Your Sales Management Guru

Why Some Organizations Continue to Prosper

Your Sales Management Guru

Why Some Organizations Continue to Prosper. The most critical component in creating a high performance sales team is attracting and selecting the right level of talent, however, hiring correctly is still the number ONE problem in most organizations.

Be a better Sales Manager, check out this Boot Camp Sept 22nd

Your Sales Management Guru

Be a better sales manager with Sales Management Boot Camp. As a frequent reader and contributor to LinkedIn I thought I should share with you an answer to many challenges Sales Managers face.

The Perfect Close

Your Sales Management Guru

The Perfect Close. -A A book review-. The quality of new sales related books coming out is amazing and The Perfect Close by James Muir is another high quality book to add to your library.

2018 Sales Compensation Planning

Your Sales Management Guru

Align Sales Compensation with Your Goals A compensation plan that works. Note: This week’s blog is an excerpt from my new book: “Creating High Performance Sales Compensation Plans”. When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

Preparing for 2018

Your Sales Management Guru

Preparing for 2018. Last week I had the opportunity to participate in another conference (14th of the year), they are always great times when you can hear other speakers, learn new ideas and meet new people.

Sales Management End of Year Checklist

Your Sales Management Guru

Sales Management End of Year Checklist. . While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. Depending upon the person and the conditions in their sales organization each article may or may not be pertinent.

Folks: IT is all about Execution!

Your Sales Management Guru

Folks: IT is all about Execution. During the past 12+ days we explored parts of the Western U.S.

Brain Waves: Transform your sales team

Your Sales Management Guru

Brain Waves ; Transform your sales team to higher levels of performance. Ok, let me confess right off. Brain Waves is not my word, search on it and you will find many references to technical concepts that I have read about for the past 15 years.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Think Better

Your Sales Management Guru

Think Better. An Innovator’s Guide to Productive Thinking. -a a book review-. Published by McGraw Hill, this is must read for any salesperson, sales leader, President or any manager.

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Build Your 2017 Pipeline NOW!

Your Sales Management Guru

Now is the Time to Build Your Pipeline for 2017. At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines.

The 4 Levels of Sales Intelligence

Your Sales Management Guru

The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. The speed and complexity of the modern marketplace is the domain of intellectual agility.

The Perfect Close

Your Sales Management Guru

The Perfect Close. -a a book review-. 21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating.

Building Belief for Sales Success

Your Sales Management Guru

Building Belief for Sales Success.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

SLAMMED! Sales Mgmt Boot Camp

Your Sales Management Guru

Slammed! Sales Management Boot Camp- 8 weeks, online. We hear these comments all the time: Our revenues are flat. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? I have a problem growing sales profitably.

Sprint to the Finish-it’s that time of year…

Your Sales Management Guru

Sprint to the Finish—–It’s that time of year… by Ken Thoreson. An upcoming election. Roller-coaster days on Wall Street. Middle East issues. Competitors taking what appears to be drastic measures. There are many distractions. With that economic domino effect affecting us all as 2016 begins to wind down, ending the year on a high note will be more challenging than ever. Here are some ideas and strategies for you to consider: Keep it in perspective.

Selling to the Point

Your Sales Management Guru

Selling to the Point. – a book review-. This book should be scheduled for your next Acumen Sales Book Club. Selling to the Point by Jeffrey Lipsius is a unique sales training book and I have read many.

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

The Only Sales Guide You’ll Ever Need! -a a book review. It must be book time! And what a perfect time to up the performance of your entire sales organization. Anthony Iannarino has brought together the ideal sales guide and without question this book qualifies for the Acumen Sales Book Club. It is a must read because it covers the essentials of what top performers already know and do. This book will lift the performance of everyone on your team.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

What Separates Ave Firms from High Performing Firms?

Your Sales Management Guru

What Separates Average Organizations from High Performing Organizations? .

Why 2017 Can Be Your Best Year Ever!

Your Sales Management Guru

Life Enrichment: Why 2017 Can Be Your Best Year Ever!

Five Tools Every Sales Manager Should Use

Your Sales Management Guru

Five Tools Every Sales Manager Should Use. During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful.

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Sales Leadership: Why Winners Win!

Your Sales Management Guru

Sales Leadership Thoughts: Why Winners Win! Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. Last week after speaking at a conference a person mentioned to me she really enjoyed the topic; Why Winners Win.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

The Lost Art of Closing

Your Sales Management Guru

The Lost Art of Closing. -a a book review-.

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything?

No Challenge, No Change

Your Sales Management Guru

No Challenge, No Change.

July is Sales Leadership Month

Your Sales Management Guru

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month !

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk. KEN: We have a guest blog this week, during the past year, our research told us that “prospecting” was the #1 issue facing sales leaders. I think you will find this interesting.

10 Traits Buyers Seek in Salespeople

Your Sales Management Guru

The 10 Traits Buyers Seek in Sales Superstars. Selling yourself is the first step. What really separates the best salespeople from the rest of the pack?

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High-Profit Prospecting

Your Sales Management Guru

High–Profit Prospecting. book review-. It seems like new sales books are coming out every week but I can promise you this; this is one that must be in your sales library. It has made the Acumen Sales Book Club list.

Sales EQ-a book review

Your Sales Management Guru

Sales EQ-a book review . Twenty six page corners turned over! Without checking that might be an all-time high, for my frequent readers you know that is how I judge the quality of the book I am reading—(how many page corners I turn over while reading any new book). Keeping it simple: if you want to “up your sales game”, buy this book today. Jeb Blount’s latest book Sales EQ is a MUST READ book if you are in sales, especially if you have a desire to succeed at higher levels.

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How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.

7 Steps to Success for Sales Managers

Your Sales Management Guru

7 Steps to Success for Sales Managers. -A A book review-. After being a VP of Sales, consulting on sales management for 19 years and after writing four books on sales management, Max Cates, author of 7 Steps caught my attention in the first five pages.

1st Quarter 2017, Are you set up for success?

Your Sales Management Guru

First Quarter 2017. Are You Set Up for Success? Ken, are you crazy? I have not finished the fourth quarter yet! But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2017. What do you need to have on your to-do list for the next 60 days?

When are Sales Won or Lost?

Your Sales Management Guru

When are Sales Won or Lost? A notable function a sales manager must master is understanding why sales are won or lost. This is particularly true for large, complex sales opportunities where there may never be another opportunity or, if so, it may be years in the future.

What Happened at the End of the Workshop?

Your Sales Management Guru

What Happened at the End of the Sales Leadership Training Workshop?

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.