Your Sales Management Guru

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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. 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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July is Sales Leadership Month

Your Sales Management Guru

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month !  Ok, it is not an act of government and it is only Acumen’s opinion, but let’s explore why I feel that way.

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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.

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. Books

Emotional Sales Leadership

Your Sales Management Guru

Emotional Sales Leadership. I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional 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. HINT: Run an annual sales trip contest.

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The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

The Only Sales Guide You’ll Ever Need! -a book review. 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. Need more sales management resources?

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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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.

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. Sales leadership requires creativity as well, sales managers that are exceeding sales quotas, hiring and developing their teams and building a sales culture require huge levels of a creativity quotient.

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. Listen, instead of talk.

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.

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.

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.

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.

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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7 Steps to Success for Sales Managers

Your Sales Management Guru

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. This emotional connection can only come first when the sales manager is under personal control. Body Language.

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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). “ If you can find good people, they can always change the product/service. Selecting sales personnel is one of the biggest, if not THE biggest, challenge of any organization. Test your top sales representatives.

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?

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?

Sales Management & Discipline

Your Sales Management Guru

Sales Management and Discipline. 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. 1.

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?  As a manager you must be prepared-at all times for almost any event.  If your sales team needs sales training. To increase the sales culture of your team. To create a sales contest that drives revenue. 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.  I think you will find this interesting. Finding prospects and nurturing them into leads is an integral part of any sales cycle. Start by looking at your average sales cycle (say 60 days). Need more sales management resources?

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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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. The missed opportunity is the sales team’s immediate understanding of the current market and what prospects are seeking. Typically the sales organization is concerned about the now – what is missing from your company’s offering versus the competition. What the PM may learn through the sales team is for the customer to really benefit, they must purchase another offering as well – and that is a turnoff.

Sales Mgmt: don’t over complicate it….

Your Sales Management Guru

Sales Leadership: Don’t over complicate it…. While I was observing a sales meeting at a client’s site, (they were following our template/agenda for the meeting) when the president who is active in this meeting brought up a topic that took them down the rat hole. My job was to keep them on topic but in this case I took over; they were discussing an important new program that is a Critical Sales Factor for this year- and the program was not working. When I said: you don’t show this to them during the sales process do you? Last week I almost lost it.  The result?

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Sales Management Shouldn’t be a Horse Race

Your Sales Management Guru

Sales Management Shouldn’t be a Horse Race. During the past 18 years of consulting with hundreds of firms and certainly talking to thousands of people I have witnessed the same ignorance and casual attitudes in managing sales teams. That happens because of many reasons; lack of good pure sales management training programs, lack of previous exposure to sales leadership mentors or poor management styles. It happens in so many aspects of the job of sales leadership. What are the 5 metrics you are using to predict future revenues and sales performance?

Creating Intensity

Your Sales Management Guru

The Job of Sales Management. During the balance of the year I will outline 40 steps a sales leader can take to achieve predictable revenue. They are not listed in any priority- as every sales organization is at differing levels of maturity and needs. What does the emotional Sales Leader need to do? 1. Need more sales management resources? Creating Intensity.

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.  always stress this during sales strategy sessions. Need more sales management resources?

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Are You the Maestro of Your Sales Team?

Your Sales Management Guru

Are You the Maestro of Your Sales Team? 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. This was a musical weekend. 

Creativity for Sales Leaders

Your Sales Management Guru

Creativity for Sales Leaders. One of the traits sales managers must have or develop is a mind that is creative. As a salesperson, sales leader, or manager you can build a better life by adding some spark to your thinking power. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Tolkien and C.S.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

Now is the time to act.  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. His latest book is: Leading High Performance Sales Teams.