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. The speed and complexity of the modern marketplace is the domain of intellectual agility. IQ—how smart you are. Fixed and baked into your DNA. AQ—how much you know. Makes IQ relevant. Makes more time for human relationships.

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The Perfect Close

Your Sales Management Guru

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. For those of you that are new, whenever I read a new book, I read it with a pen in hand and I fold over the corners of those pages with high value. Believe me James Muir’s book, The Perfect Close is a great add to any sales library. Books

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

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First Quarter 2017. Are You Set Up for Success? Ken, are you crazy? I have not finished the fourth quarter yet! 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 have on your to-do list for the next 60 days? I have listed the top 10; let me know what I have missed or what is on your list? Sales skills.

Sales Management End of Year Checklist

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Sales Management End of Year Checklist. . While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. 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. Who are keepers, who are laggards?

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Build Your 2017 Pipeline NOW!

Your Sales Management Guru

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

Ten 2017 Sales Kick-Off Meeting Ideas

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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. I know this because I am already booked for five events already. These idea’s are not in order of priority. Let’s share.

July is Sales Leadership Month

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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. And what has not?

3 Magic Questions a Sales Manager Must Know

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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? Why now? Why with us? Why do anything? Any person and organization has a myriad of priorities.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

3 Secrets to Success from John Wooden

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Three Secrets to Success from John Wooden. . 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. The specific article covered a young coach, Dale Brown meeting with John Wooden, the Hall of Fame UCLA basketball. Ken@AcumenMgmt.com.

The One Must Do Action Step to Ensure a Great 2015

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The One Must Do Action Step to Ensure a Great 2015. What is the first action all salespeople must do to begin each year? It’s simple, but many times overlooked. The first action they need to do is reach out to every one of their existing clients, in a physical meeting if possible, and discuss with them their use/satisfaction and impact of the salespersons product/services on their company.

Slammed! Sales Management Book Camp

Your Sales Management Guru

KEN: Normally I do not use this blog to promote, but I have had many readers inquire about out training programs and I wanted to let everyone know about this special opportunity. Slammed! The New Sales Manager Boot Camp. We hear these comments all the time: Revenues are flat. We have too much to do, we don’t have time to build a sales organization. I have a problem growing sales profitably.

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting. 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! Question: “How do you get a salesperson to stop working?”. Answer: “Put a phone in front of him.”. Who is telling you that?” Book

Should Salespeople Prospect Anymore?

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Should Salespeople Prospect Anymore? 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. Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?) First, it depends.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

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. You can’t build a business if you have a revolving door.”. to your offer. Listen, instead of talk.

Put a Little Personality into Selling

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Put a Little Personality into Selling. 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. The Director is to the point, and focused on the job. Relationships are not important. Recognizing signs of impatience will help. Many executives can be analytical.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

The Only Sales Guide You’ll Ever Need! -a a book review. It must be book time! 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. It is a must read because it covers the essentials of what top performers already know and do. This book will lift the performance of everyone on your team. What makes this book a must buy for your entire sales team are the two “parts” to his book. Accountability: How to own the outcomes you sell. Books

Why Can’t I get an accurate forecast?

Your Sales Management Guru

Why can’t I get an accurate forecast? Just week I heard that comment from a new client and he was the President of the company. Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution? Many consultants would drag out their “scorecards or methodology” to fix the issue, instead let’s first learn to diagnose the signs and why the problem exists. Beyond your current monthly pipeline values future pipeline dollar values are not listed. The salespeople do have not a defined closing plan for active opportunities. What’s the action plan? OK?

Sales Management: The need for creativity

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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? What were the results?

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. Download it and compare it your list. How about you?

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. The interviewer asked me a series of questions regarding the topic and why I felt it was a critical success factor for most organizations. That approach simply becomes a band aid. We call this the balloon effect. HINT: Run an annual sales trip contest.

If you had it to do over again?

Your Sales Management Guru

If you had it to do over again; what would you do differently-if anything? Self Help for Salespeople. Every high performing salesperson and sales leader most likely has used this phrase to increase their professionalism. Have you? Its purpose? One of the other benefits is during a sales training classroom situation. It’s the attention to detail that is critical in improving performance.

Trade Shows Can Work!-new idea!

Your Sales Management Guru

Trade Shows Can Work-new idea ! NOTE: Several weeks ago I wrote a blog on “ Why Trade Shows Don’t Work” , shortly after a good friend, Todd Schnick, wrote me a note to discuss how he makes trade shows work! I asked Todd to write a blog regarding how he works with organizations in a very unique manner using podcasts. The blog below is Todd’s. I hope you enjoy! Shame. Your efforts will fail. link].

Hire High Performance Sales Teams # 2

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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. Nearly every mistake I’ve made has been in picking the wrong people, not the wrong idea. Arthur Rock, Harvard Business Review, 1987. Define the Ideal Profile. Measure the Profile.

7 Steps to Success for Sales Managers

Your Sales Management Guru

7 Steps to Success for Sales Managers. -A 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. And that is all in the first 40 pages! Red Flags.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. Holding firm assumes that your existing portfolio contains quality securities, is properly diversified and has been managed with an appropriate, long-term perspective. Take Action.

One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

One Action You Can DO to Exceed Your Quota. 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.

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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. In most sales organizations, the majority of salespeople are B or C performers.

Build Predictable Revenue

Your Sales Management Guru

Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever! In recent years, organizations have gotten better at analyzing financial statements, refining manufacturing procedures, reengineering business systems and improving marketing effectiveness. But one area where additional improvements still can be made is the sales organization. Planning. existing clients or new clients.

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. Last week after speaking at a conference a person mentioned to me she really enjoyed the topic; Why Winners Win. In the past sociologists told us that you needed talent or hunger to succeed and win.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk. 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. How many attended? If so, great!

Why Product Managers & Salespeople Should be Friends

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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. Generally, the product/service manager (PM) is responsible for determining what the future offering should have from a feature/function capability. The missed opportunity is the sales team’s immediate understanding of the current market and what prospects are seeking.

What is all this talk about added value?

Your Sales Management Guru

What is All This Talk about Added Value? A mind is like an umbrella, it must be opened to work…. 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.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

Exceeding your Summer Quotas. 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. Drop those lines. Second: Develop a plan of attack.

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Sales Management & Discipline

Your Sales Management Guru

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! The President wanted some answers and certainly a fix. My first question was why did it take the President so long to recognize the problem or revenue drop and why wasn’t it addressed in June! After that conversation I next interviewed the VP of Sales. So what are our next steps? Analyze his marketing plans. Let me know?

Efficient Effectiveness: Sales Leadership

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Sales Management Thought Leadership: efficient effectiveness. As an Eagle Scout I can discuss the topic of “Be Prepared” easily and based upon this past Sunday it even has more credibility. Boom’s Day” the largest fireworks display in the U.S occurs each Labor Day weekend in Knoxville, TN-so what does that mean? Did I mention the potential of rain? A great evening to remember. Do you have a plan?

Creating Intensity

Your Sales Management Guru

Creating Intensity. The Job of Sales Management. A Series of Tactical Actions to Drive Success. 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. This quote came from Butch Jones, head coach at the University of TN.

Inside Scoop on Lead Follow Up Strategies

Your Sales Management Guru

Inside Scoop on Lead Follow Up Strategies. Russ Davidson. Ken: This is a guest blog with wonderful insights from a detailed study on Lead Follow Up Strategies by Accounting Software. Enjoy…and STUDY this. If you’re struggling to connect with web lead contacts, you’re not alone. Call volume matters with web leads too, but calling warmer web prospects offers some smarter-not-harder shortcuts.