet, sales calls….) for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. More Sales/Less Time. -A book review-. If want to exceed your sales goals this year-read this book…. I am not sure how some people do it?  

Sales 68

B2B Marketing Trends for 2016

better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. What are the business and. my business deliver upon them? B2B Marketing.

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

They teach salespeople to explain how, “your product or service”,  can help achieve key business goals. Top performers focus on helping buyers achieve their business goals. Know the customer’s business. Consider giving your buyers relevant information from The Wall Street Journal , local business journals,  industry magazines and newsletters. Listen. See No. 4.

July is Sales Leadership Month

Your Sales Management Guru

What leading indicators are business drivers? for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. July is Sales Leadership Month. The first half of the year is over, it’s time to reflect on what has worked? And what has not? Based upon your Sales Plan where are you against your quota? Were they successful?

Sales 85

Slammed! Sales Management Book Camp

Your Sales Management Guru

Sales management is one of the most rewarding jobs in business when you know what to do and how to do it. Business planning strategies. How to use Salesperson Business Plans to lead a self-managed team. Slammed! The New Sales Manager Boot Camp. We hear these comments all the time: Revenues are flat. have a problem growing sales profitably. We seem to react to every opportunity.

Sales 56

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

This is critical to begin to build your “business case” for taking action. To win the business requires more than beating your competition – you need to help your prospect communicate the importance of this initiative and gain internal approval. Three Magic Questions a Sales Manager Must Know. Why now? Why with us? Why do anything? Why now? Why with us? Can the competition respond?

B2B Marketing Trends for 2016

better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. What are the business and. my business deliver upon them? B2B Marketing.

3 Secrets to Success from John Wooden

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Three Secrets to Success from John Wooden.  . Last week I was in Chicago keynoting an international association’s sales conference, in preparation I had been making notes and clipping interesting ideas from a variety of sources, one of them was Success magazine. 

Sales 70

The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

When the salesperson truly believes in their product/services and their impact on their clients business -they will go the extra mile to win the order. HINT: This Action Plan is assuming that in December the salesperson has already completed a 6 month Salesperson Business Planning exercise. The One Must Do Action Step to Ensure a Great 2015. It’s simple, but many times overlooked.

Sales 116

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

For example, in the business services segment, contact rates are consistently between 25 and 40 percent. The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. Add it to your sales library today! It gets better.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

In other organizations there is limited marketing of this nature with an expectation that sales will build relationships that lead to additional business opportunities. Are you selling large accounts with a complex sales cycle or are you more transactional with short sales cycles selling to small business?  Your business type will alter what works. First, it depends.

B2B Marketing Trends for 2016

better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. What are the business and. my business deliver upon them? B2B Marketing.

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

You can’t build a business if you have a revolving door.”. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

Chapter 16, Business Acumen: The Ability to Understand Business Principles, explains why business acumen is the new sales acumen. At Acumen we call this Business Guidance selling and knowing business acumen separates the A performers from everyone else. for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance. 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. Books

Put a Little Personality into Selling

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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. Relationships are not important.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

The velocity of the sale or length of time it has been in the funnel is 90 days longer than the average velocity for your business. This happens during the weekly sales meeting, your monthly one on one business reviews and in all coaching environments, this has to be an ongoing process and not simply discussed from time to time.   Do they have a Business Need ? for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Why can’t I get an accurate forecast? What’s the action plan?

Sales Management: The need for creativity

Your Sales Management Guru

Engage in hobbies: your mind must dis-engage from normal business stress, Improve sense of humor: learn to laugh, even at yourself. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Management: The need for creativity! The good news? Be open: listen to others, try to accept new ideas.

Sales Management: What is your goal–today?

Your Sales Management Guru

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.  for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Management: What is your goal—today?  . 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.

Sales 68

Emotional Sales Leadership

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Emotional Sales Leadership. I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional leadership. So what specifically can any leader do to create Emotional Leadership? HINT: Run an annual sales trip contest.

Sales 66

If you had it to do over again?

Your Sales Management Guru

In my many years of business life, the individuals who live their lives with a focus on creating a fulfilling experience are the ones that win in the end.  for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. If you had it to do over again; what would you do differently-if anything? Self Help for Salespeople.

