Your Sales Management Guru

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The 4 Levels of Sales Intelligence

Your Sales Management Guru

The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. Ultra-high sales performers possess four types of intelligence that are tightly intertwined, each connecting, affecting, and amplifying the others. Ultra-high sales performers are smart people.

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Sales Management End of Year Checklist

Your Sales Management Guru

Sales Management End of Year Checklist. . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. If you have other ideas or suggestions please comment within the blog so that all of our readers can benefit. ? Evaluate your sales team.

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The Perfect Close

Your Sales Management Guru

Believe me James Muir’s book, The Perfect Close is a great add to any sales library. Early on James added a section titled “Why I Wrote This Book”, he writes of his history of sales and sales management-almost talking himself out of sale and coaching others in learning how to sell. They are new, scientific, tested and will add fresh concepts to your sales style.

More Sales Less Time

Your Sales Management Guru

More Sales/Less Time. -A If want to exceed your sales goals this year-read this book…. Jill Konrath has written three other sales related books and now she hits the mark again with More Sales/Less Time published by Penguin books. In this book, Jill shares a highly personal story, sharing a lot of research that ends up providing every executive, sales manager and certainly all salespeople a formula to increase productivity. Everyone in sales will buy into her story, her attempts to increase productivity, her failures, this makes her “result” all the more real.

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B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Ten 2017 Sales Kick-Off Meeting Ideas

Your Sales Management Guru

Ten 2017 Sales Kick-off Meeting Ideas. . While working with a client last week it became obvious that we are moving into the time to finalize 2017 budgets, compensation plans and something most sales managers don’t take enough in developing their 2017 Sales Kick Off meeting. However the basics of any sales kickoff event should include the following planning ideas.

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Slammed! Sales Management Book Camp

Your Sales Management Guru

The New Sales Manager Boot Camp. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? I have a problem growing sales profitably. I am unsure what metrics to use to measure sales effectiveness. Sales Management Boot Camp maybe for you. For the New Sales Manager.

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The Perfect Close

Your Sales Management Guru

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. He caught my attention when he thanked Mahan Khalsa for his initial introduction into sales. Buy this book for this chapter alone-it will increase the velocity of your sales cycle. Need more sales management resources?

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything? Sales Leadership Training Sales TrainingWhy now?

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

The 10 Traits Buyers Seek in Sales Superstars. Most sales training courses emphasize the importance of addressing the customer’s needs. Those discussions are critical for making sales. But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. Listen.

Build Your 2017 Pipeline NOW!

Your Sales Management Guru

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. Need more sales management resources?

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Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

The Telephone Is the Most Powerful Sales Prospecting Tool. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. Add it to your sales library today! Because so much sales communication has shifted to e-mail, social inboxes, and text, phones are not ringing nearly as much as in the past. I asked.

Emotional Sales Leadership

Your Sales Management Guru

Emotional Sales Leadership. In retrospect based upon the podcast I came away with even a stronger opinion on the topic of generating the right level of emotion-that is positive emotion into the sales team. Balancing the mechanics of sales management with emotional leadership techniques requires the sales manager to take the next step up the ladder of professionalism.

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B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

3 Secrets to Success from John Wooden

Your Sales Management Guru

Last week I was in Chicago keynoting an international association’s sales conference, in preparation I had been making notes and clipping interesting ideas from a variety of sources, one of them was Success magazine. As a Sales Leader or Executive these 3 secrets will also help propel your sales organization to the next level. Need more sales management resources?

Sales Management: The need for creativity

Your Sales Management Guru

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. During the two days, I spent several hours with their sales management team and four hours with their salespeople, they have a great sales culture and you could feel the attitude i n the room. The good news?

The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

This will help the salesperson plan a strategic sales roadmap as to how their products/services can potentially be used to assist the client in achieving their goals. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Sales Motivation Sales Training It’s simple, but many times overlooked.

Sales Management: What is your goal–today?

Your Sales Management Guru

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. It is because of these numerous aspects that many sales managers get distracted or lose focus. How about you?

