Your Sales Management Guru

JULY 31, 2013

I got pulled into a MasterMind group of 5 people for 90 minutes-spur of the moment and I came away with a best idea of the entire conference! Are you involved in an outside group? The breakout sessions provided detailed insights on what you need to do to be more professional and successful in your life and business.

Conference 89

Conference Sales Leadership Groups Training 89

Your Sales Management Guru

MAY 7, 2012

May 7, 2012— Ken Thoreson , author of the award-winning Your Sales Management Guru blog, articles and book series for sales leaders, renowned consultant, columnist and speaker, and Acumen Management Group Principal, was named to Top Sales ’ “ Top 50 Sales & Marketing Influencers for 2012 “ list. KNOXVILLE , Tenn.,

Influencer 77

Influencer Microsoft Marketing Conference 77

Your Sales Management Guru

AUGUST 25, 2016

I have worked with thousands of individuals over the many years at Acumen Management Group; a wide variety of salespeople, managers, entrepreneurs and corporate teams. In my analysis I like to break groups of people into two categories: A) Those that possessed levels of talent that should have allowed them to take advantage of it to succeed.

Lead Rank 40

Lead Rank Lead Scoring Groups Analysis 40

Your Sales Management Guru

MAY 23, 2011

There are many executive peer groups where individuals meet and discuss common business challenges, hold each other accountable and some even compare financial metrics. In some peer group situations business leaders are from the same industry and some groups are made up of general business leaders. Acumen Management Group Ltd.

Sales Management 60

Sales Management Hiring Groups Conference 60

Your Sales Management Guru

AUGUST 12, 2013

Acumen Management Group . Acumen Management Group Ltd. The format can be used for one on one meetings with the President and the Vice President of Sales or when the Sales Manager needs to present to the Board of Directors or at Management Team Meetings. Discipline, Accountability and Control. Sales Management Reporting .

Sales Management 80

Sales Management Trade Show Lead Rank Lead Scoring 80

Your Sales Management Guru

APRIL 8, 2013

Acumen Management Group Ltd. In many situations sales managers are the key coach, mentor and trainer of their sales teams, whether it’s in the field or in sales training environments. It is the second most important aspect of your job. Hiring correctly is #1). I do add to this tool box from time to time-so it is a living value.

Sales Leadership 93

Sales Leadership Hiring Lead Rank Lead Scoring 93

Your Sales Management Guru

MAY 20, 2013

You have another group of people in the boat with very long oars, pulling deep in the water and feeling like they are the ones “holding up the team.” Ken Thoreson, Acumen Management Group, www.AcumenManagement.com , Ken@AcumenMgmt.com. You see some people in the boat facing the wrong direction and actually working against the team.

Face-to-face 99

Face-to-face Sports Groups Coaching 99

Your Sales Management Guru

MAY 6, 2012

May 7, 2012— Ken Thoreson , author of the award-winning Your Sales Management Guru blog, articles and book series for sales leaders, renowned consultant, columnist and speaker, and Acumen Management Group Principal, was named to Top Sales ’ “ Top 50 Sales & Marketing Influencers for 2012 “ list. KNOXVILLE , Tenn.,

Influencer 66

Influencer Microsoft Marketing Conference 66

Your Sales Management Guru

JUNE 1, 2010

This week I thought I would share with my readers a “guest blog” from Tom Pick on Sales and Social Media…I have known Tom for a few years and he is top SEO and Social Media consultant… read and enjoy… Although marketing departments tend to be the heaviest users of social media for business, sales groups aren’t far behind.

Social Media 71

Social Media Media Buying Cycle Ideal Customer Profile 71

Your Sales Management Guru

JULY 18, 2017

For instance, the group might evaluate your sales and service functions or serve as a sounding board for new product ideas. Client Advisory Boards A Client Advisory Board — which typically includes five to seven current clients — can provide insights into customer needs from the customer perspective.

Face-to-face 0

Face-to-face Account Compensation Groups 0

Your Sales Management Guru

AUGUST 25, 2014

Ken Thoreson, President of Acumen Management Group LTD. Acumen Management Group Ltd. Let me know what has worked for you on creating a sales process. Top 40 Sales Management Actions for Predictable Revenue: [link]. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Sales Process 92

Sales Process Benefit System Compensation 92

Your Sales Management Guru

MAY 11, 2015

Acumen Management Group, Ltd. Confidential Property of Acumen Management Group, Ltd All Rights Reserved. Confidential Property of Acumen Management Group, Ltd All Rights Reserved. Sales Management Audit Plan. No Reproduction without Authorization. PLEASE SCORE 1-5, 5= HIGH. 1, 2, 3, 4, 5.

