Your Sales Management Guru

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Sales Management End of Year Checklist

Your Sales Management Guru

In 2017 are the strategic goals of the company changing? Sales Management End of Year Checklist.  . While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. Did it achieve your goals for 2016?

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10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

Our research shows that top performers not only understand each customer company — they understand the person making the buying decisions as well. The 10 Traits Buyers Seek in Sales Superstars. Selling yourself is the first step. What really separates the best salespeople from the rest of the pack? Those discussions are critical for making sales. Listen. Tell the truth. See No. 4.

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Once they engage with a prospect, top sales professionals know they can both help the prospect and increase their company’s potential sales success through a deeper discovery phase. Consider again the myriad priorities within the prospect company and the limited availability for executive support and investment capital or expense. Three Magic Questions a Sales Manager Must Know.

3 Secrets to Success from John Wooden

Your Sales Management Guru

This was the majority of my program that I called the Effect of Emotional Leadership, Sales Leaders must build a culture of team, of belief in the company/products/services and a focus on team accountability.  Three Secrets to Success from John Wooden.  . The specific article covered a young coach, Dale Brown meeting with John Wooden, the Hall of Fame UCLA basketball. Ken@AcumenMgmt.com.

B2B Loyalty, The B2C Way

Find out how consumer loyalty principles can help B2B companies reward, recognize, and engage their customers

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

Remember that you need the right combination of skills and attitude for this person to be both productive and to assimilate into the company’s chemistry and culture. Understand these and you can more effectively choose the right person for the job and for your company. Ask yourself: Is it the person or the previous company that caused past concerns or problems?

Put a Little Personality into Selling

Your Sales Management Guru

As a professional you will need to research a client’s growth plans and show how your solution will benefit the client company. 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. People are complicated.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

Just week I heard that comment from a new client and he was the President of the company.  Why can’t I get an accurate forecast? Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution? Many consultants would drag out their “scorecards or methodology” to fix the issue, instead let’s first learn to diagnose the signs and why the problem exists.  Beyond your current monthly pipeline values future pipeline dollar values are not listed. The salespeople do have not a defined closing plan for active opportunities. What’s the action plan?

Emotional Sales Leadership

Your Sales Management Guru

Provide a vision: where will the company/sales team be in 18-24 months? HINT: Visit client offices to see the impact you company has had on their organization. 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?

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B2B Marketing Trends for 2016

Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. customer/stakeholder goals of my company, and what do I need to make. company sales rep, it becomes even more vital that both groups understand the buying process from. There will be more companies developing SLAs between sales and.

Trade Shows Can Work!-new idea!

Your Sales Management Guru

Ken. I see the same thing at every trade show: hundreds, if not thousands, of company personnel standing around, wearing their logo shirts and nodding politely to passersby, or worse, staring at their phone. In your booth, set up the radio/podcast area and then conduct the interview (about THEIR company, not YOURS) at the show. Trade Shows Can Work-new idea ! Shame. Really? Simple.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

Recruiting is a commitment; it should consume about a fifth of the sales leader’s time, and the process should be as well organized as the company’s sales methodology and forecasting systems.  Ask company leaders to make a list. Ask your company’s most successful sales representatives to complete a personality profile or psychological test administered by an outside party.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

Sales leaders must continually keep their sales teams focused on goals and activities that make their teams and companies successful. Build belief in your company, and boost your team’s confidence in its products/services with visits to your satisfied customers, reference letters, or customer visits and presentations to your entire organization about their satisfaction. Take Action.

Build Predictable Revenue

Your Sales Management Guru

Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts. We believe most organizations can improve their profitability by increasing the Discipline, Accountability and Control within their companies. It is critical that companies of all sizes focus on the need to train employees-continuously.

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7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

During the sales process your company’s value proposition must be proven. 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. By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance.

B2B Marketing Trends for 2016

Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. customer/stakeholder goals of my company, and what do I need to make. company sales rep, it becomes even more vital that both groups understand the buying process from. There will be more companies developing SLAs between sales and.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

KiteDesk collects and scores connections found in employees’ emails, calendars and social networks as well as CRM so they are easily accessible and searchable by anyone in the company.   Get 300 free leads from KiteDesk when you sign up for KiteDesk today. inviting a larger list, posting more ads on social media or co-branding the event with another company). By Sean Burke.

Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

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. Typically the sales organization is concerned about the now – what is missing from your company’s offering versus the competition. As a key manager, this is an opportunity to help the company and your team. Why product managers and salespeople should be friends. At Acumen Management, we believe that is unfortunate as there a great opportunity being missed. Herein lies the opportunity. What’s next?

The Soft Edge; where great companies find success

Your Sales Management Guru

Where Great Companies Find Lasting Success. This is an excellent management book for any level in any company, I recommend to my clients that they need to read a minimum of two business books a year and this book makes my 2015 list! The Soft Edge. This week’s blog is a book review, The Soft Edge by Rich Karlgaard, published by Jossey-Bass. Trust. Smarts. Teams. Taste. Story. Books

What is all this talk about added value?

Your Sales Management Guru

During my keynote at a recent sales kickoff meeting I opened up the dialogue regarding how salespeople and organizations need to not only create value to separate themselves from their competition buy also the need for a company to prove their value proposition during the sales process.  This added value, proved the companies value proposition and added a unique phase to the relationship. 

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B2B Marketing Trends for 2016

Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. customer/stakeholder goals of my company, and what do I need to make. company sales rep, it becomes even more vital that both groups understand the buying process from. There will be more companies developing SLAs between sales and.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

If no names were offered, the salesperson would then ask if they could “ at least ” use the customer’s name as a reference.  If a yes was received, then all the surrounding firms in the customers geographic area were called on as well as all related companies within that customers general line of business or vertical market were contacted. Exceeding your Summer Quotas. Drop those lines.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

During the sales process your company’s value proposition must be proven. 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. This was important because the sales team was generally inexperienced.

Know When to Say When

Your Sales Management Guru

At my last company when we won a deal, it would be active in our CRM system on average for 90 days. He is a recognized thought-leader in sales process and effectiveness, and has previously co-founded three successful technology companies: Innoveer Solutions, C-Bridge, and Open Environment. There are many skills a salesperson  needs to perfect to become a legendary seller. 

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

Are your company’s goals aligned with the compensation/quota programs? 1, 2, 3, 4, 5. Acumen Management Group, Ltd. Sales Management Audit Plan. Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without Authorization. PLEASE SCORE 1-5, 5= HIGH. Rate how well do you know the true or real total value of your pipeline? 1, 2, 3, 4, 5.

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Sales Management Shouldn’t be a Horse Race

Your Sales Management Guru

Do you have a quarterly plan to train your sales team on: products/services, sales skills, company operations? Does your company have a strong value proposition and can your sales team articulate it? Sales Management Shouldn’t be a Horse Race. First of all I don’t enjoy gambling and second, I really don’t know how to read a horse racing program. When it comes to betting on a horse race I tend to look at the color of the Jockey’s silks or the name of the horse. It happens in so many aspects of the job of sales leadership. What do I mean? What is your vision for the next 24 months?

Are You the Maestro of Your Sales Team?

Your Sales Management Guru

Obviously I am drawing the analogy back to you as the sales leader.  I see many times where the executive or sales manager are caught off guard; missed forecasts, someone leaves the team unexpectedly, marketing programs are unsuccessful or salespeople cannot accurately sell products/services or your company. Are You the Maestro of Your Sales Team? This was a musical weekend. 

Smart Salespeople: Power Network Map

Your Sales Management Guru

Smarter Salespeople: Power Network Map. This blog is dedicated to salespeople that never want to “dial for dollars” or who never want to make a cold call again! Now that I have your attention…. During a recent client sales meeting we talked about the power of networking, the need to expand the influence of one’s reach and effective ways to find new and better sales opportunities. Smooth move.

Do You Know Your A, B, C’s?

Your Sales Management Guru

In many cases we have found that many companies are over supporting a large number of their customers and many C based clients are also the slow pay, unhappy customers that cause the most pain. Do You Know Your A, B, C’s? How to dramatically improve revenues & profitability. Depending upon the client’s situation, one of the top five actions we take is to perform an A, B, C analysis of their customer base. If you are unfamiliar with this concept essentially the client generates a list of all their customers showing total combined revenues and margin over a recent 3 or 5 year period. 

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If It Isn’t Fun, It isn’t Selling!!!

