Your Sales Management Guru

JUNE 23, 2014

Traits of Highly Successful Companies. Over our many years of consulting, we’ve developed the following list of traits and values that characterize successful companies: Corporate culture is deep and consistent. Want to assess how your own company stacks up against these characteristics? I hope you enjoy this chapter.

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Sales Management Scale Energy Objections 82

Your Sales Management Guru

SEPTEMBER 2, 2014

We recently completed a large project for a major technology company where we built a sales framework that changes the approach of the salesperson and alters their traditional relationship with their clients. An overview of the Industry this company competed in. A limited description of the existing technology.

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Sales Leadership Case Study Study Exercises 91

Your Sales Management Guru

JULY 28, 2014

It has been 16 ½ years since I started Acumen Management Group and the basis behind the company still drives me. We will seek to have fun and fulfillment in our role and company. I get a kick out of coaching individual people; giving them idea’s and tools to make their company more successful. What Value We Bring. . •

Airlines 94

Airlines Hotels Travel Facebook 94

Your Sales Management Guru

JUNE 3, 2013

Normally each new hire must listen to the president sell the company, listen to other salespeople sell the company, make a few “ride along” sales calls, practice selling the company to other salespeople before having to make a formal presentation during the third week to the president. On Friday it failed.

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Hiring System Sales Leadership Training 92

Your Sales Management Guru

NOVEMBER 13, 2013

Our research shows that accountability — or, more accurately, the lack of accountability — is among the top challenges that partner-company executive’s face. At first, someone from your company should set agendas, oversee advisory-board meetings and take detailed notes. Experiences with these kinds of boards. .

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Face-to-face Compensation Account Groups 73

Your Sales Management Guru

NOVEMBER 28, 2016

That’s especially true for many companies with diverse products and services that include: a mix of products and services. Your sales management team must understand your company’s overall goals and structure compensation to align with them. What are sales goals? How long are your delivery cycles?

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Your Sales Management Guru

MAY 14, 2012

Monthly Meetings : When a company launches, its first employees typically feel that they share a mission. You can also use them to recognize outstanding employees that contributed to the success of the sales organization, a client’s implementation or company operations. Executive Action Plans. That belief must be genuine.

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Face-to-face Meeting Microsoft Margin 76

Your Sales Management Guru

OCTOBER 22, 2013

The first week’s Goal: Learn Company Purpose, Message, Materials and Services , this includes a check list and over two pages of training actions. The second weeks: Goal: Learn to Sell Company Offerings , first it is important to learn, the second week is about learning to sell. Each week has homework assigned.

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Face-to-face Exercises System Sales Management 71

Your Sales Management Guru

DECEMBER 29, 2014

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. We call it the Annual Client Audit Review. The objective of this meeting is actually made up of many sub-steps.

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Penetration Exercises Motivation Referrals 99

Your Sales Management Guru

JULY 7, 2013

This quote from Fast Company: Golden Rules of Thought Leadership sets the stage for our program at WPC SM18 Dominate the Market. . Identify potentially useful vendors: Make contact with at least five companies that sell related, but non-competing, goods or services to your chosen vertical market. Where to begin? .

Marketing 86

Marketing Trade Show Ideal Customer Profile Face-to-face 86

Your Sales Management Guru

JUNE 14, 2016

In all likelihood this opportunity had a high profile within the company and there will be more than passing curiosity about why the company lost or why the company won! The sales person who can do this effectively elevates the prospect’s trust and credibility in the salesperson and their company.

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Vendor Sales Cycle Ideal Customer Profile Buying Cycle 40

Your Sales Management Guru

NOVEMBER 6, 2012

While many companies focus on increasing communication between employees and/or building the right kind of culture to maintain a proper atmosphere many seem to fail. Are you a best value company? Sales Leadership: Creating a Great Culture. It’s something I seldom find in many organizations.

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Lead Rank Compensation Lead Scoring System 87

Your Sales Management Guru

JANUARY 3, 2012

• What assumptions did you make about your company. Company Mission and Strategic Alignment. 2.1.1 Company Mission statement. 2.1.2 Company Goals. 2.1.3 Company Strategy. 2.1.4 Company Critical Success Factors. capability in 2011? Still true? . Executive Summary.

