Your Sales Management Guru

NOVEMBER 13, 2017

What I also liked is the author’s ability to keep me active with an understanding of the Monkey Brain, Gator Brain and the Elephant’s Tether and how each example teaches the reader how they think and why the model/system must be used to be that innovator or creative solution solver. His blog has been rated in the sales blogs in the world!

Lead Rank 54

Lead Rank Lead Scoring System Resources 54

Your Sales Management Guru

SEPTEMBER 4, 2012

What makes this a great read for sales leaders at ANY size organization are the real case study examples that the authors used to prove their strategies. While many of the examples are from enterprise and global organizations the concepts and lessons learned are appropriate for any sales organization.

Strategy 103

Strategy Handbook Case Study Quota 103

Your Sales Management Guru

JULY 21, 2014

The various tracks cover technology, but also leadership, sales and marketing topics. My program this year is “ Bartender’s Guide to Cloud Profits ”” It’s just one example of information that will be shared during the conference. for the first time sales manager. Sales Management Training Sales Training'

Hiring 87

Hiring Training Sage Vendor 87

Your Sales Management Guru

AUGUST 25, 2014

3. The sales manager began to fully understand not only what the steps in the sales process were, but why each salesperson needed to execute on them. This provided the sales manager a better platform for coaching, mentoring and monitoring opportunities in the pipeline. Acumen Management Group Ltd.

Sales Process 92

Sales Process Benefit System Compensation 92

Your Sales Management Guru

OCTOBER 22, 2012

While any student of management and leadership maybe familiar with a few of this tactics, what makes this book a must read for all levels management is his formula and his challenge to simply spend nine minutes each Monday to consider 9 simple questions. Acumen Management Group Ltd.

Sales Leadership 80

Sales Leadership Face-to-face System Promotion 80

Your Sales Management Guru

APRIL 3, 2017

Be an Optimized Sales Leader. For example, the role of quality control, Lean and Kaizen Management have been implemented in many areas of business to improve performance. The impact of Sales Management Optimization Policy ™ must be applied to the sales organization. Product and revenue projections-24 months.

Hiring 0

Hiring Policies System Face-to-face 0

Your Sales Management Guru

OCTOBER 20, 2014

Secondly, the %’s may not be precise but what you are looking for is where to draw the lines where you can see a separation; once you have these lines drawn we recommend you schedule a meeting with the sales team and management team to discuss what you have found. Examples might be: What are the total revenues?

Demographics 84

Demographics Analysis Margin System 84

Your Sales Management Guru

NOVEMBER 3, 2014

Sales Recruiting: Scoring your Interviews. In every book on sales management, especially those that are focused on recruiting and interviewing salespeople there are always tools, sample questions, salesperson assessments and descriptions on various techniques used during the process. Sales Management Training'

Lead Rank 82

Lead Rank Lead Scoring Hiring Territories 82

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. If your sales teams execute that well you get the production Subway does! This is an example of the kinds of detail that will come out during the process.

Sales Process 0

Sales Process Lead Rank Lead Scoring Case Study 0

Your Sales Management Guru

JULY 12, 2017

I recently read Kevin Davis’s book, The Sales Manager’s Guide to Greatness , 10 essential strategies for leading your team to the top, published by GreenLeaf books. This book hits the mark when it comes to setting the standard for successful sales management. Each will dramatically improve sales performance levels.

Lead Rank 0

Lead Rank Hiring Lead Scoring Coaching 0

Your Sales Management Guru

JANUARY 27, 2014

You can achieve this in a variety of ways, and in my session at WPC I shared 10 actual examples and other marketing ideas. Ken Thoreson, President of Acumen Management Group Ltd. operationalizes” business and sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Lead Rank 72

Lead Rank Lead Scoring Microsoft Face-to-face 72

Your Sales Management Guru

JANUARY 14, 2014

• Content ; in this section he provides the structure of the talk: examples. Delivery ; this section covers the mechanics of speaking; examples. o Managing Verbal/non-Verbal Delivery. Design; adding to the power of your presentation; examples. The Journey to the Stage and Beyond; examples. o Choosing an Idea.

