Your Sales Management Guru

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 are smart people.

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Five Tools Every Sales Manager Should Use

Your Sales Management Guru

Five Tools Every Sales Manager Should Use. During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful. Once you have a sales team, constant attention to an organized training program becomes critical.

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Trending Sources

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. His blog has been rated in the sales blogs in the world!

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Sales Management Thought Leadership:  efficient effectiveness

Your Sales Management Guru

Sales Management Thought Leadership: efficient effectiveness. What does this have to do with sales management? Check out our Sales Management Boot Camp, starts May 12 th , 8 weeks of online, interactive training: [link]. Sales Leadership Training Sales Management Training

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

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 !

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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.

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

Your Sales Management Guru

Sales skills. Sales planning. Review your marketing/sales operational teams. Take our free sales compensation assessment on our web site: www.AcumenMmgt.com ). What new elements within your sales training plans for 2017 do you need to plan for? First Quarter 2017.

Building Belief for Sales Success

Your Sales Management Guru

Building Belief for Sales Success. Are your sales inconsistent? Does your sales team seem weak compared to those of your competitors? Most sales organizations don’t do any belief-building activities. His blog has been rated in the sales blogs in the world!

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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. If you would like an additional set of “ Magic Questions for Sales Managers”, Ken@AcumenMgmt.com.

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.

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. Long ago, someone told me the three key factors in sales are: Emotion, emotion, emotion.

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. Need more sales management resources?

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. Sales Management Boot Camp maybe for you.

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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! The phone is your most powerful sales tool.

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. Create an atmosphere of fun : make sure the sales team enjoys their job.

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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. What was the most creative sales tactic you have used? Need more sales management resources?

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. His blog has been rated in the sales blogs in the world!

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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. It is one thing to need sales training. 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.

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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. Sales Motivation Sales Training The One Must Do Action Step to Ensure a Great 2015.

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.

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. Make your sales meetings fun.

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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). “ Selecting sales personnel is one of the biggest, if not THE biggest, challenge of any organization.

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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. His blog has been rated in the sales blogs in the world!

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. Need more sales management resources? Keynote Programs Sales Motivation

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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 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. KEN HINT: This is a lost art in most sales teams. His blog has been rated in the sales blogs in the world!

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. What is your sales process? Sales Management Systems

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.

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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. Last week it happened-again.

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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. Need more sales management resources?

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. During your sales process you will need to emphasize research. Sales Training

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.

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.

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. One of the other benefits is during a sales training classroom situation. The reason is simple, most sales managers are not on every sales call!

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.

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? Need more sales management resources?

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. Need more sales management resources?

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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. Create annual sales contests.

A Sales Managers Recipe: What Cooking in 2017

Your Sales Management Guru

A Sales Manager’s Recipe: What’s Cooking in 2017? Last week after presenting a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. Since my keynote program had been about creating a Menu for Your Life with many metaphors around cooking I started thinking about what her sales management recipe should be, for about 30 minutes we discussed a variety of ideas.