Your Sales Management Guru

MAY 11, 2015

Rate how comfortable are you that you have enough pipeline potential in the 30, 60, and 90 categories to exceed future monthly quotas? Rate how comfortable are you of the projected revenue you need in each sales stage category to ensure you have enough opportunities to exceed the future quota? 1, 2, 3, 4, 5. 1, 2, 3, 4, 5.

Lead Rank 40

Lead Rank Lead Scoring Compensation Quota 40

Your Sales Management Guru

APRIL 18, 2011

I often state that it is the salesperson’s responsibility to make quota not the sales managers, it is your responsibility to hire, train and put the salesperson in a position to win and exceed quota. I maybe already too late, hopefully you aren’t? What to do?

Sales Leadership 58

Sales Leadership Hiring Quota Discount 58

Your Sales Management Guru

JULY 6, 2016

Based upon your Sales Plan where are you against your quota? Did the quarterly sales training plans work? What are 5 new ideas to coach and train more effectively? Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders.

Sales Leadership 56

Sales Leadership Lead Rank Lead Scoring Government 56

Your Sales Management Guru

MARCH 3, 2014

Ensuring training is occurring. Building a systematic approach to achieving quotas. Where in my own personal life I had the discipline to do the right thing-everything was positive, when I failed; I lacked the discipline to achieve and accepted less than success. Increasing the level of quality execution at all levels.

Quota 82

Quota Sales Leadership Positioning Motivation 82

Your Sales Management Guru

OCTOBER 13, 2015

In addition, we like to see them forecast by suspect/client by product or practice area three times their quota. Training and Development. The next step is create a sales training and development plan each quarter for you and your sales teams. Each plan should be created every six months.

Revenue 40

Revenue Hiring System Case Study 40

Your Sales Management Guru

AUGUST 17, 2015

We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers. We are excited to announce the unveiling of our new service: Ignite Your Sales Team video training programs for sales managers. Coach & Train for Success. Recruit a Top-Tier Sales Team.

Sales Management 40

Sales Management Hiring Lead Rank Lead Scoring 40

Your Sales Management Guru

NOVEMBER 28, 2016

For a quick CoS ratio, simply take an individual’s salary plus commissions earned at 100 percent of quota and potential bonus opportunities, then divide by that person’s revenues to obtain the percentage. Balanced: Compensation is based on margin, revenue and a third component, such as quota attainment.

Compensation 0

Compensation Margin Hiring Commission 0

Your Sales Management Guru

JUNE 6, 2017

Fire them up with new products or packaging/pricing, change the game with new times for sales and sales training meetings-even re-arrange the sales offices. As a sales manager, creative sales strategies will push you over your quota-get your entire team into a creativity fix. Invest in sales management training, books, DVD’s.

Sales Management 52

Sales Management Hiring Call-back System 52

Your Sales Management Guru

JUNE 6, 2011

The number one reason most sales leaders are fired is their in-ability to achieve sales quota. Sales management must know their future quota objectives-at least 18 months out. What I mean by that is sales certification and training programs are not rigorous or demanding in performance. What do I mean by this?

Resources 64

Resources Hoovers Sales Leadership Hiring 64

Your Sales Management Guru

NOVEMBER 26, 2012

The question you must ask is: “do you have enough number of opportunities both in value and number of opportunities to achieve your upcoming monthly quota? Step Three: Is your team trained? It was enlightening and a crucial step towards increasing the need for continued focus on sales training.

Journal 77

Journal How To Sales Leadership Pipeline 77

Your Sales Management Guru

JANUARY 31, 2011

months to achieve your yearly quota? Did your team exceed quota for the month? . Did you hold at least two hours of sales training during January? . Remember in my blog on Sales Management Time Management I mentioned there are only 10.5

Sales Management 63

Sales Management Hiring Lead Rank Lead Scoring 63

Your Sales Management Guru

MAY 6, 2013

This week I thought I would use this forum to let my readers know of Two Sales Leadership training programs in May that you should plan to attend. The first is Friday May 10 th , Building Predictable Revenue: Sales Management Systems. The second is May 28 th , 1pm EST: Creating Sales Compensation Plans for High Performance.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74

Your Sales Management Guru

MAY 16, 2011

Generally most sales teams have until the end of June to achieve your quarterly objectives, these objectives maybe measured as quota attainment, headcount, CRM utilization or even certain levels of training accomplishment. If you are focused on achieving your quarterly objectives time is running out. Ken@AcumenMgmt.com.