Handbook 71

Handbook Conference Video Examples 71

Your Sales Management Guru

JANUARY 21, 2013

more on that later), in both environments I have begun to revert to a similar sales management technique to achieve the desired results. If you are attempting to bring an increase focus on weekly sales and activity and exceeding your monthly sales goals, this idea will help you. For example $250,000.

Sales Meeting 81

Sales Meeting Sales Leadership Meeting Forecasting 81

Your Sales Management Guru

JULY 7, 2014

Creativity for Sales Leaders. One of the traits sales managers must have or develop is a mind that is creative. Another example is J.R.R. As a salesperson, sales leader, or manager you can build a better life by adding some spark to your thinking power. For first time sales managers is now available: [link].

Face-to-face 81

Face-to-face Sales Motivation Groups 81

Your Sales Management Guru

APRIL 23, 2015

This is what I generally see or hear when I begin to poke at the problem: When you review the pipeline report (CRM/Excel) all the Closing Dates are listed as the end of the month-6/30/15 as an example. 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.

Forecasting 40

Forecasting Margin Top of Funnel Sales Management 40

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).

Hiring 40

Hiring Field Sales System Report 40

Your Sales Management Guru

JUNE 6, 2016

As an example under Category #1: Art, Humor and Film, Stu estimated the cost/contact to be between $1-$500, as you progress you read about various real world examples that Stu or others have implemented to achieve amazing results rates. His blog has been rated in the sales blogs in the world!

Meeting 40

Meeting Lead Rank Lead Scoring Social Media 40

Your Sales Management Guru

NOVEMBER 28, 2017

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. Ken Thoreson is managing director of the Acumen Management Group Ltd.,

Compensation 68

Compensation Margin Commission Salary 68

Your Sales Management Guru

NOVEMBER 17, 2014

In closing, provide examples of solutions accepted by others the persuader respects. During your closing, provide examples of others that have accepted the solution, use a low-key, assumptive close to assist them with their goals; avoid hard, “ask for order” selling and help them to make a positive decision.

Lead Rank 90

Lead Rank Lead Scoring Analytics Benefit 90

Your Sales Management Guru

SEPTEMBER 3, 2013

I m not sure how many of my readers subscribe to our monthly newsletter: “ Why Sales Managers Succeed !”, For an example send me an email and I will send you a sample Acumen Power diagram: Ken@AcumenMgmt.com. Acumen Management Group Ltd. I hope you enjoy, Ken. Never Make a Cold Call Again.

Cold Calling 73

Cold Calling Jigsaw Ideal Customer Profile Commission 73

Your Sales Management Guru

AUGUST 27, 2012

As an example; do you change the “stage” of the sale prior to a certain sales activity taking place (demonstration) or do you change the “stage” after the activity has taken place (demonstration)? Like the Salesperson’s Business Plan, each Account Plan is presented to the entire sales team. Acumen Management Group Ltd.

Sales Leadership 71

Sales Leadership Penetration Ideal Customer Profile ACT 71

Your Sales Management Guru

JULY 14, 2014

You can achieve this in a variety of ways, and in my session at WPC I shared 10 actual examples and other marketing ideas. Ken Thoreson, President of Acumen Management Group Ltd. operationalizes” business and sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Lead Rank 80

Lead Rank Lead Scoring Microsoft Face-to-face 80

Your Sales Management Guru

MAY 15, 2017

Building Belief for Sales Success. NOTE: This past Friday, we started another Sales Management Boot Camp,( they run 8 weeks in a live interactive Peer Group setting along with a series of self-paced video learning and templates), the first session is on Building Sales Culture, Leadership and Management Styles.

Hiring 56

Hiring Vendor Sales Video 56

Your Sales Management Guru

JULY 26, 2017

Now let me tell why this book will be a bestselling sales book and perfect for any Sales Manager or salesperson that wants to add additional income to their W-2. Sales Management Boot Camp begins September 22 nd , 8 weeks with online, interactive Peer Group sessions, this is just one quote from a recent attendee: “Wow!

