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YOUR SALES MANAGEMENT GURU
JUNE 4, 2012
Sales Leadership: Salesperson Business Plans
Since it is June and they are on a calendar basis, I made the decision that we would begin to change the culture and begin to improve performance by having each salesperson create a six month personal business plan for themselves.   However, instead of simply asking for a WAG Forecast, I created a special format and now each salesperson has 3 weeks to fine-tune the Personal Business Plan, gain their sales managers approval and then be ready to present it at the July, second half Sales Kick Off Meeting. Sales Leadership: Planning for the Second Half of the Year. link].
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YOUR SALES MANAGEMENT GURU
JUNE 9, 2013
Six Steps to Exceed Your Summer Quota
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. Now is the time to act. 
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YOUR SALES MANAGEMENT GURU
SEPTEMBER 23, 2012
Sales Leadership: The Impact of Creating a Sales Process
Ken provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com    www.AcumenManagement.com.  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? Why is this important?  What hasn’t?
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YOUR SALES MANAGEMENT GURU
AUGUST 3, 2012
The End of Solution Sales
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.  In the Harvard Business Review article the authors make the point-by performing extensive research with many top performing salespeople- that times have changed.  Star salespeople now seek to upend the customer’s current approach to doing business. The End of Solution Sales. Ken@AcumenMgmt.com. .
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YOUR SALES MANAGEMENT GURU
AUGUST 27, 2012
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. Recently I wrote a blog on Cross Selling and Up Selling ( www.SalesManagementGuru.com )  that was well received, but I unlike my blog on Forecasting for the Second Half of the Year, where I discussed Salesperson Business Plans, in this particular client we will be implementing “Account Planning “. Fifth: Build a recipe for your business. 
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YOUR SALES MANAGEMENT GURU
FEBRUARY 27, 2012
Sales Management & The Impact of Social Media
It is my opinion  we have obviously crossed the chasm from Stage 1 into full blown Stage 2 product acceptance and in most cases salespeople and sales leadership have accepted and become comfortable in using forms of social media for their personal lives as well as in a limited business environments. Jay believes there will be a split, a movement to enhance personal social media and the trend to create a “business social media” set of software solutions. What changes do you believe will occur with more “business social media” solutions?   Ken Thoreson. Is your sales process?
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