Face-to-face 61

Face-to-face Quota Objections Maximizer 61

Your Sales Management Guru

DECEMBER 6, 2017

I proposed based upon my experience that working a partnering-model will bring your organization one salesperson’s quota per year WITHOUT absorbing the cost of sales in hiring another person. Cross training of sales teams and cross marketing programs must be developed. Executives must meet quarterly to review the program’s success.

Lead Rank 54

Lead Rank Lead Scoring Ideal Customer Profile Top of Funnel 54

Your Sales Management Guru

MAY 17, 2010

q Rate how comfortable you are that you have enough pipeline potential in the 30-, 60- and 90-day categories to exceed future monthly quotas: 1, 2, 3, 4, 5. q Rate how comfortable you are about the projected revenue you need in each sales-stage category to ensure that you have enough opportunities to exceed the future quota: 1, 2, 3, 4, 5.

Sales Management 61

Sales Management Lead Rank Lead Scoring Compensation 61

Your Sales Management Guru

AUGUST 5, 2014

This kind of smart work will help you target sell more effectively, reduce your wasted telephone prospecting time, increase your odds to develop new account relationships and open the doors to exceed your 2014-15 quotas. Sales Training' Ken’s hint: Do your homework and count commissions. Acumen Management Group Ltd. Acumen Mgmt.

Networking 84

Networking Jigsaw Cold Calling Ideal Customer Profile 84

Your Sales Management Guru

JANUARY 23, 2012

Fire them up with new products or packaging/pricing, change the game with new times for sales and sales training meetings-even re-arrange the sales offices. As a sales manager, creative sales strategies will push you over your quota-get your entire team into a creativity fix. Invest in sales management training, books, DVD’s.

Hiring 69

Hiring System Call-back Sales Management 69

Your Sales Management Guru

DECEMBER 13, 2011

q Rate how comfortable are you that you have enough pipeline potential in the 30, 60, and 90 categories to exceed future monthly quotas? q Rate the quality of your 3-month sales-training program, is it defined and implemented? Are your company’s goals aligned with the compensation/quota programs? . q 1, 2, 3, 4, 5.

Lead Rank 58

Lead Rank Lead Scoring Compensation Quota 58

Your Sales Management Guru

AUGUST 27, 2012

This particular client has not had a sales training program for over 5 years. I often find that reports are inaccurate because the salespeople are not fully trained on how to use the software or not focused on how to enter certain data properly. Each quarter CRM training should take place. Third: Working Smart is smart.

Sales Leadership 71

Sales Leadership Penetration Ideal Customer Profile ACT 71

Your Sales Management Guru

OCTOBER 27, 2015

However the job of sales leadership demands more than revenue focus, in fact in my training programs and client consulting engagements I tell my clients that it is not sales management’s job to achieve quota-that is the salesperson’s job! Scheduled monthly sales training meetings and topics that are planned with specific dates/times?

Hiring 40

Hiring Field Sales System Report 40

Your Sales Management Guru

SEPTEMBER 4, 2012

They define this as all operations that includes all non-quota carrying activities that support quota-carrying activities. Optimizing sales operations can improve revenues by 10-25% and reduce back-office costs by 20%-30%. What are you doing is this area? Lastly, they focus on changing the culture within the organization.

Strategy 103

Strategy Handbook Case Study Quota 103

Your Sales Management Guru

SEPTEMBER 26, 2016

Make this book one of your Acumen Book Club sales training sessions going into the fourth quarter and watch your quota numbers get crunched. Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders. Need more sales management resources?

Closing 40

Closing Relationals Sales Cycle Quota 40

Your Sales Management Guru

JULY 26, 2010

By now the summer is almost over and you need to be concerned about exceeding Augusts’ quotas, achieving September’s goal and the fourth quarter sales numbers. It’s Almost August-5 Steps to Finish Strong. As a strategic sales leader you need to be proactive in your thinking and actions.

Decision Maker 64

Decision Maker Sports Sales Leadership System 64

Your Sales Management Guru

SEPTEMBER 20, 2010

For each day of the week practice times were broken out into 12 and 15 minute segments with specific training defined for special times, offense, defense, film, etc… both with classroom and field practice times set. It will make sure you arrive on time and on schedule for your quota busting sales celebration event.

Travel 63

Travel Transportation Film Sales Leadership 63

Your Sales Management Guru

JULY 2, 2012

Typically, these maybe sales versus quotas; these numbers may reflect sales goals by product/services or goals by salesperson. You may wish to have individual salespeople handle some aspects of training sessions. · Section 6: Consider this the catch-all part of the meeting.

