Your Sales Management Guru

Five Tools Every Sales Manager Should Use

Your Sales Management Guru

Salesperson 6-Month Business Plans. Much like the Business Plan, this tool allows the salesperson to be proactive in planning and understanding their Key Accounts. Five Tools Every Sales Manager Should Use.

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No Challenge, No Change

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. No Challenge, No Change.

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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 a book review-. 21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating.

1st Quarter 2017, Are you set up for success?

Your Sales Management Guru

But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2017. What do you need to do to improve their business knowledge? Have your business objectives changed and therefore your 2017 compensation plans may need to be altered.

Sales Management End of Year Checklist

Your Sales Management Guru

Take our online Sales Compensation Audit to determine any weak points or check out our blog for new ideas and select Sales Compensation category. ? Is your 2017 overall Business Planning in progress ? Sales Management End of Year Checklist. .

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Sales EQ-a book review

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services, boot camps and products designed to improve business performance. Sales EQ-a book review . Twenty six page corners turned over! Without checking that might be an all-time high, for my frequent readers you know that is how I judge the quality of the book I am reading—(how many page corners I turn over while reading any new book). Keeping it simple: if you want to “up your sales game”, buy this book today.

Building Belief for Sales Success

Your Sales Management Guru

They must also believe that the company they represent is the best and the solutions or services they sell are of the highest quality that impact the clients business. Such gatherings give you a chance to remind your staff about your business philosophies, plans and expectations.

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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. Now is the Time to Build Your Pipeline for 2017.

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July is Sales Leadership Month

Your Sales Management Guru

What leading indicators are business drivers? for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. July is Sales Leadership Month.

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More Sales Less Time

Your Sales Management Guru

Her findings and action plans are a fresh approach to managing a salesperson’s business and personal life by creating a more productive time management plan. In my opinion it is the essence first that in today’s crazy busy sales world, there are many distractions (CRM/Social Media/Internet, sales calls….) for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. More Sales/Less Time. -A A book review-.

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Ten 2017 Sales Kick-Off Meeting Ideas

Your Sales Management Guru

Spend time having each salesperson presents their “Business Plans” for the first half of the year. These business plans include not only forecasts but personal commitments to activity levels and professional growth. Ten 2017 Sales Kick-off Meeting Ideas. .

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The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

When the salesperson truly believes in their product/services and their impact on their clients business -they will go the extra mile to win the order. HINT: This Action Plan is assuming that in December the salesperson has already completed a 6 month Salesperson Business Planning exercise.

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

This is critical to begin to build your “business case” for taking action. To win the business requires more than beating your competition – you need to help your prospect communicate the importance of this initiative and gain internal approval.

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

For example, in the business services segment, contact rates are consistently between 25 and 40 percent. The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting.

3 Secrets to Success from John Wooden

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Three Secrets to Success from John Wooden. .

Should Salespeople Prospect Anymore?

Your Sales Management Guru

In other organizations there is limited marketing of this nature with an expectation that sales will build relationships that lead to additional business opportunities. Your business type will alter what works. Should Salespeople Prospect Anymore?

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

You can’t build a business if you have a revolving door.”. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance.

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.

Slammed! Sales Management Book Camp

Your Sales Management Guru

Sales management is one of the most rewarding jobs in business when you know what to do and how to do it. Business planning strategies. How to use Salesperson Business Plans to lead a self-managed team.

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Why Can’t I get an accurate forecast?

Your Sales Management Guru

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. This happens during the weekly sales meeting, your monthly one on one business reviews and in all coaching environments, this has to be an ongoing process and not simply discussed from time to time. Do they have a Business Need ? Why can’t I get an accurate forecast?

Sales Management: The need for creativity

Your Sales Management Guru

Engage in hobbies: your mind must dis-engage from normal business stress, Improve sense of humor: learn to laugh, even at yourself. 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!

Your Sales Management Guru

Chapter 16, Business Acumen: The Ability to Understand Business Principles, explains why business acumen is the new sales acumen. At Acumen we call this Business Guidance selling and knowing business acumen separates the A performers from everyone else. 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 a book review.

Trade Shows Can Work!-new idea!

Your Sales Management Guru

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. Trade Shows Can Work-new idea !

If you had it to do over again?

Your Sales Management Guru

In my many years of business life, the individuals who live their lives with a focus on creating a fulfilling experience are the ones that win in the end. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance.

Sales Management: What is your goal–today?

Your Sales Management Guru

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. for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Management: What is your goal—today? .

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Hire High Performance Sales Teams # 2

Your Sales Management Guru

Arthur Rock, Harvard Business Review, 1987. 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.

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Emotional Sales Leadership

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Emotional Sales Leadership. I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional leadership.

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11 Actions Sales Management Must Take Now!

Your Sales Management Guru

Look to your partner’s business model to determine how to capture “share of mind”, and reward them for their achievements. Second, develop detailed six-month individual salesperson business plans. 11 Actions Sales Management Must Take Now!

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7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

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

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.

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 A book review-.

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Build Predictable Revenue

Your Sales Management Guru

In recent years, organizations have gotten better at analyzing financial statements, refining manufacturing procedures, reengineering business systems and improving marketing effectiveness. Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever!

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4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

When email marketing, client referrals, and trade show attendance is not enough, prospecting online provides opportunities to attract new leads to your business. If not, webinars may not be the best source of new leads for your business.

Sales Leadership: Why Winners Win!

Your Sales Management Guru

for First Time Sales Managers , Ken provides Keynotes, consulting services and products designed to improve business performance. Sales Leadership Thoughts: Why Winners Win!

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Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

He is an Associate Partner with Acumen Management Group, a business and strategic sales management consulting firm focused on a world-wide audience. Why product managers and salespeople should be friends. 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. At Acumen Management, we believe that is unfortunate as there a great opportunity being missed.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

Often when two executives meet to discuss business topics and get to better understand each other strategic topics come out that normally a salesperson working with IT teams are not aware of or are made available to them. Exceeding your Summer Quotas. Now is the time to act.

What is all this talk about added value?

Your Sales Management Guru

In a commodity business it is critical you consider value and what is really value. Step One : Forget what business you are in. Understanding your business begins, paradoxically by forgetting your product/service. What is All This Talk about Added Value?

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Efficient Effectiveness: Sales Leadership

Your Sales Management Guru

In any kind of business environment, the organization that operates the most efficiently generally out performs their competition, in more challenging times a focus on efficient effectiveness must become the mantra for the day. Sales Management Thought Leadership: efficient effectiveness.

Sales Management & Discipline

Your Sales Management Guru

Re-Introduction of a 2016 salesperson business planning tool. 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. 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!

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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. A Series of Tactical Actions to Drive Success.