Your Sales Management Guru

FEBRUARY 6, 2013

Serious sales leadership requires high levels of energy, creativity and the ability to relate to your team, members of your organization and certainly to prospects. They then connect the circled numbers and draw a line connecting the dots. The representation will show if you are in balance personally and/or professionally.

Conference 62

Conference Energy Face-to-face Sales Leadership 62

Your Sales Management Guru

JUNE 18, 2014

What is a Super Team. The RESPECT Model. Assembling a Super Team. The super team is defined as: A SuperTeam is a team that consistently delivers a superior performance relative to customer expectations. The first section simply defines the Why an organization would want to implement their approach. A quick 38 pages sets the stage for section two.

Lead Rank 81

Lead Rank Lead Scoring Handbook Exercises 81

Your Sales Management Guru

JANUARY 29, 2013

Because of commitments I couldn’t attend one of my other clients sales meetings where the all the salespeople (and management) are reading a sales related book and discussing one chapter a week-kind of a book club approach to sales training. How are all of these actions inner-related?

Hiring 67

Hiring Training Proposal Revenue 67

Your Sales Management Guru

SEPTEMBER 15, 2014

When I read business related books and find valuable information I will underline key thoughts and fold over a corner of the book, I just counted 18 pages where I folded over the corner! I would buy this book for each salesperson and review 2 chapters a week during your sales meeting.

Social Media 87

Social Media Up-Sell Networking Buyer 87

Your Sales Management Guru

FEBRUARY 9, 2015

To increase your public relations exposure within your community or market. That will increase/improve your vendor relations. That drives the necessary sales leads for each month. To say thank you to your existing customer base. To improve your CRM effectiveness. If your computer systems fail or are destroyed.

Sales Leadership 40

Sales Leadership Lead Rank Lead Scoring Vendor 40

Your Sales Management Guru

DECEMBER 30, 2013

Financial: What are my objectives as they relate to money? Physical: How will we continue to be healthy? Walk 2 miles a day? Professional: What are my career goals? Gain a promotion? Pay off the mortgage? House: What are our major projects? Build a back yard patio? Societal: How will I give back to society? To make it a better place?

Exercises 73

Exercises Travel Objections Promotion 73

Your Sales Management Guru

AUGUST 8, 2011

The first sales related metric I recommend is the Won/Lost ratio, this is the number of proposals delivered vs the number of opportunity’s won. The reason this ratio is important is it will tell sales leadership if your salesperson is qualifying properly, delivering enough proposals or has other sales related issues.

Sales Leadership 58

Sales Leadership Top of Funnel Proposal Face-to-face 58

Your Sales Management Guru

MAY 27, 2013

5) Feminize; good relations are seen as more important for results. To those of us in today’s business the authors define the 5 changes for the West: 1) Emotionalize: companies must have values and employee’s must connect to them. 2) Personalize: customers must be treated uniquely. 4) Innovate: focus on being bold.

Government 91

Government Banking Trends Lead Rank 91

Your Sales Management Guru

SEPTEMBER 29, 2014

Bus-ecosystem: each salesperson should develop relationships with 3-5 other salespeople who sell non-competitive, but related products/services into common marketplace. Referral: the salesperson should ask their customers for referrals twice a year.

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Your Sales Management Guru

NOVEMBER 5, 2013

What makes this book unique and an excellent read is her interviews and findings from the people she interviewed and how they related or provided their insights into these key topics of building an Extraordinary life.

Education 78

Education Travel Motivation Groups 78

Your Sales Management Guru

AUGUST 9, 2017

If you relate to any of these comments then SLAMMED! My pipeline is full, but nothing is closing I don’t think my compensation plan is working. I am unsure what metrics to use to measure sales effectiveness. We seem to react to every opportunity. I work harder than everyone. Sales Management Boot Camp maybe for you.

