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YOUR SALES MANAGEMENT GURU
SEPTEMBER 23, 2012
Sales Leadership: The Impact of Creating a Sales Process
 Sales Leadership: The Impact of a Creating a Sales Process  . Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process.  Recently in working with a client we spent about two hours simply documenting what a salesperson should do on each of the various steps of their sales process, it enlightened the existing sales manager and created the beginning of a new sales driven culture for the company.  The Results!
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YOUR SALES MANAGEMENT GURU
AUGUST 3, 2012
The End of Solution Sales
The End of Solution Sales. The Role of Sales Leadership & Management. Recently I spoke at a major software vendor’s partner and client conference and a few weeks later I received an email from one of the attendee’s  suggesting I should comment in a future blog on the Harvard Business Review (July/August 2012) paper titled: The End of Solution Sales.  I put it in my to read file and as I fly to Hong Kong (16 hours) to lead a clients sales leadership workshop I pulled it out to read and contemplate. Now what does that title mean to you? Ken@AcumenMgmt.com. .
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YOUR SALES MANAGEMENT GURU
JUNE 9, 2013
Six Steps to Exceed Your Summer Quota
In this blog I wanted to give you some specific tactics to deploy immediately to assist you during the typical summer slow times, while I always  consider that an excuse, there  are proven sales leadership actions you can  take  now that will make a difference in your cash flow this summer. Execute this in early in order to build activity levels, pipeline values and position summer sales.
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YOUR SALES MANAGEMENT GURU
AUGUST 27, 2012
Sales Leadership: Focus on Focus
Sales Leadership:  Focus on Focus. 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. First, Inspect What You Expect, as the president or VP of Sales your job is to ensure that the sales team is acting in the manner you expect. Ken’s latest book is: Leading High Performance Sales Teams.
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YOUR SALES MANAGEMENT GURU
FEBRUARY 27, 2012
Sales Management & The Impact of Social Media
Sales Management and the Impact of Social Media. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points. I thought for this week’s blog I would also introduce you to my current thinking and I would really enjoy hearing your thoughts on the direction of sales and the use of social media. Lauren Carlson describes the top 5 uses of Social Media in sales very clearly in her recent blog:   [link]. Is your sales process? Ken Thoreson.
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YOUR SALES MANAGEMENT GURU
JUNE 4, 2012
Sales Leadership: Salesperson Business Plans
Sales Leadership: Planning for the Second Half of the Year. One of the first items we needed to address was the lack of accurate monthly forecasting by the sales team and the lack of accountability of the sales leadership team. However, instead of simply asking for a WAG Forecast, I created a special format and now each salesperson has 3 weeks to fine-tune the Personal Business Plan, gain their sales managers approval and then be ready to present it at the July, second half Sales Kick Off Meeting. Training needs: sales, industry, product/service, operations.
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