Your Sales Management Guru

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Sales Compensation Planning for 2017

Your Sales Management Guru

For a quick CoS ratio, simply take an individual’s salary plus commissions earned at 100 percent of quota and potential bonus opportunities, then divide by that person’s revenues to obtain the percentage. Creating a Sales Compensation Plan for 2017. When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. Sizing It Up.

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Sales Management End of Year Checklist

Your Sales Management Guru

Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. Who are keepers, who are laggards?  I like to recommend that Sales Managers create a Personal Development Plan for each person, if you need a template Ken@AcumenMgmt.com. ?       Is your compensation plan working ?  Sales Management End of Year Checklist.  .

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Build Your 2017 Pipeline NOW!

Your Sales Management Guru

Now is the Time to Build Your Pipeline for 2017. 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.  January can be a good month with leftover sales opportunities but many sales teams face a weak February/March.

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Put a Little Personality into Selling

Your Sales Management Guru

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. Approach a persuader informally — go with a first name, listen for personal information and use it as you work to develop a relationship.

B2B Marketing Trends for 2016

Better targeting, retargeting, and website personalization will replace the omnivore approach. Steve Rayson, Director, BuzzSumo [link] B2B Marketing Trends for 2016 8 Take Content Marketing to the Next Level Personalize Marketing with the ICE Formula Personalized marketing is going to be on steroids in 2016. So, how do you personalize marketing? B2B Marketing. Look for.

3 Secrets to Success from John Wooden

Your Sales Management Guru

HINT: for every one person you hire, you need to interview five. Top performing sales managers have the ability to communicate with positive vision, personal awareness and openness. 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. It worked when then needed it.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Then make sure they know what you do and what problems you solve using a personal letter. Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. First, it depends. Care to share?

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

You can’t reach your sales goals without a complete staff, so when someone leaves it’s terribly tempting to hire the first person available to fill the job.Yet, a helter-skelter, frantic approach leads to hiring the wrong person. Make thoughtful decisions, not based on personal preference or prejudice. You’ve got sales quotas, plans and deadlines. Listen, instead of talk.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

Yes, remember forecasts are like the weather person on TV-they have just so so odds of being accurate. Why can’t I get an accurate forecast? Just week I heard that comment from a new client and he was the President of the company.  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.  The salespeople do have not a defined closing plan for active opportunities.

B2B Marketing Trends for 2016

Better targeting, retargeting, and website personalization will replace the omnivore approach. Steve Rayson, Director, BuzzSumo [link] B2B Marketing Trends for 2016 8 Take Content Marketing to the Next Level Personalize Marketing with the ICE Formula Personalized marketing is going to be on steroids in 2016. So, how do you personalize marketing? B2B Marketing. Look for.

Sales Management: The need for creativity

Your Sales Management Guru

Past blogs and our monthly newsletters have covered personality styles and time management so this week I thought I would address creativity. Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. There is no question about it, top performers are more creative that your average salespeople.

Sales Management: What is your goal–today?

Your Sales Management Guru

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 Management: What is your goal—today?  . 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.  It is because of these numerous aspects that many sales managers get distracted or lose focus. Download it and compare it your list. How about you?

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If you had it to do over again?

Your Sales Management Guru

Only through immediate review and correction can a professional continue to improve their skills and learn how to increase their personal effectiveness. We have found that those individuals who are not in life-balance burn out, become ineffective or simply cannot connect on a personal level and achieve higher levels of success. Self Help for Salespeople. Have you? Its purpose?

7 Steps to Success for Sales Managers

Your Sales Management Guru

This emotional connection can only come first when the sales manager is under personal control. 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. And that is all in the first 40 pages! Respect.

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Hire High Performance Sales Teams # 2

Your Sales Management Guru

Because thorough development and analysis of the ideal sales representative profile heightens your chances of recruiting the right person. Here’s how you start: Make your own list of essential sales person characteristics. Ask your company’s most successful sales representatives to complete a personality profile or psychological test administered by an outside party.

