Your Sales Management Guru

SEPTEMBER 23, 2013

First Quarter 2014. But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2014. 1. What are your revenue objectives by each quarter for 2014? a. Sales skills. Take our sales compensation assessment on our web site: www.AcumenMmgt.com ).

Scale 80

Scale Compensation Hiring Lead Rank 80

Sales Training Connection

JANUARY 29, 2014

Sales managers – roadblock removers. Sales managers – how does your sales team spend its time? One, as a sales manager, you can directly impact is the amount of time spent doing something other than selling – start playing the role of a roadblock remover. ©2014 Sales Momentum ®.

Sales Management 131

Sales Management Top of Funnel Face-to-face Funnel 131

Pointclear

MAY 5, 2017

Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Your Sales Management Guru

JANUARY 27, 2014

2014: How will you stand out in the marketplace? Our Master the Cloud Business Builder series we built for Microsoft provided a prescriptive approach to accelerating revenues as partners built Cloud/Mobility practices. Ken Thoreson, President of Acumen Management Group Ltd. Sales Management Consulting'

Lead Rank 72

Lead Rank Lead Scoring Microsoft Face-to-face 72

Customer Centric Selling

JULY 2, 2014

Sales Tips: How to Boost the Remainder of Your 2014. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Early in my sales management career, I was astounded by how hopeful salespeople were that had achieved 35% of their annual quota going into the fourth quarter.

Face-to-face 69

Face-to-face Negotiation Proposal Pipeline 69

Your Sales Management Guru

DECEMBER 30, 2013

2014 New Year, New Goals? Certainly in our lives we have experienced difficult economic swings, positive years and always new challenges and as Acumen Management moves into our 17th year (yikes) I thought I might share the various categories we use to focus our lives. All the Best in 2014 and Think Positive! What are Yours?

Travel 73

Travel Exercises Objections Promotion 73

Fill the Funnel

NOVEMBER 4, 2014

Is your revenue meeting plans? You get the idea -these are key sales management actions to be thinking about. There is a lot of work to be done to get definitive answers to these and many more questions before 2014 comes to an end. You can learn from six of the best in Sales Management Consulting.

Sales Management 118

Sales Management Hiring Top of Funnel Lead Rank 118

Sales Training Connection

JULY 25, 2014

Coaching sales strategy. Ask sales managers and salespeople what makes them successful. Sales managers can’t help salespeople become more talented, but they can help them become more skilled. However like a lot of good ideas, coaching sales strategy is easy to say but no so easy to do. How many accounts?

Coaching 99

Coaching Sales Management Strategy Face-to-face 99

Anthony Cole Training

OCTOBER 14, 2013

The process isn''t really a process; it''s the presenting of a pre-determined sales goal for each producer. It really isn''t a business planning process, but rather a focus on a financial projection of anticipated new business cash flow and anticipated loss of revenues. Once the process is completed, no one revisits the plan.

Negotiation 136

Negotiation Motivation Intent Sales 136

Anthony Cole Training

OCTOBER 14, 2013

The process isn''t really a process; it''s the presenting of a pre-determined sales goal for each producer. It really isn''t a business planning process, but rather a focus on a financial projection of anticipated new business cash flow and anticipated loss of revenues. Once the process is completed, no one revisits the plan.

Negotiation 120

Negotiation Motivation Intent Sales 120

Your Sales Management Guru

JANUARY 7, 2014

This plan is used to ensure the salesperson and sales management can accurately begin to predict. By creating six month salesperson plans and tying those to quarterly execution the sales leader can begin to create the focus necessary for success. Acumen Management Group Ltd. Like a sample? Make it happen this quarter.

Forecasting 73

Forecasting Quota Compensation System 73

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Schedule interviews with yourself and sales managers weekly. Schedule your field rides with sales reps today.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Sales can’t rely on marketing alone. Ensure your sales managers take this seriously.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

SBI

JUNE 4, 2014

Qstream’s analytics engine captures hundreds critical data points based on reps’ responses then instantly transforms them into actionable management insights, such as targeted coaching opportunities. This helps sales management to proactively manage and measure team strengths.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Customer Centric Selling

OCTOBER 28, 2013

Sales Training Article: How Realistic Is Your 2014 Sales Quota? By Joel McCabe, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net. To assist you further, sign-up for SBI''s Sales & Marketing Research Review here. Need some help with your sales performance?

Quota 45

Quota Training Analysis Research 45

Score More Sales

OCTOBER 9, 2013

Q4 is here, for those of you working in sales and working off of a calendar year. Sales leaders want to drive as much revenue as possible from their sales team – is that you? Powerful ideas to fuel the pipeline for 2014. This panel session is part of the Sales Management Summit on BrightTALK.

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. If you’re in sales, do yourself the favor.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

SBI Growth

AUGUST 10, 2013

Her sales manager knew her potential and sent her to a weeklong sales training. Your CRM supports the sales process. Unfortunately, the impact on revenue has yet to be realized. To survive in B2B selling in 2014 a new set of skills is required. Convert more leads into opportunities. Why Bother?

