Planning Your Sales Training. In my soon to be published book on Sales Management, one topic I discuss in great detail is salesperson development and training. Besides recruiting effectively, training and development are the next most important aspects of the sales leader’s job. While Acumen Management is not a sales training firm, we do focus on the facts that sales management MUST focus on sales training within their own firms. With our consulting clients we recommend that sales managers must plan their sales training meetings 90 day in advance. MORE >>

This week I thought I would use this forum to let my readers know of Two Sales Leadership training programs in May that you should plan to attend.        The first is Friday May 10 th , Building Predictable Revenue: Sales Management Systems.       The second is May 28 th , 1pm EST: Creating Sales Compensation Plans for High Performance. This is one of 10 Sales Management Training programs from Top Sales Management: read below. As other organizations shrink or cut back learn to take advantage of the opportunity of the lifetime, during the lifetime of the opportunity! MORE >>

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. The company has been growing, not at an aggressive pace but slowly and the sales organization was in chaos, working opportunistically on various sales deals and randomly in the marketplace. The result; the delivery organization is bogged down, low profitability and no insights into the pipeline or sales activity. Each quarter CRM training should take place. MORE >>

3.1.7      Sales Organization. 6.1.1      Compensation targets for sales organization. Develop Human Resources (Link to Build an Organization). Training Plan. 8.1.5      New Hire Training Plan.  . During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America.  Ken Thoreson provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com    www.AcumenManagement.com (website). MORE >>

Dave Pollards environmental philosophy, creative works, business papers and essays. The PKM-Enabled Organization. In other words, most executives either do not see KM as strategic to their organizations, or have lost faith that investment in KM offers an appropriate ROI. Many training departments saw it as the content side of training, and wondered why it didnt report to them. Now, a dozen years after the debut of KM, there has been little significant change in the efficiency, effectiveness or value of information processes or content in most organizations. MORE >>