Closing 46

Closing Lead Rank Lead Scoring Guarantee 46

Your Sales Management Guru

SEPTEMBER 23, 2012

Recently in working with a client we spent about two hours simply documenting what a salesperson should do on each of the various steps of their sales process, it enlightened the existing sales manager and created the beginning of a new sales driven culture for the company. Acumen Management Group Ltd. What hasn’t?

Sales Leadership 75

Sales Leadership Sales Process Lead Rank Lead Scoring 75

Your Sales Management Guru

MAY 31, 2016

Certainly an effective PM is striving to gain this insight through other means (surveys, interviews, industry pundits) but what an active sales cycle provides is a snap shot of the current state of the market. For example, Competitor A has been touting a service no one else offers and it seems very compelling.

Vendor 40

Vendor Competition Survey ACT 40

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.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentives 52

Your Sales Management Guru

APRIL 6, 2015

The sales manager began to fully understand not only what the steps in the sales process were, but why each salesperson needed to execute on them. This provided the sales manager a better platform for coaching, mentoring and monitoring opportunities in the pipeline. Need more sales management resources?

Sales Process 40

Sales Process Benefit System Sales Management 40

Your Sales Management Guru

SEPTEMBER 26, 2016

What make it better is he then provides potential scenarios, examples and test situations where any salesperson can relate to their current list of prospects. Buy this book for this chapter alone-it will increase the velocity of your sales cycle. His blog has been rated in the sales blogs in the world!

Closing 40

Closing Relationals Sales Cycle Quota 40

Your Sales Management Guru

SEPTEMBER 6, 2016

This chapter is a must read for Marketing teams and all Salespeople, Mark shares tactical steps, specific email scripts that can be tailored for your business, many examples but his 3 Strategies to “get the email opened” are absolutely right on! His blog has been rated in the sales blogs in the world! Buy this book.

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

Your Sales Management Guru

MARCH 26, 2014

Some examples: • You Win more when you fight more. IDEA: buy this book for your entire sales team and discuss one chapter a week during your next sales meetings, you will see a difference in your team both professionally and personally. Acumen Management Group Ltd. Being different makes the difference.

Conversion 86

Conversion Motivation Groups System 86

Your Sales Management Guru

APRIL 12, 2010

Let me know your thoughts on this example and your perspectives on moving forward in 2010. Ken@AcumenMgmt.com. www.AcumenManagement.com for more free videos on Building Predictive Revenue.

Sales Leadership 51

Sales Leadership Video Sales Management Training 51

Your Sales Management Guru

JUNE 14, 2016

When are Sales Won or Lost? A notable function a sales manager must master is understanding why sales are won or lost. This is particularly true for large, complex sales opportunities where there may never be another opportunity or, if so, it may be years in the future. WHY is this important to discover?

Vendor 40

Vendor Sales Cycle Ideal Customer Profile Buying Cycle 40

Your Sales Management Guru

JUNE 19, 2012

If you believe you are going to have make some kind of offer, set the stage earlier in the sales process by either mentioning an “upcoming” promotion that may occur in July (example) and then offer the promotion/incentive when appropriate. As a sales manager you might also consider attending these sessions as well.

Sales Leadership 74

Sales Leadership Closing Promotion Incentives 74

Your Sales Management Guru

APRIL 2, 2014

Let me share several examples. Acumen Management Group Ltd. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. What are your life mantras? Remember: You can’t change the way you live your life, but you can change the way you LIVE your life!

Call-back 78

Call-back Motivation Groups System 78

Your Sales Management Guru

OCTOBER 12, 2010

Tell me how your sales management consulting moved you to a “no regrets, do-over recipe” strategy for success program. One of the greatest training statements a manager can learn to use is: if you had it to do (the action) over again , what would you do differently, if anything? For example: “I’m Wonderful; it’s Wednesday.”

Conference 66

Conference Microsoft Infusion Motivation 66

Your Sales Management Guru

APRIL 9, 2014

For an example, just the other evening at a conference where I was speaking the next day, I met an individual I had known for some time and while we shared a beverage he told me a remarkable story. Ken Thoreson, President of Acumen Management Group Ltd. James did it and he felt it. Tell me your story, how have you felt Satisfaction?

Lead Rank 73

Lead Rank Lead Scoring Face-to-face Conference 73