Training 293

Training Top of Funnel Hiring Hotels 293

SBI

JULY 29, 2014

Darren: Perenso has created a cloud based Field Sales Solution that helps companies with reps on the road sell more products whilst saving them money. It’s an easy to use product that doesn’t require too much IT involvement, so the Sales Department can run the whole solution themselves if required. Darren: Mobile, Mobile, Mobile.

Up-Sell 135

Up-Sell Closing Field Sales Revenue 135

SBI

APRIL 8, 2015

That means, of the total number of 215 selling days (our available sales capacity) 140 days are used for something other than talking with a prospect. Indeed, reps have to be masters at balancing their activities in a way that maximizes their revenue. It’s also the frequent task-jumping distractions that sap focus and momentum.

Revenue 50

Revenue SAP Decision Maker ROI 50

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. If you’re in sales, do yourself the favor.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Score More Sales

NOVEMBER 6, 2014

The data scientists at Roundpegg can prove how better culture fits make better revenues for your organization. Assessment Tool: Objective Management Group Sales Candidate Assessment. I’ve followed OMG’s Dave Kurlan for a number of years and finally got to meet him at INBOUND 2014 in Boston this year.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

Sales 2.0

OCTOBER 22, 2014

A couple of weeks ago I went to the 2014 version of Inbound with about 10,000 other people and was thrilled to not only attend David’s talk but get him to do an interview about his new book and his thoughts on social selling. 2. Sales managers are the biggest problem. They were once top sales people. Let me know.).

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

SBI Growth

AUGUST 27, 2013

Sales VPs are asking a similar question this time of year: " What can we do with my reps to get a quick revenue lift? Everyone wants to know the ‘silver bullets’ to generate revenue. Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. I am behind in my numbers for the year.

Closing 306

Closing Pipeline Buyer Call-back 306

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. In this post I want to recommend three ideas to raise your game in 2014. Every sales manager is time starved. Lack of quality leads.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

Your Sales Management Guru

APRIL 29, 2015

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? Check out his Sales Management Tool Kit or the Acumen Project.

Sales Management 40

Sales Management Hiring Conference Sales Leadership 40

Janek Performance Group

SEPTEMBER 29, 2021

A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men. Even though women make up 50% of the population, most companies’ sales forces only include about 25% women.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Make a change in 2014. Some of the metrics you can use are: Time to revenue (retiring quota). Pipeline generation and management. Be present when the new rep’s Sales Manager is not available. Social reach.

Training 282

Training Buyer Persona Hiring How To 282

Understanding the Sales Force

JANUARY 28, 2014

This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? I will be speaking at the Sales 2.0

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Pointclear

OCTOBER 9, 2013

Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire. Jim is also the President of Sales Leakage Consulting, Inc. Jim is also the President of Sales Leakage Consulting, Inc. How do you measure that?

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

SBI Growth

SEPTEMBER 2, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. The normal sales cycle plays out, and revenue doesn’t improve. Team meetings are run by sales managers. What happened?

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

Bernadette McClelland

OCTOBER 1, 2014

Whilst I am extremely fortunate to have a husband who supports me completely and who is a national sales manager in his own right, that is still not enough sometimes. And unless you leverage that tribe, unless you have an environment of growth then you also run the risk of stagnation and possible extinction.

Travel 368

Travel SME Up-Sell Follow-up 368

Bernadette McClelland

OCTOBER 1, 2014

Whilst I am extremely fortunate to have a husband who supports me completely and who is a national sales manager in his own right, that is still not enough sometimes. And unless you leverage that tribe, unless you have an environment of growth then you also run the risk of stagnation and possible extinction.

Travel 368

Travel SME Up-Sell Follow-up 368

Understanding the Sales Force

SEPTEMBER 22, 2014

If you can only afford to hire one, I would pick the one that could have an immediate impact on the company''s ability to generate revenue. There is a sales management track and a sales track. Earlier that week, I''ll be speaking at the EcSell Institute Fall Sales Coaching Conference in Dallas.

Inbound 205

Inbound Hiring Airlines Marketing 205

SBI

SEPTEMBER 24, 2014

According to Gartner Group, Total Worldwide CRM Software revenue in 2014 is predicted to hit nearly $24 Billion. That means that $12 Billion worth of CRM investments in 2014 alone will face a questionable return. Sales Management Sales Tools/Product Reviews Clari CRM adoption Fantasy Sales Team Front Row Gartner PipelineDeals'

CRM 131

CRM PipelineDeals Vendor Face-to-face 131

Your Sales Management Guru

NOVEMBER 10, 2014

When people think about a Business Plan, we normally find an Excel spreadsheet with estimated revenues and expenses; we believe it needs to be more comprehensive with specific departmental action plans. What assumptions did you make about your product offerings in 2014? What are some of the specific factors you will be facing in 2015?

Vendor 78

Vendor Face-to-face Objections Channels 78

Sales Hacker

MARCH 1, 2019

The accelerated rise of Omnichannel sales. Sales orgs doubling down on efficiency (revenue and operational). Sales management needs to enable reps to do those things while being scientific about how reps’ time is spent, and hyper-focusing on effectiveness. Account Based Sales. And much, much more.

Scale 58

Scale Microsoft Marketo Commission 58