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Hiring Collateral Lead Rank Trade Show 70

Your Sales Management Guru

SEPTEMBER 21, 2015

Sales teams run on emotion; personal emotion of belief in themselves, the products/services they deliver (and their results for their clients) and the ability of the company to execute effectively. Companies need to take a similar approach to capturing and preserving their histories. Consider sponsoring games offering door prizes.

Lead Rank 40

Lead Rank Lead Scoring Hiring Face-to-face 40

Your Sales Management Guru

JUNE 10, 2014

The company was swimming in issues and I felt like I was changing tires on my car at 60 mph. I had only been selling maybe 8 years with two different companies and had experienced four or five sales managers and as you can imagine-all with a variety of styles, patience and skill level. Luckily I received some assistance.

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Sales Management Face-to-face Lead Rank Lead Scoring 93

Your Sales Management Guru

DECEMBER 3, 2012

This word reinforced the company’s focus on sales growth, professional growth, market share growth and company growth. This particular company wanted to reinforce the sales process, sales strategy execution as well as increasing the focus on customer service. For example, I have seen one that was simply: Growth!

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Sales Leadership Incentives Incentive Motivation 82

Your Sales Management Guru

APRIL 12, 2016

Do you remember early on in your career getting really excited when you got a call that went something like this, “Hey John, we are on a fast track to select a vendor this week for our mega project and we hear your company is really good. We need your best proposal by tomorrow so we can present to our CEO to make a decision Friday.

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Your Sales Management Guru

JULY 14, 2014

This quote from Fast Company: Golden Rules of Thought Leadership set the stage for our program at WPC: Dominate your market: learn how thought-leadership marketing will impact your vertical market presence. Inviting high level executives such as CIO’s to these on-going events will help build up your company as a thought leader.

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Lead Rank Lead Scoring Microsoft Face-to-face 80

Your Sales Management Guru

FEBRUARY 20, 2012

Building Your Team: Working with Company Leadership. Another critical step in building that culture is making sure that your company’s leadership views sales development as a top priority. Many companies’ management teams view their sales divisions as cost centers. That’s not necessarily a given.

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Hiring Lead Rank Lead Scoring Proposal 72

Your Sales Management Guru

JANUARY 10, 2012

Strategic sales management is often a weak link in solution provider companies. . Strategic sales management is often a weak link in solution provider companies. While every client engagement is unique, some problems are common to many corporate cultures and tend to prevent a company from reaching its business potential.

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Face-to-face Proposal Vendor Energy 61

Your Sales Management Guru

OCTOBER 3, 2011

That’s especially true for any company that is diverse. Your sales management team must understand your company’s overall goals and structure compensation to align with them. You should also address these questions: Is your company a start-up or an established business? Are your sales goals orders- or bookings-based?

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Compensation Margin Commission Salary 65

Your Sales Management Guru

AUGUST 22, 2012

Second, during the demonstration phase the President of those companies always brought along the key people that would be using the software and during the proposal phase those individuals were normally there when we introduced the investment and training programs.

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Influencer Proposal Software Software 61

Your Sales Management Guru

JUNE 1, 2010

Stay current on what your company is doing with social media. Considering how social media has changed the buying cycle , most prospects will do significant research about your company online—including your firm’s social media presence and what your customers are saying about you—long before engaging with you. Use LinkedIn.

Social Media 71

Social Media Media Buying Cycle Ideal Customer Profile 71

Your Sales Management Guru

AUGUST 18, 2016

Consider again the myriad priorities within the prospect company and the limited availability for executive support and investment capital or expense. What are the issues and capabilities that your company has helped the prospect uncover and how do you prove the ability to deliver? Are they unique and important to the prospect?

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Sales Management Webinar Metrics Vendor Case Study 40

Your Sales Management Guru

FEBRUARY 14, 2011

They must also believe that the company they represent is the best and the solutions or services they sell are of the highest quality. Companies need to take a similar approach to capturing and preserving their histories. Monthly Meetings: When a company launches, its first employees typically feel that they share a mission.

