Your Sales Management Guru

DECEMBER 26, 2017

Coaching and training strategies for improving performance. And continued access to all training material in the program for twelve full months. Enroll now to get instant access to pre-work and initial training videos. How to recruit, interview, and hire top talent. How to motivate your sales team. Pipeline strategies.

Sales Management 78

Sales Management Hiring Sales Leadership Course 78

Your Sales Management Guru

SEPTEMBER 2, 2014

I have often stated that I don’t see enough role playing during sales training meetings, role playing must be a cornerstone during your monthly training programs. I want to review the process simply to encourage you to build this kind of learning experience into your training programs. Sales Training'

Sales Leadership 91

Sales Leadership Case Study Study Exercises 91

Your Sales Management Guru

SEPTEMBER 22, 2014

Recruiting takes time and training new salespeople takes time, get a jump on your headcount. Salesperson Business Plans should include more than simple forecasts; they need to include goal setting, training needs, marketing activities and business objectives. Plan what major sales training your team requires.

Quota 89

Quota Sales Leadership Compensation Penetration 89

Your Sales Management Guru

JULY 24, 2013

Second, many salespeople has been trained to discover the ‘pains ” that a prospect is experiencing. It must be recognized that in today’s world, our prospects have access to the internet; they are more educated on our products or competitive products/solutions than ever before and more aware of sales techniques or sales training programs.

Strategy 91

Strategy Case Study Benefit Competition 91

Your Sales Management Guru

SEPTEMBER 12, 2017

I think the sessions on coaching/training look interesting. 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. For questions please give Sales Gravy, call 1-844-447-3737 and ask for April. Take a deeper dive here.

Sales Management 79

Sales Management Hiring Face-to-face Compensation 79

Your Sales Management Guru

OCTOBER 3, 2016

This secret I thought was very interesting as most sales managers either don’t train enough or train very poorly on sales skills, sales operations or product/industry information. The balance of Sales Managers probably train too much early in the salesperson’s life and then fail to reinforce effectively.

Hiring 92

Hiring Travel Compensation Coaching 92

Your Sales Management Guru

JUNE 26, 2017

C) Complete your next 90 day sales training plan. Summer is also a good time to improve your professionalism but creating your own Sales Management Training plan. Something new is available to help you position your organization for growth, Acumen’s online Sales Leadership training program. Need more sales management resources?

Compensation 0

Compensation Sales Leadership Pipeline Video 0

Your Sales Management Guru

JUNE 3, 2013

We make sure they know how to use the telephone, CRM, Contracts, marketing tools as well training to clearly sell your organization and understand your products/services. 1. We failed to manage his training during week one or week two. Sales Leadership Training Sales Management Systems' On Friday it failed.

Hiring 92

Hiring System Sales Leadership Training 92

Your Sales Management Guru

AUGUST 9, 2017

Coaching and training strategies for improving performance. And continued access to all training material in the program for twelve full months. Enroll now to get instant access to pre-work and initial training videos. How to recruit, interview, and hire top talent. How to motivate your sales team. To Enroll, click here.

Hiring 49

Hiring Compensation Sales Leadership Course 49

Your Sales Management Guru

AUGUST 25, 2014

The 90-day sales training schedule began to include training on each step of the sales process, in which the sales manager would not only train the sales team on how to perform each step but also explain why. Sales Management Systems Sales Training' HQNHTN8GWN7Q.

Sales Process 92

Sales Process Benefit System Compensation 92

Your Sales Management Guru

APRIL 8, 2013

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. Sales Leadership Training Sales Training' So what does this topic have to do with Sales Leadership? It is the second most important aspect of your job.

Sales Leadership 93

Sales Leadership Hiring Lead Rank Lead Scoring 93

Your Sales Management Guru

JANUARY 29, 2013

They have been going through our 3-week new hire training program which is a prescriptive approach to ensuring new salespeople know everything from how to sell their company, and products/services to how to use the copier and telephone system. How are all of these actions inner-related? Acumen Management Group Ltd.