Hiring 49

Hiring Compensation Sales Leadership Course 49

Your Sales Management Guru

MARCH 24, 2013

mentioned four questions that relate to a focus on the entire organization: Is innovation encouraged? The interesting aspect of the book is the impact Disney U had on the entire organization; it is looked upon by management not as a training department but an element of the organization that IMPACTS the culture, operations and performance.

Training 78

Training Education Sales Leadership Lead Rank 78

Your Sales Management Guru

DECEMBER 6, 2017

The key element is that from an Executive level, every organization should develop 3-5 “ business-eco Systems partners ”, these are defined as organizations that: Sell non-competitive but related products/services to the same markets you address.

Lead Rank 54

Lead Rank Lead Scoring Top of Funnel Ideal Customer Profile 54

Your Sales Management Guru

DECEMBER 3, 2012

Plan a fun event but make sure your team knows your Drive Statement and how it relates to your vision for the year. If you would like ideas on how to create a successful sales kick-off meeting send me an email: Ken@AcumenMgmt.com. Ken Thoreson is the President of the Acumen Management Group Ltd.,

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

Your Sales Management Guru

JULY 12, 2017

The book is broken into Sections with sub chapters, it makes it easy to go to a topic of interest and read all the related content. What I enjoyed about the book is Kevin’s writing style along with the very important topics he covers in each chapter and the many tools he provides. The first section is: Self-Leadership.

Lead Rank 0

Lead Rank Hiring Lead Scoring Coaching 0

Your Sales Management Guru

SEPTEMBER 6, 2011

That’s enough for now, but if I missed anything, comment below, let’s build a complete list for the future.

Sales Management 63

Sales Management System Vendor Education 63

Your Sales Management Guru

JULY 5, 2011

These slices of life relate to relationships, friends & family, fitness, communication skills, time management, etc. To hear an excerpt from my keynote where I describe how to find balance in your life and begin to create a Gourmet Life listen to this YouTube video.

Motivation 58

Motivation Follow-up Video System 58

Your Sales Management Guru

FEBRUARY 1, 2016

Each partner must develop 5 “Business Eco-System partners”, these are organizations/salespeople that sell non-competitive but related products/services into the same marketplace. Check out the Microsoft Community Connection program to really find out how to grow your pipeline: www.MSCommunityConnections.com.

Hiring 40

Hiring Networking Benefit Pipeline 40

Your Sales Management Guru

OCTOBER 7, 2014

A more sophisticated approach adds in marketing expenses, corporate overhead, direct expenses paid to the salesperson and expenses related to sales support costs. .

Compensation 81

Compensation Margin Hiring Commission 81

Your Sales Management Guru

MARCH 13, 2017

His stories are easy to relate to and James writing style is smooth and his content is spot on. Early on James added a section titled “Why I Wrote This Book”, he writes of his history of sales and sales management-almost talking himself out of sale and coaching others in learning how to sell.

Closing 71

Closing Lead Rank Lead Scoring Sales Qualified Lead 71

Your Sales Management Guru

JUNE 9, 2013

If a yes was received, then all the surrounding firms in the customers geographic area were called on as well as all related companies within that customers general line of business or vertical market were contacted. If no names were offered, the salesperson would then ask if they could “ at least ” use the customer’s name as a reference.

Quota 104

Quota Microsoft Margin Hotels 104

Your Sales Management Guru

JULY 7, 2013

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. Not sure which groups, publications and influencers carry the most weight in a specific market? Ask your clients and prospects — and follow their advice. .

Marketing 86

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

Your Sales Management Guru

NOVEMBER 28, 2017

A more sophisticated approach adds in marketing expenses, corporate overhead, direct expenses paid to the salesperson and expenses related to sales support costs. For example, if a salesperson earns $150,000 in total compensation and sells $1.5 million of products and services, his CoS is 10 percent.

Compensation 68

Compensation Margin Commission Salary 68

Your Sales Management Guru

FEBRUARY 12, 2012

Dr. Selk opens each new idea with a story of a person that defines his message, I liked the way he personalized the concepts that the reader could relate to. As each page flew by, I found myself underlining sentences, circling ideas and folding over pages as concepts and tools were introduced.