Trade Shows Can Work!-new idea!

Your Sales Management Guru

Have your sales team invite them several weeks before the show to appear on your “business” radio podcast. Next ask your sales team, before the show, to ask the prospect for 5-7 talking points about their business. Todd Schnick is a writer, media and content strategist, and business talk radio host and producer. Trade Shows Can Work-new idea ! Shame. Really? Simple.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

Arthur Rock, Harvard Business Review, 1987. for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance. Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Nearly every mistake I’ve made has been in picking the wrong people, not the wrong idea. Define the Ideal Profile. Why so few?

7 Steps to Success for Sales Managers

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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. Red Flags.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

Look to your partner’s business model to determine how to capture “share of mind”, and reward them for their achievements. Second, develop detailed six-month individual salesperson business plans. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 11 Actions Sales Management Must Take Now!

One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. One Action You Can DO to Exceed Your Quota. This list normally is displayed in the sales manager’s office and could be on a white board or on a paper flip chart. What is the logic behind this recommendation? What do have to lose? Ken@AcumenMgmt.com.

Build Predictable Revenue

Your Sales Management Guru

In recent years, organizations have gotten better at analyzing financial statements, refining manufacturing procedures, reengineering business systems and improving marketing effectiveness. Plus in the business plan each salesperson should set their networking goals and their own marketing plans. Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever! Planning.

Build 70

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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. In most sales organizations, the majority of salespeople are B or C performers.

Sales Leadership: Why Winners Win!

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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. The secret to this ingredient is you can develop it. Work on the positives of life.

Sales 60

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

When email marketing, client referrals, and trade show attendance is not enough, prospecting online provides opportunities to attract new leads to your business. Percentage of Leads Converted to a Sale – all the leads in the world do not matter if they do not translate into closed business at some point. If not, webinars may not be the best source of new leads for your business.

It’s Time to Recruit-not necessarily to hire,, Lesson from the Super Bowl

Your Sales Management Guru

After 8 days and 6 different cities I hope to make sure this message is clear-it’s been a busy week! for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. It’s time to Recruit-not necessarily to hire. Super Bowl Lesson. missed last week’s blog because of some of that travel but I also wanted to make sure everyone had time to consider the blog on sales compensation planning for 2017-it’s a critical component for building a high performance and self managed sales team. Recruiting is not hiring. Recruiting

Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

He is an Associate Partner with Acumen Management Group, a business and strategic sales management consulting firm focused on a world-wide audience. Why product managers and salespeople should be friends. In most companies, the product/service managers have limited interaction with the sale’s team except for the introduction of a new offering or at an annual customer summit. At Acumen Management, we believe that is unfortunate as there a great opportunity being missed. The missed opportunity is the sales team’s immediate understanding of the current market and what prospects are seeking.

Sales Management & Discipline

Your Sales Management Guru

Re-Introduction of a 2016 salesperson business planning tool. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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. After that conversation I next interviewed the VP of Sales.  

Sales 56

What is all this talk about added value?

Your Sales Management Guru

At this highly “product” driven company the salespeople were really struggling to understand the concept of being unique or what kinds of value they could offer, it was a lively session.   In a commodity business it is critical you consider value and what is really value. Step One : Forget what business you are in. What is All This Talk about Added Value?

VALS 68

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

Often when two executives meet to discuss business topics and get to better understand each other strategic topics come out that normally a salesperson working with IT teams are not aware of or are made available to them. Ken provides Keynotes, consulting services and products designed to improve business performance. Exceeding your Summer Quotas. Drop those lines.

Creating Intensity

Your Sales Management Guru

for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance. Creating Intensity. The Job of Sales Management. Series of Tactical Actions to Drive Success. During the balance of the year I will outline 40 steps a sales leader can take to achieve predictable revenue. What does the emotional Sales Leader need to do? 1.

Efficient Effectiveness: Sales Leadership

Your Sales Management Guru

Why is this critically important today?  In any kind of business environment,  the organization that operates the most efficiently generally out performs their competition, in more challenging times a focus on efficient effectiveness must become the mantra for the day. Sales Management Thought Leadership:  efficient effectiveness. Boom’s Day” the largest fireworks display in the U.S