Your Sales Management Guru

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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 ?

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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.

Build Your 2017 Pipeline NOW!

Your Sales Management Guru

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

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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.

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.

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.

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.

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

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.

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: 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.

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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.

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.

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.

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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.

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.

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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?

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.

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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.

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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.

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.

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.  

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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.

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?

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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

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.

Inside Scoop on Lead Follow Up Strategies

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Inside Scoop on Lead Follow Up Strategies. Russ Davidson. Ken: This is a guest blog with wonderful insights from a detailed study on Lead Follow Up Strategies by Accounting Software. Enjoy…and STUDY this. How many calls should be attempted? Definitely not.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

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. Acumen Management Group Ltd. HQNHTN8GWN7Q.

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

How complete is your salesperson Personal Business Plan implemented and is it reviewed each month? 1, 2, 3, 4, 5. How would you rate the effectiveness of your sales contests and business games? Acumen Management Group, Ltd. Sales Management Audit Plan. Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without Authorization.

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Sales Leadership: 5 Steps to Exceed 2015 Quota

Your Sales Management Guru

Review Account Planning and Salesperson Business Plans. Salesperson Business Plans should include more than simple forecasts; they need to include goal setting, training needs, marketing activities and business objectives. Ken provides Keynotes, consulting services and products designed to improve business performance. Begin to recruit. Evaluate your compensation plan.

Old Ways of Doing Business, No Longer Work

Your Sales Management Guru

Old Ways of Doing Business No Longer Work. I 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. As business changes, so do the traits needed to survive, let alone excel, and all these transitions put increased value on emotional intelligence.

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Important Grammar in Business Presentations

Your Sales Management Guru

Just How Important Is Proper Grammar When it Comes to Business Presentations? It takes more than just good speaking skills to give a top-notch business presentation. Whether you’re writing a business plan or chopping down a tree with a chainsaw, you’re much more prone to make mistakes if you’re rushing. Bad grammar is never OK in business. Hope you enjoy! Always Revise.

Salespeople: Expand Your Reach and Your Income

Your Sales Management Guru

Last Tuesday I presented a web cast to a number of people on the topic of how to partner or how to work with other organizations that are “ non-competitive but sell in to your existing market”.   I call these Business-EcoSystem partners. It is a philosophy and tactic that Executives can use to leverage your expertise, your resources and ability to grow your business.