Your Sales Management Guru

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Sales Compensation Planning for 2017

Your Sales Management Guru

That’s especially true for many companies with diverse products and services that include: a mix of products and services. You’ll need to factor in variables such as new product launches and major promotions, as well as consider your personnel structure. Do you want to open a vertical market, new products? Creating a Sales Compensation Plan for 2017.

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Sales Management End of Year Checklist

Your Sales Management Guru

What does each salesperson need to enhance their productivity in 2017?  www.ChannelEQ.co or Sales Gravy University. ?       HINT: at your 2017 Sales Kick Off Meeting you should have your entire Quarterly Sales Training Plan ready to hand out, topics must include: Sales Training, Product/Services Training and Sales Operations. Sales Management End of Year Checklist.  .

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Build Your 2017 Pipeline NOW!

Your Sales Management Guru

These should include two different messages based upon your products/services that must excite a net new prospect. 3)  Create multiple batches of 20 suspects by salesperson, divided into groups of A, B, C, D, etc. 4)  Execute on the following tactical plan: Week One :      Each salesperson sends email/ postcards # 1 to 20 different suspects in Group A. This program continues in this manner.

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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.

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. Define your business strategy: products, prospects, distribution, sales and. develop a highly productive online lead generation system.

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

John Moroney is an energetic operations and sales management consultant with over 30 years of experience in high technology products and services with a particular passion for sales process design, deployment and improvement. Increasing productivity, driving revenues with a focus on execution, John brings his clients practical and creative solutions that are designed to impact.

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.  This secret I thought was very interesting as most sales managers either don’t train enough or train very poorly on sales skills, sales operations or product/industry information.

The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

The first action they need to do is reach out to every one of their existing clients, in a physical meeting if possible, and discuss with them their use/satisfaction and impact of the salespersons product/services on their company.  We call it the Annual Client Audit Review. 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

We see between a 15 percent and 80 percent contact rate on the phones depending on the industry, product, and role level of the contact. 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. Disproving the Myth.

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. Define your business strategy: products, prospects, distribution, sales and. develop a highly productive online lead generation system.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

Once you learn Iannarino’s core strategies, picking up the specific tactics for your product and customers will be that much easier. 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. Anthony Iannarino has brought together the ideal sales guide and without question this book qualifies for the Acumen Sales Book Club. Books

Should Salespeople Prospect Anymore?

Your Sales Management Guru

20/20 plan: each salesperson sends two (2) distinct direct mail pieces referring to your products/services to 20 suspects; 20 pieces one week, 20 the next week. Bus-ecosystem: each salesperson should develop relationships with 3-5 other salespeople who sell non-competitive, but related products/services into common marketplace. Should Salespeople Prospect Anymore? First, it depends.

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. You can learn about competitors’ strategic changes as well as their weaknesses in customer support and product or service availability. You’ve got sales quotas, plans and deadlines. Listen, instead of talk.

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 salespeople are closing on topics i.e. price, instead of what the compelling reason is the prospect has for your product/service. 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? 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? The salespeople do have not a defined closing plan for active opportunities.

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. Define your business strategy: products, prospects, distribution, sales and. develop a highly productive online lead generation system.

Emotional Sales Leadership

Your Sales Management Guru

Focus on training salespeople on belief: focus on how your products/services benefit your clients as much or more as what your products/service do. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. So what specifically can any leader do to create Emotional Leadership?

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Sales Management: What is your goal–today?

Your Sales Management Guru

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

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Sales Management: The need for creativity

Your Sales Management Guru

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

If you had it to do over again?

Your Sales Management Guru

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. Every high performing salesperson and sales leader most likely has used this phrase to increase their professionalism. Have you? Its purpose? Which are you?

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

They are wasting time, space, and money. I get the fact that you need people to man the exhibit and walk people through a product demo and answer questions. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Trade Shows Can Work-new idea ! The blog below is Todd’s.  I hope you enjoy!  Shame. Really? Simple.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

Second installment of a two-part article on sales recruiting). “ If you can find good people, they can always change the product/service. 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. Define the Ideal Profile. Why so few?

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

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. Review your product/service packaging and pricing tactics to ensure that you are capitalizing on your strengths and meeting competition.

Sales Leadership: Why Winners Win!

Your Sales Management Guru

Winners hang on to dreams…they are self fulfilling prophecy; positive illusions promote the capacity to productive work and a successful life. Remember that past frustrations build anxiety, while we must recognize frustration, it is a healthy by product of working towards your goals/dreams. Sales Leadership Thoughts:  Why Winners Win! Work on the positives of life.

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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 addition, we like to see them forecast by suspect/client by product or practice area three times their quota. The plan should contain an outline for initial employee training on job functional requirements, company product/service offerings, benefits and recurring plans for training existing employees. Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever!

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7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

There are never enough A performers in any organization, and they’re generally already maximizing their productivity. Additional products and services cropped up. We created one additional professional service product that could also be sold. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

sales productivity tool to quickly identify qualified leads from among millions of potential contacts from cloud-based data providers Fliptop, Netprospex, ZoomInfo and/or Full Contact. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke.

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.

Sales Management & Discipline

Your Sales Management Guru

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.   So what are our next steps? Analyze his marketing plans. Let me know?

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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. Understanding your business begins, paradoxically by forgetting your product/service.

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Efficient Effectiveness: Sales Leadership

Your Sales Management Guru

That generates excitement for your products/services. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Management Thought Leadership:  efficient effectiveness. As an Eagle Scout I can discuss the topic of “Be Prepared” easily and based upon this past Sunday it even has more credibility.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

Then based upon your existing line of Microsoft, Citrix or other products and services you offer, review each customer. Ken provides Keynotes, consulting services and products designed to improve business performance. Exceeding your Summer Quotas. Not only will it pay off this summer, but your third and fourth quarters will amaze you. Drop those lines. Fourth, ask for referrals.

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.

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7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

There are never enough A performers in any organization, and they’re generally already maximizing their productivity. 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.

Know When to Say When

Your Sales Management Guru

Are they not a good fit for your product? Imagine being on a call and the prospect seems so uninterested in your product that you just want to throw in the sales towel and say “yeah, maybe YOU aren’t right for OUR product”. Salespeople: Know When to Say When.   Ken : Today we have are offering a guest blog from Adam Honig who is the co-founder and CEO of Spiro Technologies.

Sales Leadership: 5 Steps to Exceed 2015 Quota

Your Sales Management Guru

Will there be changes to your products/services in the new year that could impact your compensation plan? Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Leadership: How to Ensure You Exceed Your 2015 Quota. At this time of year I am working with each of my clients to begin to position them for success. Begin to recruit.

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

Your Sales Management Guru

Focus on your technology-based products and services – it is the best place to be in challenging economic times. Focus on why prospects need your solution and exactly how they’ll benefit from implementing it, whether it’s generating revenues, improving productivity or better serving customers. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sprint to the Finish—–It’s that time of year… by Ken Thoreson. An upcoming election. Middle East issues. 

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? Inspecting that your salespeople can sell, can discuss your products/services the way you want them to? for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. 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. It happens in so many aspects of the job of sales leadership. What do I mean?