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Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting). You’ve got sales quotas, plans and deadlines. That adds expense, disrupts your sales team and, potentially, creates a customer service disaster. It is one thing to need sales training. to your offer.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

The Only Sales Guide You’ll Ever Need! -a 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. What makes this book a must buy for your entire sales team are the two “parts” to his book. After ensuring the salesperson understands the emotional portion of sales and success, the author then moves to the Sales Skills in Part Two. KEN HINT: This is a lost art in most sales teams.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

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. This was important because the sales team was generally inexperienced.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

11 Actions Sales Management Must Take Now! For our sales management world, let’s make the same positive assumptions – our sales team consists of quality people with good attitudes and successful track records, and has been properly managed. Sales leaders must continually keep their sales teams focused on goals and activities that make their teams and companies successful.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “ Selecting sales personnel is one of the biggest, if not THE biggest, challenge of any organization. The following information is used in our online video training course for sales managers: https://app.wagmob.com/ken/.

Sales Leadership: Why Winners Win!

Your Sales Management Guru

Sales Leadership Thoughts: Why Winners Win! Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. My blog on Creating Intensity is also focused on the emotional aspects of sales leadership and sales team performance. Need more sales management resources? Feel the fear-do it anyway!

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Should Salespeople Prospect Anymore?

Your Sales Management Guru

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. In this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system. What is your sales process?

7 Steps to Success for Sales Managers

Your Sales Management Guru

7 Steps to Success for Sales Managers. -A 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. This emotional connection can only come first when the sales manager is under personal control. A book review-. Body Language.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution? The velocity of the sale or length of time it has been in the funnel is 90 days longer than the average velocity for your business. Monthly forecasts by the sales team are always off by a wide margin, when asked, the sales team has no idea as to why they can’t predict accurately. First, as the sales leader there are some obvious actions to take place and some not so obvious. Need more sales management resources? What’s the action plan?

Sales Management & Discipline

Your Sales Management Guru

Sales Management and Discipline. I 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! After that conversation I next interviewed the VP of Sales. The VP of Sales and President failed on one major tenet of sales leadership; they forgot about the need for discipline. Development of a Sales Plan for the new year with quarterly objections/goals. Need more sales management resources?

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Put a Little Personality into Selling

Your Sales Management Guru

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. Knowing the four basic personality styles in the model can help you communicate and build a relationship with your prospects, increase your sales volume and improve your velocity. Sales Training

If you had it to do over again?

Your Sales Management Guru

Every high performing salesperson and sales leader most likely has used this phrase to increase their professionalism. During the past 18 years of working with and training sales managers around the world this phrase is one of the most powerful lessons I believe we pass on to our clients, but it leads to additional unexpected benefits as well. Need more sales management resources?

Trade Shows Can Work!-new idea!

Your Sales Management Guru

What I call Trade Show Radio is really quite simple: Ask your sales team to identify the fifty to one hundred executives you want to visit with at the show. Have your sales team invite them several weeks before the show to appear on your “business” radio podcast. Next ask your sales team, before the show, to ask the prospect for 5-7 talking points about their business.

Efficient Effectiveness: Sales Leadership

Your Sales Management Guru

Sales Management Thought Leadership: efficient effectiveness. What does this have to do with sales management? If your sales team needs sales training. To increase the sales culture of your team. To create a sales contest that drives revenue. That drives the necessary sales leads for each month. Need more sales management resources?

One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

Exceeding quota is never easy, in fact studies have shown that large percentages of salespeople never achieve 100% of their assigned quotas, but if you are in a position of sales leadership what can you do to improve your odds of success? 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 do have to lose?

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

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. One of the best ways to help B and C performers improve is to write out a prescriptive sales process. HQNHTN8GWN7Q.

Build Predictable Revenue

Your Sales Management Guru

But one area where additional improvements still can be made is the sales organization. Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts. They are also taking a closer look at lifetime values, cost of sales, market share, sales processes and salesperson effectiveness.

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4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

KEN: We have a guest blog this week, during the past year, our research told us that “prospecting” was the #1 issue facing sales leaders. Finding prospects and nurturing them into leads is an integral part of any sales cycle. Advanced filtering delivers just the leads that sales reps have mutual connections into, which helps turn cold calls into warm introductions.

Sales Leadership: 5 Steps to Exceed 2015 Quota

Your Sales Management Guru

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Assuming your sales quota will go up, you will need additional salespeople on your team to achieve those higher numbers.

Ignite Your Sales Team: Sales Management on Fire!

Your Sales Management Guru

Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers. Recruit a Top-Tier Sales Team. Become a Successful Sales Leader.

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