Your Sales Management Guru

SEPTEMBER 12, 2017

Anyone have problems with recruiting/hiring, creating compensation plans or building sales management systems that can predict revenue should check out the site in detail. Plus you’ll get all four books in Ken’s Sales Management Guru series including Slammed! For the New Sales Manager.

Sales Management 79

Sales Management Hiring Face-to-face Compensation 79

Your Sales Management Guru

APRIL 3, 2017

Driving Revenue. First; “ if it’s working, don’t mess with it” and for those companies where sales (revenues) are working there is little interest in disturbing that department. Product and revenue projections-24 months. Attaining Budget Goals. Managing Sales Teams. Working with Limited Span of Control. Marketing/ materials.

Hiring 0

Hiring Policies System Face-to-face 0

Your Sales Management Guru

MAY 6, 2013

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. Building Predictable Revenue: Sales Management Systems, Forecasting and Building a Self-Managed Sales Force. Learn to build predictable revenue.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74

Your Sales Management Guru

DECEMBER 29, 2014

Immediate revenues, larger pipelines and increased levels of belief along with better customer relationships is a positive way to start the year. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. What is your plan to get a jump start on 2015?

Penetration 99

Penetration Exercises Motivation Referrals 99

Your Sales Management Guru

MAY 24, 2017

High performing organizations simply seem to run better, with higher revenues/employee and lower costs of sales. Those are just a few samples, for a list of the top 40 Actions Sales Managers must do to achieve predictable revenue download this white paper.

Channels 46

Channels Analysis Vendor Energy 46

Your Sales Management Guru

DECEMBER 14, 2015

I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! Kick start their sales recruitment plan-for him to attain his new revenue goals for 2016 he needs to hire 4 new salespeople ASAP.

Sales Management 40

Sales Management Hiring System Revenue 40

Your Sales Management Guru

JULY 21, 2014

How long does the vendor estimate it will take you to begin to generate consistent revenue? Just as the vendor onboarding plan is important; creating an employee onboarding process is the first step to decreasing the time to revenue or productivity generation. This ensures you’ve “inspected what you expected.”

Hiring 87

Hiring Training Sage Vendor 87

Your Sales Management Guru

MARCH 10, 2014

What revenue/margin goals that need a focus. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. . • What prospecting and activity goals are important to manage. What account or territory intelligence and relationship building is important. What did I miss?

Margin 78

Margin Territories Sales Forecasts Forecasting 78

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

NOVEMBER 7, 2016

Ask me for a template Ken@AcumenMgmt.com. ? Concerned about 2016’s tendency to not achieve quota each month or your inability to Predict Revenues? Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Need to prepare a 2017 Sales Business Plan ?

Sales Management 85

Sales Management Hiring Compensation Quota 85

Your Sales Management Guru

JULY 6, 2016

Did the sales contests generate the expected levels of revenue or generate the excitement you wanted? 2) On our website we have a White Paper on the Top 40 Actions Sales Managers Must Take to Drive Predictable Revenue and several free Sales Management assessments, www.AcumenManagement.com. Do you need to make an adjustment?

Sales Leadership 56

Sales Leadership Lead Rank Lead Scoring Government 56

Your Sales Management Guru

AUGUST 5, 2013

president, is a sales leadership professional who for more than 15 years has helped executives revitalize their organizations by pulling sales results from the doldrums to predictable revenue. Ken Thoreson, Acumen Management Group, Ltd.

Influencer 82

Influencer Marketing Face-to-face Retail 82

Your Sales Management Guru

SEPTEMBER 15, 2014

increase in top-line revenue. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Don’t get me wrong, Joanne is a proponent of using technology to increase win ratios and the use of social intelligence. Buy this book.

Social Media 87

Social Media Up-Sell Networking Influencer 87

Your Sales Management Guru

NOVEMBER 10, 2014

When people think about a Business Plan, we normally find an Excel spreadsheet with estimated revenues and expenses; we believe it needs to be more comprehensive with specific departmental action plans. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Vendor 78

Vendor Face-to-face Objections Channels 78

Your Sales Management Guru

SEPTEMBER 22, 2014

They build pride, team work and drive revenue. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. In my book; Creating High Performance Sales Compensation Plans I have an entire chapter on incentive compensation.

Quota 89

Quota Sales Leadership Compensation Penetration 89

Your Sales Management Guru

JULY 14, 2014

Our Master the Cloud Business Builder series we built for Microsoft provided a prescriptive approach to accelerating revenues as partners built Cloud/Mobility practices. operationalizes” business and sales management systems and processes that pull revenue out of the doldrums into the fresh zone. About the Author.

Lead Rank 80

Lead Rank Lead Scoring Microsoft Face-to-face 80

Your Sales Management Guru

JUNE 4, 2012

Maximum revenue, most likely and minimum projected revenues. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Training needs: sales, industry, product/service, operations. Forecast by various segments (depending upon your industry)-normally 3 times quota.

Sales Leadership 78

Sales Leadership Hiring Forecasting Segment 78

Your Sales Management Guru

SEPTEMBER 29, 2014

Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?)

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Your Sales Management Guru

JANUARY 29, 2013

Next, on Monday morning I lead a client’s Sales Meeting, where we discussed the concept of Account Planning and learning to “Cross Sell and Up Sell ” to increase their sales revenues. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Acumen Management Group Ltd.

Hiring 67

Hiring Training Proposal Revenue 67

Your Sales Management Guru

SEPTEMBER 23, 2013

1. What are your revenue objectives by each quarter for 2014? operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2014. Acumen Management Group Ltd.