Hiring 67

Hiring Training Proposal Revenue 67

Your Sales Management Guru

JUNE 27, 2016

Selling to the Point by Jeffrey Lipsius is a unique sales training book and I have read many. When he understands how the salespeople are trained and sees firsthand the changed relationships they have with their clients he begins to believe-so much that he uses the sales training idea’s to improve his own “social dating opportunity”!

Top of Funnel 65

Top of Funnel Funnel Training Influencer 65

Your Sales Management Guru

AUGUST 12, 2013

Pipeline Review/Forecast next 60 days. _ Marketing Programs next 60 days. _ Recruiting Status. _ Major Prospect Meeting Dates/Net New/Transition Clients. _ Sales Training Plans next 60 days. __ . . Sales Training Plans for next 60 Days. Sales Leadership Training Sales Management Systems' Sales Metrics.

Sales Management 80

Sales Management Trade Show Lead Rank Lead Scoring 80

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

DECEMBER 9, 2014

In fact I will recommend it as an internal sales training book club tool as well! As I mentioned, with many of my clients I recommend they create a quarterly sales training plan that covers; product/service training, operations/CRM training, and sales skills training.

Handbook 87

Handbook Negotiation Call-back Sales 87

Your Sales Management Guru

OCTOBER 1, 2013

4) Hold a sales training session on Negotiating in October! Sales Leadership Training Sales Management Planning' Increase your tempo. 3) Use a formal check list on all qualifier questions you use, to ensure there are no surprises. If you want my “ Magic List ” of questions, send me an email: Ken@AcumenMgmt.com.

Sales Qualified Lead 97

Sales Qualified Lead Referrals Conference Negotiation 97

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

JULY 6, 2016

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. Where are you against your planned headcount? Were new product/services launched?

Sales Leadership 56

Sales Leadership Lead Rank Lead Scoring Government 56

Your Sales Management Guru

APRIL 5, 2016

Many times we have seen organizations with failing sales or lacking the growth they expect to simply throw money at a sales training organization to fix the problem. Focus on training salespeople on belief: focus on how your products/services benefit your clients as much or more as what your products/service do.

Sales Leadership 40

Sales Leadership Lead Rank Lead Scoring Training 40

Your Sales Management Guru

JUNE 9, 2013

It will train them not to simply find out what the customer wants to buy, but assist the customer in what would be important. Sales Management Training' This proactive approach of analyzing each customer, looking for potential new opportunities will turn your sale team into problem solvers. Blog: www.YourSalesManagementGuru.com.

Quota 104

Quota Microsoft Margin Hotels 104

Your Sales Management Guru

MARCH 10, 2014

In building either plan consider these key elements: • What training and development programs are important to reinforce. Sales Leadership Training Sales Management Planning' . • Third, the plan must include the necessary actions to improve overall performance. Fourth, the two plans, must be designed to work together and not conflict.

Margin 78

Margin Territories Sales Forecasts Forecasting 78

Your Sales Management Guru

JULY 31, 2013

Keynote Programs Sales Leadership Training Sales Management Training' Ken@AcumenMgmt.com www.AcumenManagement.com. Blog: www.YourSalesManagementGuru.com. .

Conference 89

Conference Sales Leadership Groups Training 89

Your Sales Management Guru

NOVEMBER 26, 2012

Step Three: Is your team trained? It was enlightening and a crucial step towards increasing the need for continued focus on sales training. If not, what can you do to ensure you build up the pipeline values so that you will have enough opportunities to achieve the monthly objective? It’s November, what is your February pipeline value?

Journal 77

Journal How To Sales Leadership Pipeline 77

Your Sales Management Guru

DECEMBER 14, 2017

They have to be ready and continue to keep their talent levels and training programs at a constant peak. Our website has a free video on Hiring Smart and our On Line Sales Manager’s Tool Kit includes a complete interviewing kit as well as a 3 week New-Hire On boarding training schedule. www.Acumenmanagement.com.