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Sales Management Hiring Microsoft Vendor 66

Your Sales Management Guru

FEBRUARY 12, 2015

A look into the Alexander Group’s “2015 Sales Compensation Trends Survey” reveals that companies plan to offer moderate pay raises of 3 percent for sales personnel in 2015. Almost 65 percent of the reporting companies plan to increase headcount in 2015, the highest portion of reporting companies since 2010.

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Your Sales Management Guru

MAY 14, 2013

Good writing speaks volumes about the person and company behind the presentation. Your presentation represents you and your company. Ken; We have a guest blog this week, a topic that is absolutely key in emails, presentations and meetings. Hope you enjoy! Take the time to write it right.

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Your Sales Management Guru

DECEMBER 14, 2012

Ken@Acumenmgmt.com. ) While that column discusses how to build belief in your product/service and company, I also believe there needs to be a focus on the greater good. They are the difference between average people and top people in most companies. And THEN some. These 3 little words are the secret to success. and then some….They

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Follow-up Sales Leadership Meeting Motivation 74

Your Sales Management Guru

OCTOBER 13, 2015

Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts. We believe most organizations can improve their profitability by increasing the Discipline, Accountability and Control within their companies. The Process: it’s ongoing.

Revenue 40

Revenue Hiring System Case Study 40

Your Sales Management Guru

JULY 21, 2014

Non-productive partner companies often hire the best, but fall short at training their talent. In a like manner by the end of the third week, the salesperson must be able to present the organization’s PowerPoint presentation to the management team to ensure they can properly represent the company. Don’t make that mistake.

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Hiring Training Sage Vendor 87

Your Sales Management Guru

MAY 7, 2012

The magazine describes this elite group as “resources that can assist companies in becoming the best that they can possibly be.” Ken’s consulting, advisory, and speaking services have illuminated, motivated, and rejuvenated sales efforts for companies across North America. KNOXVILLE , Tenn.,

Influencer 77

Influencer Microsoft Marketing Conference 77

Your Sales Management Guru

JANUARY 27, 2014

This quote from Fast Company: Golden Rules of Thought Leadership set the stage for our program at WPC: Dominate your market: learn how thought-leadership marketing will impact your vertical market presence. Inviting high level executives such as CIO’s to these on-going events will help build up your company as a thought leader.

Lead Rank 72

Lead Rank Lead Scoring Microsoft Face-to-face 72

Your Sales Management Guru

SEPTEMBER 11, 2012

www.yoursalesmanagementguru.com ) Thoreson said, “I’m honored to be in good company on this list. Ken’s consulting, advisory, and speaking services have illuminated, motivated, and rejuvenated sales efforts for companies across North America. KNOXVILLE, Tenn.,

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Sales Management Conference Microsoft Compensation 65

Your Sales Management Guru

JANUARY 29, 2013

They have been going through our 3-week new hire training program which is a prescriptive approach to ensuring new salespeople know everything from how to sell their company, and products/services to how to use the copier and telephone system.

Hiring 67

Hiring Training Proposal Revenue 67

Your Sales Management Guru

MAY 31, 2016

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. 3) Testing receptivity to new capabilities your company is considering. (4) As a key manager, this is an opportunity to help the company and your team.

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Vendor Competition Survey ACT 40

Your Sales Management Guru

DECEMBER 10, 2012

If things become worse and you decide it is time for the employee to be let go, you don’t want a moment of retaliation to be called in to question. · Show the employee the documented information and reiterate any company policies they may be violating. Total Profit Solutions for IT Companies. Acumen Management Group Ltd.

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Compensation Survey Policies Incentives 80

Your Sales Management Guru

MARCH 19, 2012

In today’s economic times, the companies most likely to thrive are those that invest time in scrutinizing their strategic sales-management plans. When we see companies struggling, it’s often because they lack such blueprints. monthly job creation rates hit 200,000, etc… What is your perception? Average order value.

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Sales Leadership Cost per Lead Face-to-face Margin 70