Lead Rank 40

Lead Rank Lead Scoring Compensation Quota 40

Your Sales Management Guru

SEPTEMBER 11, 2012

12, 2012—Top 50 Sales/Marketing Influencer Ken Thoreson , author of articles and book series for sales leaders, renowned consultant, columnist and speaker, and Acumen Management Group Principal has earned a spot on Top Sales Magazine’s list of “Top 50 Sales & Marketing Blogs 2012” for his Your Sales Management Guru blog. KNOXVILLE, Tenn.,

Sales Management 65

Sales Management Conference Microsoft Compensation 65

Your Sales Management Guru

JULY 7, 2013

Identify key industry groups : Locate the top local and national industry associations for each vertical. Not sure which groups, publications and influencers carry the most weight in a specific market? Begin building a database with information on these prospects. . Work with them to share contacts and create joint referral networks.

Marketing 86

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

Your Sales Management Guru

FEBRUARY 26, 2013

These may be local associations, networking groups or social events where potential networking contacts may attend. Guru’s Rule : Every salesperson should attend at least one networking group event per month. . If you want a sample Excel spreadsheet to help you track these individuals send me an email.

Networking 97

Networking Hiring Referrals Ideal Customer Profile 97

Your Sales Management Guru

NOVEMBER 26, 2012

1) Make sure you read the local business sections in your local papers, the Wall Street Journal, business magazines/web sites, 2) read 3 business books a year and 3) join a sales leadership “peer group” of other sales managers to learn how others are increasing their leadership skills. Hit our web site.

Journal 77

Journal How To Sales Leadership Pipeline 77

Your Sales Management Guru

FEBRUARY 12, 2015

Vice President, The Alexander Group, Inc. 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. Cichelli is the editor of the survey and a senior vice president with the Alexander Group. By David J.

Compensation 40

Compensation Trends Hiring Survey 40

Your Sales Management Guru

DECEMBER 26, 2017

You will attend eight live, virtual sessions with Ken in a small group setting (all sessions are recorded), in addition, you’ll have access to: More than thirty self-directed video learning modules. Discussion forums where you can share best practices with Ken and other participants.

Sales Management 78

Sales Management Hiring Sales Leadership Course 78

Your Sales Management Guru

JUNE 19, 2012

Assign your sales team into groups where they meet at least once a week to compare notes and sales situations where they can brainstorm on potential sales tactics. Acumen Management Group Ltd. Increase your sales strategy. 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

NOVEMBER 13, 2013

For instance, the group might evaluate your sales and service functions or serve as a sounding board for new product ideas. Client Advisory Boards A Client Advisory Board — which typically includes five to seven current clients — can provide insights into customer needs from the customer perspective.

Face-to-face 73

Face-to-face Compensation Account Groups 73

Your Sales Management Guru

APRIL 16, 2012

Anyone reading this book will come away with the “words or phrases” to use for personal or group stimulation. Acumen Management Group Ltd. While all of these steps are somewhat fundamental in facilitation, the added elements of stimulation for generation of creative solutions becomes the meat within the book.

Sales Leadership 68

Sales Leadership Hiring Face-to-face Motivation 68

Your Sales Management Guru

JUNE 16, 2013

Topics should include: sales skills, product/services knowledge, competition and sales operations (CRM, contracts, etc…) BTW: During the first six months of 2013, I have used: Question Based Selling and Demonstration to Win books for many of my clients “book club” study groups. But what about July!

Training 90

Training Video Meeting Sales Leadership 90

Your Sales Management Guru

JANUARY 3, 2012

3.1.3 Units or Product Groups. Acumen Management Group Ltd. 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. 2.1.5 Key measurements (Market share, profit, growth, etc). Sales Goals.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Your Sales Management Guru

OCTOBER 1, 2013

Acumen Management Group Ltd. create a poster to keep the focus. 10) Don’t forget to prospect, market because January 1 st , 2014 will come up quickly. Ok, my list is done, what are your idea’s to help everyone win! operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Sales Qualified Lead 97

Sales Qualified Lead Referrals Conference Negotiation 97

Your Sales Management Guru

SEPTEMBER 3, 2013

Acumen Management Group Ltd. Next, 5) identify what companies those individuals work in and target those organizations that fit your company’s ideal client profile and last 6), ask your “raving fan” to make a referral introduction to your targeted organizations! Do your homework and count commissions.