Hiring 79

Hiring Lead Rank Lead Scoring Exercises 79

Your Sales Management Guru

AUGUST 18, 2014

Solution: we printed off a monthly calendar, blocked off 2 days a week for each week for the appropriate internal team and trained the sales team to schedule one meeting in the morning, and one in the afternoon for each of those 2 days. Leadership Management Sales Management Training' Blog: www.YourSalesManagementGuru.com.

Meeting 92

Meeting Up-Sell Call-back Follow-up 92

Your Sales Management Guru

AUGUST 22, 2012

I normally don’t focus on specific sales training topics but after several sessions where I was training sales managers on creating effective sales strategies and even experiencing several sales situations within my own business I thought I might raise this topic.

Influencer 61

Influencer Proposal Software Software 61

Your Sales Management Guru

MARCH 12, 2012

In fact we like to suggest they have to forecast 3 times their quota-by account, their own training plan, activity objectives, and personal goals. The 90 day sales training plans are prepared each quarter, with dates/times and topics carefully designed. The sales manager only plans the training.

Sales Management 77

Sales Management Hiring Forecasting Quota 77

Your Sales Management Guru

MAY 1, 2017

After spending a day working with a client and their sales team, we normally set up three follow up web based sessions to ensure our recommendations are acted upon and their sales team actually changes. After the second web based training it is my opinion that the organization most likely will not change. This is why in SLAMMED!

Lead Rank 47

Lead Rank Lead Scoring Face-to-face Influencer 47

Your Sales Management Guru

MARCH 20, 2017

He confided that everyone had been excited about the training except for these two, who had complained about having to go back to training. Regardless of your IQ, you can grow your AQ with schooling, training, reading, along with practice, adversity, and experience. But these two were almost hostile. They think they know it all.

Groups 66

Groups Call-back Sales Training 66

Your Sales Management Guru

MARCH 17, 2013

3) Your sales team has not been trained to effectively sell the value of your firm or the value of the impact of your products/services on your prospects business! Generally this occurs because: 1) You have conditioned your customer or prospects to expect these kind of end of quarter promotion. We work “opportunities” not deals.

Sales Leadership 78

Sales Leadership Hiring Discount Negotiation 78

Your Sales Management Guru

AUGUST 3, 2012

This article makes one take a deep breath and a step back to reconsider how we as sales leaders not only address the market but also train our sales teams to become more professional. Is your sales training program designed to enhance the professionalism of your team? Most Account Planning programs will cover this tactic.

Ideal Customer Profile 72

Ideal Customer Profile Sales Leadership Sales Methodology Commission 72

Your Sales Management Guru

OCTOBER 2, 2017

Effective individual coaching along with a regular cadence of sales skills and product/service training programs will increase the level of salesperson confidence when handling any sales situation. 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.

Hiring 58

Hiring Face-to-face Sports Sales Leadership 58

Your Sales Management Guru

APRIL 3, 2017

Yet these individuals who have a major impact on the success of the organization generally have a job-life span of 14-18 months, limited training-at best and must operate in a pressure filled role with multiple soft and hard management skills in operation at all times. Recruitment/hiring/training programs. Activity standards.

Hiring 0

Hiring Policies System Face-to-face 0

Your Sales Management Guru

JULY 15, 2011

Sales Leadership: The lost art of discovery : Sales Training. As I am finalizing a program for a client of mine I thought I might share my thoughts around sales training. 3) Have you trained your salespeople to listen, ask business focused questions and build relationships?

Sales Leadership 63

Sales Leadership Proposal Training Sales Management 63

Your Sales Management Guru

MARCH 13, 2017

This chapter is a MUST sales training program for any sales team. Again, another chapter worth a sales training meeting. 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. At the end of the year you will be happy!

Closing 71

Closing Lead Rank Lead Scoring Sales Qualified Lead 71

Your Sales Management Guru

JUNE 21, 2017

However the systems and tools that move beyond recruitment are the following: Quarterly Sales Training Plan. Once you have a sales team, constant attention to an organized training program becomes critical. This plan includes their personal goals, training needs, activity plans, personal marketing and networking concepts.

Tools 49

Tools Sales Management Lead Rank Lead Scoring 49