Your Sales Management Guru

MAY 16, 2016

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. A book review-. Hire for Traits, not Skills.

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Your Sales Management Guru

DECEMBER 14, 2015

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! Development of a Sales Plan for the new year with quarterly objections/goals.

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Your Sales Management Guru

MAY 3, 2016

Sales Management Shouldn’t be a Horse Race. 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 do I mean?

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Your Sales Management Guru

MARCH 14, 2016

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. It is because of these numerous aspects that many sales managers get distracted or lose focus.

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Understanding the Sales Force

AUGUST 18, 2015

The second page of the Google search results was even worse, including proclamations that B2B selling is dead and that field sales is dead. I love and use some of their tools and services and recommend them to clients too. But the key word here is tools. Tools don't replace selling. Februrary 19 2015.

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Your Sales Management Guru

AUGUST 17, 2015

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.

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Your Sales Management Guru

OCTOBER 3, 2016

As a Sales Leader or Executive these 3 secrets will also help propel your sales organization to the next level. In Chicago I took each bullet and discussed the specific actions sales management must implement to execute on each element. His blog has been rated in the sales blogs in the world!

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Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). 2015 could be the year for a quantum shift in strategy, execution and results in your world.

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Your Sales Management Guru

OCTOBER 6, 2015

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”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

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Your Sales Management Guru

JANUARY 13, 2015

Last Friday my topic was “Accelerate Your Business in 2015”, during the program I covered a variety of ideas, techniques and tools the audience could use to drive increased levels of sales pipeline values and revenues. Need other tools designed to increase your sales and sales management effectiveness?

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Your Sales Management Guru

JUNE 27, 2016

(For those that have read my past blogs or if you have not, I recommend to my clients that at least twice a year that your entire sales team reads the same sales book and discuss one chapter a week. For more insights on this very special book: www.sellingtothepoint.com and Jeffrey’s blog: [link]. Acumen book club).

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Your Sales Management Guru

SEPTEMBER 6, 2016

High-Profit Prospecting b y Mark Hunter, published by AMA (American Management Association) has laid out solutions to one of the top sales problems facing every sales organization. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

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Your Sales Management Guru

JULY 6, 2016

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 ! Did the quarterly sales training plans work?

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Your Sales Management Guru

NOVEMBER 21, 2016

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.

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SBI

AUGUST 22, 2019

Highlighted moments can include calls that managers need to coach reps on, deals that need to be reviewed based on value or risks, and conversations from which others can learn. Recommendations cuts through the noise to find the signal each manager should pay attention to.” Sales Enablement. ????Revegy, About Chorus.ai.

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Your Sales Management Guru

DECEMBER 20, 2016

When is your 2017 Sales Kick-Off Meeting? Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015.

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Your Sales Management Guru

AUGUST 3, 2016

As Sales Leaders or as anyone, creating a positive life for yourself begins by focusing on others; in my keynote programs I describe how during my work on improving the professionalism of sales managers, we actually began to focus impacting their personal lives as well. His blog has been rated in the sales blogs in the world!

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Your Sales Management Guru

SEPTEMBER 26, 2016

Readers of this blog know I am a firm believer in the art of discovery and James hit this out of the ballpark-a chapter that can’t be missed. Make this book one of your Acumen Book Club sales training sessions going into the fourth quarter and watch your quota numbers get crunched. Need more sales management resources?

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Your Sales Management Guru

AUGUST 10, 2015

This week’s blog is another book review and it’s a terrific read. In Chapter 2 Skip gets to the heart of the matter describing why there is a difference selling to individuals and understanding the “buying-process” and how that process changes during stage two of the traditional sales process-that being a change in expected outcomes.

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Your Sales Management Guru

OCTOBER 27, 2015

That is a question most executives worry about and often have to ask their direct reports, this is especially true when thinking about Sales Management. In some situations the President of the company may have responsibility to manage the sales team or maybe they are attempting to manage a sales manager(s).

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Your Sales Management Guru

SEPTEMBER 8, 2015

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? Don’t forget to check out: Ignite Your Sales Team, Sales Management on Fire Video.

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Nudge.ai

JANUARY 9, 2018

The message has been loudly articulated for a few years: all you need to do is “Hustle” and you’ll have success in sales. Tools, processes, and measurement systems were built out to optimize for it. It was easy to justify in 2015 and 2016 based on one thing – it worked. More emails, more voicemails, more persistence.

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Your Sales Management Guru

MAY 23, 2016

Building a Culture of High Performance: Sales Games. At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. Never run contests to the last day of the month or sales period.

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Your Sales Management Guru

AUGUST 25, 2016

As many of you know who regularly read my blog and during my keynote programs I speak often about creating a Menu for Your Life and what recipes are important for success, I breakdown everything into a recipe. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

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Your Sales Management Guru

MARCH 3, 2016

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. Need more sales management resources? Creating Intensity.

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Your Sales Management Guru

MARCH 24, 2016

My blog on Creating Intensity is also focused on the emotional aspects of sales leadership and sales team performance. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Need more sales management resources?

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Fill the Funnel

JANUARY 8, 2015

Mike Weinberg – @ mike_weinberg New Business Dev & Sales Management Consultant, Coach, Speaker & Author of #1 Bestseller – New Sales. Jeb Blount – @ SalesGravy Founder of Sales Gravy and Author of People Buy You, People Follow You, People Love You and Power Principles. Instigator.

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Your Sales Management Guru

NOVEMBER 16, 2015

This is because based upon where your planned revenue is coming from, every aspect of marketing and sales could be impacted. The sales management process in developing sales compensation can be complex, yet the goal must always to create a program that is simple to understand and administrate.

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Your Sales Management Guru

JUNE 22, 2015

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.

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Your Sales Management Guru

OCTOBER 24, 2016

.” I suggest that you develop a similar slogan to help you close out 2016 with a strong finish and begin 2017 with consistent sales results. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Need more sales management resources?

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Adaptive Business Services

AUGUST 23, 2017

Peer Coaching – Sales reps can review each others’ calls to swap ideas for how to sell better through the use of call sharing & call libraries. Sales Managers – Review, analyze, and coach calls on-demand when it’s convenient for you so you can be in 10 places at once. The “future of sales” edition!

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Your Sales Management Guru

AUGUST 10, 2016

After working in a VAR partner organization for 8 years as a Sales Manager, leading an entire channel focused company for 8 years as a VP of Sales and spending the last 19 years consulting with vendors, distributors and VARs, dealers, resellers, partners all focused on channel based strategies, I believe I can say: I have seen it all.

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Your Sales Management Guru

APRIL 20, 2016

Remember, A level salespeople probably don’t need this kind of sales mapping, but you can move a C level salesperson to a B level by providing tools, guidance and process to follow. Change your sales process to stand out, be different and make the customer remember you. Refer to my previous blog on the End of Solution Sales.

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Your Sales Management Guru

SEPTEMBER 12, 2016

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 19 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

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Your Sales Management Guru

NOVEMBER 28, 2016

Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. His blog has been rated in the sales blogs in the world!

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Your Sales Management Guru

APRIL 26, 2016

Whether you are a Sales Manager that regularly reads this blog or any other job role I wanted to raise this topic as I see this as a major question in our world today. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

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Your Sales Management Guru

JUNE 6, 2016

This book will change your mind, your game plan and generate new levels of sales for your organization. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. His blog has been rated in the sales blogs in the world!

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