Meeting 69

Meeting Face-to-face Scale Forecasting 69

Your Sales Management Guru

JUNE 4, 2012

Training needs: sales, industry, product/service, operations. Forecast by various segments (depending upon your industry)-normally 3 times quota. This is the summary list of the various sections: Personal objectives for the period. Personal income goals. Maximum revenue, most likely and minimum projected revenues.

Sales Leadership 78

Sales Leadership Hiring Forecasting Segment 78

Your Sales Management Guru

MARCH 30, 2015

Learners: High potentials, do we have a plan to train ? The Salesperson Development tool includes a revenue vs quota section, but just as important it includes a section for the Sales Managers evaluation regarding: Skills/Strengths: what needs work, what items are good. Solid Performers: How do we maintain ?

Lead Rank 40

Lead Rank Lead Scoring System Quota 40

Your Sales Management Guru

JUNE 22, 2010

Sales leadership requires creativity as well, sales managers that are exceeding sales quotas, hiring and developing their teams and building a sales culture require huge levels of a creativity quotient. They seem to come up with unique ideas to prospect, find ways to enhance client relationships and they close more effectively. The good news?

Social Media 58

Social Media Hiring InsideView Lead Rank 58

Your Sales Management Guru

AUGUST 25, 2015

You’ve got sales quotas, plans and deadlines. In my book, Recruiting High Performance Sales Teams , I also provide a New Salesperson On Boarding Training Plan. Low competency, high commitment —this person needs sales training but has a great attitude, a great entry-level profile. It is one thing to need sales training.

Hiring 40

Hiring Lead Rank Lead Scoring Ideal Customer Profile 40

Your Sales Management Guru

SEPTEMBER 27, 2010

You may have a sense of urgency driven by end-of-year deadlines for quotas or bonuses, but you need to show prospects how moving forward at this point will benefit them. Then figure out a reason for them to act now. Make contact twice weekly. Never let a week slip by between meetings with prospects. Blog: www.YourSalesManagementGuru.com.

System 56

System Sales Leadership Banking Motivation 56

Your Sales Management Guru

OCTOBER 1, 2012

I proposed based upon my experience that working a partnering-model will bring your organization one salesperson’s quota per year WITHOUT absorbing the cost of sales in hiring another person. You can achieve this by bringing these other resources to your prospects attention.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Your Sales Management Guru

MARCH 19, 2012

Dollar value of pipeline ratio to future monthly quotas. Direct sales expense as a percentage of volume, margin and quota. Dollar value of pipeline by stage; number of opportunities by stage. Actual sales activity compared to a defined set of standards. Average order value. A Win/loss rate percentages, by salesperson.

Sales Leadership 70

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

Your Sales Management Guru

AUGUST 3, 2010

Making it to the Top, and other phases like it typically refer to exceeding your sales quota or becoming a top performer in your organization. Tags: Keynote Programs Sales Kick Off Meeting Sales Management Sales Motivation sales leadership keynote speaking Motivational Sales Management Training. Making it to the Top.

Motivation 63

Motivation Sales Leadership Quota Sales Management 63

Your Sales Management Guru

OCTOBER 25, 2010

The Guru is a big believer that every sales team should plan a trip or event for all quota achievers. Tags: Keynote Programs Sales Kick Off Meeting Sales Management Planning Sales Motivation Sales Training keynote speaking Motivational sales leadership. You can announce your yearlong sales contest at your kickoff meeting.

Sales Leadership 65

Sales Leadership Meeting Compensation Motivation 65

Your Sales Management Guru

AUGUST 17, 2011

Begin by having salespeople create individual, six-month business plans describing their goals, training needs, quotas and forecasts as defined by specific clients and products. When combined with a couple of simple tools, this mindset ensures that your sales team is as effective as possible.

Hiring 51

Hiring Penetration Microsoft Face-to-face 51

Your Sales Management Guru

MAY 23, 2016

In addition, you could offer bounty bonuses for salespeople who exceed their quarterly or annual quotas for new accounts or net new revenues. Check out his Sales Management Tool Kit or the Acumen Project and his new Ignite Your Sales Team online video training program for sales leaders. Need more sales management resources?

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentives 52

Your Sales Management Guru

OCTOBER 6, 2015

This on-going action can lead to the equivalent of a normal salesperson’s quota value of sales! . Increase your investment in training – sales skills, product/service knowledge. Review your past efforts, and take an inventory of training needs based on individual salesperson comparisons against your desired profile.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40