Your Sales Management Guru

Sales Managers that created a culture of high performance always made sure they   brought an approach to managing that included accountability and high expectations, but also one where the team had fun together.   A few ideas to focus on: Build Belief: make sure your sales teams believe in your company, products/services and each other. If It Isn’t Fun, It isn’t Selling!!!

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Selling to the Point

Your Sales Management Guru

The story revolves around the quest to cut the costs of selling by dropping the in-house sales trainer,  the  CFO uncovers what is separating their company from the competition is the unique sales philosophy of the Rick, the sales trainer. Selling to the Point.   – a book review-. This book should be scheduled for your next Acumen Sales Book Club. The point of selling is buying. Book

The Opposite Side of the Interview Table

Your Sales Management Guru

Or other jobs that are important in the company? How long has that person been with the company? Are they a quality company? The Opposite Side of the Job Interview Table. Tips to Consider when considering a new Job/Employer. Recently a received a call from a former client, he wanted to discuss the potential of considering another opportunity. What is their business strategy?

When are Sales Won or Lost?

Your Sales Management Guru

In all likelihood this opportunity had a high profile within the company and there will be more than passing curiosity about why the company lost or why the company won! The sales person who can do this effectively elevates the prospect’s trust and credibility in the salesperson and their company. When are Sales Won or Lost? WHY is this important to discover?  Actions.

If it is too good to be true, it is! Sales Managers protect yourself…

Your Sales Management Guru

Do you remember early on in your career getting really excited when you got a call that went something like this, “Hey John, we are on a fast track to select a vendor this week for our mega project and we hear your company is really good. Situation #1 is extremely rare and is almost certainly because the person contacting you has a previous relationship with your company or someone else has directed them to contact you. For example, a new VP or Director has joined the prospect company and quickly realizes there is a need for your product or service. Call me right away!”.

Trade Shows Don’t Work

Your Sales Management Guru

 . Trade Shows Don’t Work. have heard that phrase and similar comments from people about why they don’t include trade shows in their marketing programs, when in reality the reason many organizations do not gain a payback from their trade show investment is “they” don’t work the trade show. You only have a few seconds as someone walks past your booth to capture their interest or make an impression-does your booth do that? Take the time to look at your booth with fresh eyes or simply ask your sales team to tell you what the booth says…to them. This is obvious when there no traffic in the booth.

Old Ways of Doing Business, No Longer Work

Your Sales Management Guru

Indeed, emotional competence makes up about two thirds of the ingredients of star performance in general , but for outstanding leaders emotional competencies – as opposed to technical or cognitive cues – make up 80 to 100% of those listed by companies as crucial for success. Those who cannot - or will not - change are withering. And that is as true for employers as it is for employees.

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Do you Dominate the Conversation?

Your Sales Management Guru

He retired from his advertising company in 2010 after 38 years in business. Do You Totally Dominate the Conversation? This week I have asked a friend of mine to share one of his blog posts, Bob Terson has much to share, this topic is one of the secrets to sales success. Ken Thoreson. Both were with professional sales trainers, who shall remain anonymous; I have no wish to embarrass anyone.

What Happened at the End of the Workshop?

Your Sales Management Guru

Sales teams run on emotion; personal emotion of belief in themselves, the products/services they deliver (and their results for their clients) and the ability of the company to execute effectively. Companies need to take a similar approach to capturing and preserving their histories. What Happened at the End of the Sales Leadership Training Workshop? Recruiting and hiring sales teams.

Important Grammar in Business Presentations

Your Sales Management Guru

Good writing speaks volumes about the person and company behind the presentation. Your presentation represents you and your company. Just How Important Is Proper Grammar When it Comes to Business Presentations? Ken; We have a guest blog this week, a topic that is absolutely key in emails, presentations and meetings. Hope you enjoy! They’re judging you. Always Revise. Sleep on It.

Sales Management & The Impact of Social Media

Your Sales Management Guru

The question becomes, where do we go from here now that  social media as we know today has been generally accepted by individuals and corporations, what happens as we move into the Stage 3.   Jay McBain, from Channel Eyes, a social media/network company focused on the IT Channel,  commented that in his research on the topic;  “social would overtake websites as the #1 source of information and online engagement in 2012”. Sales Management and the Impact of Social Media. Ken Thoreson. In the traditional sense of a new product introduction, social media is moving through various stages.