B2B Marketing Trends for 2016

Better targeting, retargeting, and website personalization will replace the omnivore approach. Steve Rayson, Director, BuzzSumo [link] B2B Marketing Trends for 2016 8 Take Content Marketing to the Next Level Personalize Marketing with the ICE Formula Personalized marketing is going to be on steroids in 2016. So, how do you personalize marketing? B2B Marketing. Look for.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

It is far better to hire the best person for the job, and not the best available person. 11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. However, there’s one big difference. Now is the time to rally your troops.

Build Predictable Revenue

Your Sales Management Guru

In addition, such a tool helps a salesperson and sales manager, who are looking at planned activities far enough ahead, to ensure that consistent activities are in place to build pipeline values that will provide enough prospect opportunity to exceed individual quotas or personal goals. Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever! Planning. The Plan.

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Sales Leadership: Why Winners Win!

Your Sales Management Guru

Last week after speaking at a conference a person mentioned to me she really enjoyed the topic; Why Winners Win.   It is one of my favorite parts of the keynote and the four points I make wrap up many of the beliefs I hold, so I thought I would share them with you today. Sales Leadership Thoughts:  Why Winners Win! The secret to this ingredient is you can develop it.

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7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

Because of the technical aspect of the team’s offering, introducing a more mature person into the early stages allowed quicker credibility and better insights into the prospective client’s needs. 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.

Creating Intensity

Your Sales Management Guru

Last week my keynote at a sales conference was titled: Building a Culture of High Performance, during the program I discussed this side of leadership and the need for both personal and professional actions one can take to raise the bar of excellence. Creating Intensity. The Job of Sales Management. Series of Tactical Actions to Drive Success. Stay focused on energy-yours and your team’s. 2.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

Because of the technical aspect of the team’s offering, introducing a more mature person into the early stages allowed quicker credibility and better insights into the prospective client’s needs. 2.       Additional products and services cropped up. 7 Benefits of a Prescriptive Sales Process. In most sales organizations, the majority of salespeople are B or C performers.

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. 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 you strategize on the top 10. 1, 2, 3, 4, 5.

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Sprint to the Finish-it’s that time of year…

Your Sales Management Guru

One last tip for coping with today’s economy: In the downturn following the 2008 market collapse, I developed a short personal motto that successfully reinforced the need to keep moving forward.  It was: “Take action. Sprint to the Finish—–It’s that time of year… by Ken Thoreson. An upcoming election. Roller-coaster days on Wall Street.  Middle East issues.  Competitors taking what appears to be drastic measures. There are many distractions. Here are some ideas and strategies for you to consider: Keep it in perspective. Stay optimistic. Keep prospecting.

EDGY Conversations

Your Sales Management Guru

Dan starts with a glimpse of his personal life and throughout the book he brings additional life stories of real people and how they overcame a variety of challenges to succeed in life. If you need a personal lift or want to motivate your sales teams, buy this book. EDGY Conversations. How Ordinary People can Achieve Outrageous Success. book review. Extreme Behavior. 2. 3f4qb8v9ge.

Salespeople: Expand Your Reach and Your Income

Your Sales Management Guru

Create a spreadsheet listing all of the “ Circles of Influence” within your market and assign someone to connect with each person on a regular basis.  Increasing Your Reach and Your  Income. It is a philosophy and tactic that Executives can use to leverage your expertise, your resources and ability to grow your business. Develop your list of 5 to 10 networking sources. What has it lead to? 

Ignite Your Sales Team: Sales Management on Fire!

Your Sales Management Guru

We can arrange for training for individual programs or entire sales management teams with personalized programs. HINT: check out the personal Mentoring option if you want direct coaching on your sales management challenges or you have questions on the training. Ignite Your Sales Team: Sales Management on Fire! To learn more: Take a Test Drive. Recruit a Top-Tier Sales Team.