Handbook 65

Handbook Sales Leadership Account Training 65

Your Sales Management Guru

OCTOBER 1, 2012

The key element is that from an Executive level, every organization should develop 3-5 “ business-eco Systems partners ”, these are defined as organizations that: . · Sell non-competitive but related products/services to the same markets you address.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Your Sales Management Guru

JULY 15, 2013

They want to understand how software features they can relate to can add to their company’s bottom line. What will help them is an understanding of how they’ll use my Product on a day-to-day basis and how streamlining existing tasks will help them get their job done. They want to know if I can take them forward.

Face-to-face 75

Face-to-face Construction Benefit Software 75

Your Sales Management Guru

NOVEMBER 29, 2010

Group Related Activities: Am I prepared to lead the event? 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 . All to often we hold items past their usefulness.

Sales Leadership 67

Sales Leadership Exercises Energy Groups 67

Your Sales Management Guru

JANUARY 13, 2015

After any keynote presentation members of the audience will approach me to ask further questions on my program or make more in-depth comments on related topics, frankly I truly enjoy these kinds of give and takes. Increasing Your Velocity is a Critical Success Factor. It’s normal.

System 40

System Campaigns Tools Networking 40

Your Sales Management Guru

JANUARY 9, 2017

If you relate to any of these comments then SLAMMED! My pipeline is full, but nothing is closing. I don’t think my compensation plan is working. I am unsure what metrics to use to measure sales effectiveness. We seem to react to every opportunity. Sales Management Boot Camp maybe for you. We start 2-24-17. To Learn More [link].

Sales Management 28

Sales Management Hiring Compensation Sales Leadership 28

Your Sales Management Guru

APRIL 3, 2017

Public Relations awareness. Sales organization design (18-24 month view). Sales process design map. Customer relationship strategy. Sales technology implementation. Recruitment/hiring/training programs. Marketing/ materials. Business Eco-System Partners and Alliances. Product and revenue projections-24 months. Competition Analysis.

Hiring 0

Hiring Policies System Face-to-face 0

Your Sales Management Guru

NOVEMBER 28, 2016

A more sophisticated approach adds in marketing expenses, corporate overhead, direct expenses paid to the salesperson and expenses related to sales support costs. CoS will vary from industry to industry. . .

Compensation 0

Compensation Margin Hiring Commission 0

Your Sales Management Guru

NOVEMBER 3, 2015

These Business Guidance recommendations could range from: improving the web site, providing adding customer service training, etc… None of these recommendations are related to additional products/services from the salesperson’s firm. HINT: This increases the need for a quality Discovery Stage within your sales process.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Your Sales Management Guru

DECEMBER 20, 2010

These kinds of related activity that can predict future results are the kinds of analysis you must determine for your sales organization. Depending upon your sales/marketing environment you need to consider several pre-sales activities and measure them for a minimum of 6 months before considering them reliable.

Sales Management 60

Sales Management Face-to-face Forecasting Analysis 60

Your Sales Management Guru

NOVEMBER 15, 2010

Now everyone can relate to pizza, right? 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. Thin or thick crust? Cheese or loaded with mushrooms, pepperoni, onions, sausage, etc.

Sales Leadership 67

Sales Leadership Scale Motivation Groups 67

Your Sales Management Guru

MARCH 21, 2011

Sales Leadership: Are you practicing properly? Putting for Par’s. I happen to be in Florida this weekend, taking a few days off to visit relatives, play golf and enjoy the weather.

Hiring 56

Hiring Sales Leadership System Compensation 56

Your Sales Management Guru

JULY 25, 2011

In each of our lives we all have special times or events that open the door to unique opportunities.

Opportunity 61

Opportunity Face-to-face Motivation Video 61

Your Sales Management Guru

JUNE 13, 2011

The manager’s total personality, including the attitudes towards life and particularly toward people, will determine success or failure as a manager.

Guidelines 54

Guidelines Exercises Motivation Sales Management 54