Cold Calling 73

Cold Calling Jigsaw Ideal Customer Profile Commission 73

Your Sales Management Guru

JUNE 24, 2013

Acumen Management Group Ltd. Focus during the next two months on increasing your positive stroking for each person on your team and you will be amazed at the body language and attitude of each person on your team. What are your tips on inspiring sales confidence?

Sales Leadership 93

Sales Leadership Energy System Exact 93

Your Sales Management Guru

MARCH 26, 2014

Acumen Management Group Ltd. 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. Get EDGY Conversations by Dan Waldschmidt, from Hydra Publishing.

Conversion 86

Conversion Motivation Groups System 86

Your Sales Management Guru

NOVEMBER 15, 2010

During a recent keynote program with a group of individuals from an association I was speaking about the need to build both a successful personal and professional life to truly succeed. If you would like us to speak at your sales kick off meetings or other groups-just let me know! Acumen Management Group Ltd.

Sales Leadership 67

Sales Leadership Scale Motivation Groups 67

Your Sales Management Guru

JUNE 18, 2014

After each chapter the authors begin to assist the reader in the implementation phase for that section with active work groups. This is not a book written for classroom discussion, it is meant for execution in the business world. Team Assessment-designed score your existing environment. Assessment Reflection Exercise.

Lead Rank 81

Lead Rank Lead Scoring Handbook Exercises 81

Your Sales Management Guru

SEPTEMBER 19, 2011

8. Develop a peer group of other Sales Leader’s; share your ideas, ask for advice. Acumen Management Group Ltd. Once a month take your sales team to a satisfied client’s office for tour and demonstration of how they use your products/solutions. See past blogs on this topic. What are ideas that I forgot? . .

Sales Leadership 69

Sales Leadership Compensation Proposal Vendor 69

Your Sales Management Guru

APRIL 9, 2014

Ken Thoreson, President of Acumen Management Group Ltd. Impacting the lives of others and how focusing on that objective will improve the Life Enrichment of your life. 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

Your Sales Management Guru

APRIL 2, 2014

Acumen Management Group Ltd. How are you living your life? 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! operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Call-back 78

Call-back Motivation Groups System 78

Your Sales Management Guru

NOVEMBER 29, 2010

Group Related Activities: Am I prepared to lead the event? Acumen Management Group Ltd. Be Realistic and Aware of Your Limitations. Don’t Over Schedule Events. Allow for Time Cushions. Review Your List Every Morning. Ask yourself; “why me?” Is there someone else that can do this? How to Analyze Your To-Do List .

Sales Leadership 67

Sales Leadership Exercises Energy Groups 67

Your Sales Management Guru

OCTOBER 14, 2013

Acumen Management Group, Ltd. We are certainly in the middle of a great recession. There just isn’t any business.”. (Need we point out the moral?). I received this in 1974…. Ken Thoreson. 423-884-6328. Ken@acumenmgmt.com. Leadership Management'

Government 63

Government Advertising Advertising Groups 63

Your Sales Management Guru

JUNE 3, 2013

Acumen Management Group Ltd. He is on a very short leash this week but the learning curve of the client and the salesperson has improved-now both better understand that on-boarding is a critical success factor in building a high performance sales team.

Hiring 92

Hiring System Sales Leadership Training 92

Your Sales Management Guru

JANUARY 7, 2014

Acumen Management Group Ltd. Make it happen this quarter. By creating six month salesperson plans and tying those to quarterly execution the sales leader can begin to create the focus necessary for success. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Forecasting 73

Forecasting Quota Compensation System 73

Your Sales Management Guru

JULY 7, 2014

Lewis, in the 1920’s, 30’s they battled around religious and literary ideas with the “Inklings” as group of unfashionable Christian professors from Oxford. It’s all about creating ideas, evaluating them and executing on them. Another example is J.R.R. Tolkien and C.S.

Face-to-face 81

Face-to-face Sales Motivation Groups 81