Scale 80

Scale Compensation Hiring Lead Rank 80

Your Sales Management Guru

MARCH 26, 2012

On my web site, you can download The Job of Sales Management, it was created for this specific purpose, it defines the 40 top actions that sales managers must work on to achieve predictable revenues. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Hiring 61

Hiring Analysis Objections Revenue 61

Your Sales Management Guru

MARCH 14, 2016

The person responsible for driving revenues has to focus on their sales team; its activity levels, their sales opportunities, morale/emotion, training, customers, perhaps marketing as well as other departmental interactions. It is because of these numerous aspects that many sales managers get distracted or lose focus. How about you?

Sales Management 40

Sales Management Sales Leadership ACT Revenue 40

Your Sales Management Guru

NOVEMBER 16, 2015

Initially the first step in overall business planning is to have the management team determine what per cent ages of overall revenue will come from net new client’s vs existing clients by product/service or Practice area. Perhaps you may consider creating team bonus plan based upon exceeding a revenue/margin quarterly goal?

Compensation 40

Compensation Hiring Margin Objections 40

Your Sales Management Guru

AUGUST 20, 2013

Consider adding a cash bounty for each additional new seat, new customer, or revenue sold beyond a certain target value. In addition, you could offer bounty bonuses for salespeople who exceed their quarterly or annual quotas for new accounts or net new revenues. Improving customer service.

Face-to-face 82

Face-to-face Incentives Incentive Objections 82

Your Sales Management Guru

APRIL 9, 2012

Build a proactive approach to sales management that creates predictive revenue and a self-managed sales team. . Learn how top performing sales leaders muscle up their teams to pump up predictable revenues. What you need to build predictable revenue. A Proven Regimen for Getting. Your Sales Organization in Shape . 678-629-5700.

Sales Leadership 60

Sales Leadership Hiring Workbooks Hotels 60

Your Sales Management Guru

SEPTEMBER 4, 2012

Optimizing sales operations can improve revenues by 10-25% and reduce back-office costs by 20%-30%. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. The second point I picked up that the authors made was the need to focus on improving sales operations.

Strategy 103

Strategy Handbook Case Study Quota 103

Your Sales Management Guru

OCTOBER 3, 2011

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. Tailoring Tips.

Compensation 65

Compensation Margin Commission Salary 65

Your Sales Management Guru

NOVEMBER 16, 2012

While this is a great incentive for keeping your sales team motivated to bring in revenue, that same incentive be counterproductive in the lead qualification process. The easiest way to do that is to start them off at a base salary and offer a commission based on the total revenue of closed deals. Decide How to Route Leads.

Sales Qualified Lead 83

Sales Qualified Lead Lead Rank Lead Qualification Marketing Qualified Lead 83

Your Sales Management Guru

MAY 23, 2016

Consider adding a cash bounty for each additional new seat, new customer, or revenue sold beyond a certain target value. In addition, you could offer bounty bonuses for salespeople who exceed their quarterly or annual quotas for new accounts or net new revenues. Improving customer service.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentives 52

Your Sales Management Guru

NOVEMBER 6, 2012

Hint: The two things we do quickly to build a “sales driven” culture is 1) to turn all sales quotas/reports into Sales Numbers rather than revenue numbers and 2) we alter the process on running the weekly sales meeting by developing a prescriptive agenda format. What are your thoughts on creating a sales driven culture? .

Lead Rank 87

Lead Rank Compensation Lead Scoring System 87

Your Sales Management Guru

APRIL 21, 2013

As a professional this time will bring you additional levels of revenue-at unexpected times. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. This takes time to find the right individuals and your effort to create an active campaign to build the network.

Networking 84

Networking Groups Sales Leadership Objections 84

Your Sales Management Guru

OCTOBER 16, 2012

More importantly, it’s when many management bonus systems take effect, rewarding executives for driving certain levels of pretax income to the bottom line or attaining their revenue targets. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Plot-closing strategies.

Compensation 77

Compensation Vendor Pipeline System 77

Your Sales Management Guru

JANUARY 3, 2012

3.1.1 Revenue. Sales Process/ Sales Cycle definition: Key milestones, %Probability to close (Leads, Qualify, demo, proposal, close, revenue recognition, customer care). operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Company Mission and Strategic Alignment.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Your Sales Management Guru

AUGUST 25, 2014

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. Let me know what has worked for you on creating a sales process. Ken Thoreson, President of Acumen Management Group LTD. Acumen Management Group Ltd.

Sales Process 92

Sales Process Benefit System Compensation 92

Your Sales Management Guru

JULY 6, 2010

Is your organization and your sales team suffering from: Puny Revenues? that creates predictive revenue and a self-managed sales team. Learn how other top performing sales leaders have muscled up their teams to pump up predictable revenues. What you need to build predictable revenue. Weak Results?

Hiring 65

Hiring Compensation Sales Leadership Discount 65

Your Sales Management Guru

MAY 3, 2016

You can find my white paper on the 40 Actions Sales Managers Must Take to Build Predictable Revenue. What are the 5 metrics you are using to predict future revenues and sales performance? Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Sales Management 40

Sales Management Hiring Face-to-face Compensation 40

Your Sales Management Guru

MAY 21, 2012

During a recent meeting with a new client’s sales team we began discussing ideas to drive additional revenue, during the meeting I began to poke at what products/services they currently have to offer and then we began a discussion on the concept of cross sell and up sell. What are your plans?

Up-Sell 77

Up-Sell Strategy Guarantee Exercises 77