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Pick up the DAMN PHONE!

Your Sales Management Guru

As a person who has been in the sales world for 25+ years I appreciated her message and the style of her work. Joanne continues… having a personal connection to prospects, understanding what our buyers want from us and delivering results are still the keys to success. Pick up the DAMN PHONE! This style increased the credibility of the material but also added to the ease of reading.

Are You the Maestro of Your Sales Team?

Your Sales Management Guru

good leader has insights into the personal and professional lives of each person on their team, they learn what motivates them and what doesn’t, this meeting allows for open communication and a building of trust. This level of trust is crucial in high performance sales teams when personality’s and tensions sometimes cause conflict. Are You the Maestro of Your Sales Team?

Smart Salespeople: Power Network Map

Your Sales Management Guru

The person was in IT at a local law firm and he opened up to what was happening at his firm, who were players and the challenges/frustrations they were facing. 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…. Smooth move. Then he can begin to sell!

If It Isn’t Fun, It isn’t Selling!!!

Your Sales Management Guru

Focusing on a positive, fun and interactive approach will lead to a connection with that person(s).  Several idea’s to improve the power of connecting: Identify the Personality Style of the person you are speaking with, based upon their style, work with them on their communication mode. But bring your personality. If It Isn’t Fun, It isn’t Selling!!!

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The Opposite Side of the Interview Table

Your Sales Management Guru

What happened to the last person?  How long has that person been with the company? Will that person help me develop my skills and career? 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. Why did they fail?

When are Sales Won or Lost?

Your Sales Management Guru

An expert sales person will not simply accept what the prospect thinks they want but will engage with the prospect to understand the context of the requirements and attempt to explore unstated additional requirements the prospect did not consider, but should. The sales person who can do this effectively elevates the prospect’s trust and credibility in the salesperson and their company.

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

Your Sales Management Guru

What was happening here and what should our starry eyed sales person have done? The person who contacted you thinks they are going to make a decision. 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. The subordinate who is given the task to get the proposals may think there is a decision about to be made, but an experienced sales person will know that is unlikely. If it is too good to be true, it is! Call me right away!”.

Enhancing Your Executive Edge

Your Sales Management Guru

Personal branding. Their check lists and 10 tips are critical in enhancing your ability to manage people, this chapter alone can assist any person in becoming a more effective leader. Kerry/Kim focus on Personal Branding extensively and how to build it; the entire section provides a great level of insight into how individuals can create a real presence. Books

Old Ways of Doing Business, No Longer Work

Your Sales Management Guru

The task of the leader draws on a wide range of personal skills. 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. 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

Dominating the Conversation : I have no doubt both sales trainers I spoke to, when they’re training people, preach the direct opposite of what they were personally practicing; otherwise they wouldn’t be successful. personally, as well as professionally? Let me suggest you monitor yourself at all times when conversing with people—personally, as well as professionally.

Life Enrichment: Personal Performance

Your Sales Management Guru

Life Enrichment: Personal Performance. Since I have been on the topic of Life Enrichment lately, one more topic came into perspective; personal performance. Specifically creating a more enriched life with high levels of personal performance. It is a form of personal performance that breaks the levels of success achievement-either up or down. Are you? Keynote Programs

What Happened at the End of the Workshop?

Your Sales Management Guru

We had 10 people going through our program, all from one client but from 5 different offices, while it was personalized to their specific requirements we did cover the following topics: Building a high performance sales culture. What Happened at the End of the Sales Leadership Training Workshop? Recruiting and hiring sales teams. Leading and managing your sales team. styles of leadership.

Sales Management & The Impact of Social Media

Your Sales Management Guru

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.  It is also my belief that if you aren’t actively using a variety of social media applications in your sales process/organization it is critical you begin to learn to use them and become comfortable with the current social media tools. Sales Management and the Impact of Social Media.