Your Sales Management Guru

NOVEMBER 7, 2016

Sales Management End of Year Checklist. . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. His blog has been rated in the sales blogs in the world!

Sales Management 85

Sales Management Hiring Compensation Quota 85

Cincom Smart Selling

MARCH 31, 2015

Cincom recently attended Microsoft Convergence 2015, which took place in Atlanta, Georgia. If a sales manager or sales rep can’t access CRM or the sales tools they need while they’re on the road, it’s likely that you won’t be doing business with them. The “Internet of Things” Is a Thing. Customer Engagement.

Microsoft 48

Microsoft Trends Conference CRM 48

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Systems/Processes/Tools.

Fashion 90

Fashion Face-to-face Analytics Social Media 90

Your Sales Management Guru

OCTOBER 7, 2014

Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. No matter which approach you use, success depends on awareness.

Compensation 81

Compensation Margin Hiring Commission 81

No More Cold Calling

DECEMBER 30, 2014

Which broken sales strategies should we leave in the past (ah-hem, cold calling )? And which tactics will help us keep our pipelines full in 2015 and beyond? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Learn more.)

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Your Sales Management Guru

DECEMBER 14, 2015

Sales Management and Discipline. 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! Build a weekly/monthly/quarterly sales management checklist.

Sales Management 40

Sales Management Hiring System Revenue 40

The Brooks Group

NOVEMBER 25, 2015

In that spirit, we’ve collected 7 of the year’s most popular sales leadership posts to inspire you to focus on your own leadership development while improving the performance of your team. Check out the top 7 sales leadership articles in 2015. 5 Things High Performing Sales Managers Should Be Doing.

Sales Leadership 40

Sales Leadership Margin System Sales Management 40

Your Sales Management Guru

MAY 16, 2016

7 Steps to Success for Sales Managers. -A 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. A book review-. Hire for Traits, not Skills.

Sales Management 56

Sales Management Hiring Case Study System 56

Sales and Marketing Management

JULY 19, 2018

If you’re in sales then you have likely seen “Glengarry Glen Ross.” Alec Baldwin’s iconic turn as a fire-breathing sales manager delivers the most anti-motivating motivational sales speech in movie history. In other words, tasks tailor-made for an AI sales assistant. And the way they operate in real life.

Sales Qualified Lead 185

Sales Qualified Lead Lead Rank Lead Scoring Leads 185

Sales Training Connection

MARCH 4, 2015

Sales managers and the time trap. For sales managers Public Enemy # 1 is time. The more successful a sales manager, the more demands on their time. CRM software and other online systems require attention. ©2015 Sales Momentum, LLC. . ©2015 Sales Momentum, LLC.

Hiring 50

Hiring Scale Sales Management Webinar Metrics 50

Your Sales Management Guru

MARCH 14, 2016

Sales Management: What is your goal—today? . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business. It is because of these numerous aspects that many sales managers get distracted or lose focus.

Sales Management 40

Sales Management Sales Leadership ACT Revenue 40

Your Sales Management Guru

AUGUST 17, 2015

Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers.

Sales Management 40

Sales Management Hiring Lead Rank Lead Scoring 40

Your Sales Management Guru

MAY 3, 2016

Sales Management Shouldn’t be a Horse Race. That happens because of many reasons; lack of good pure sales management training programs, lack of previous exposure to sales leadership mentors or poor management styles. It happens in so many aspects of the job of sales leadership. What do I mean?

Sales Management 40

Sales Management Hiring Face-to-face Compensation 40

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Your Sales Management Guru

OCTOBER 20, 2014

Then those kinds of prospects with similar demographics become your only targets for marketing and for sales prospecting. If you purchase data bases, those demographics become your criteria, in your CRM system call frequency patterns are set to connect with all the A’s , B’s, six times a year. Sales Management Systems'

Demographics 84

Demographics Analysis Margin System 84

Your Sales Management Guru

SEPTEMBER 29, 2014

In this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system. In other organizations there is limited marketing of this nature with an expectation that sales will build relationships that lead to additional business opportunities. Sales Management Systems'

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level. A critical success factor for 2015.

Top of Funnel 82

Top of Funnel Lead Rank Lead Scoring Maximizer 82

Your Sales Management Guru

OCTOBER 3, 2016

As a Sales Leader or Executive these 3 secrets will also help propel your sales organization to the next level. In Chicago I took each bullet and discussed the specific actions sales management must implement to execute on each element. His blog has been rated in the sales blogs in the world! Ken@AcumenMgmt.com.

Hiring 92

Hiring Travel Compensation Coaching 92

Anthony Cole Training

JANUARY 5, 2015

When you are evaluating your sales people for success, there is success and then there is SUCCESS. Too often, when I sit down with a CEO, president, sales executive or sales manager to discuss sales results and success, I get a description for success that has a great deal of variability to it.

Hiring 120

Hiring SME eBook Call-back 120

Customer Centric Selling

DECEMBER 24, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In my first sales management position I soon noticed that one of my salespeople seldom made calls alone. He called on mid-level IT staff and whenever possible brought our Systems Engineer (SE) with him on his calls.

Engineering 81

Engineering Sales Cycle Resources Sales 81

Your Sales Management Guru

JANUARY 13, 2015

Last Friday my topic was “Accelerate Your Business in 2015”, during the program I covered a variety of ideas, techniques and tools the audience could use to drive increased levels of sales pipeline values and revenues. A portion of what I spoke about was from a recent blog: The One Must Do Action Step to Ensure a Great 2015!

System 40

System Campaigns Tools Networking 40

Your Sales Management Guru

JUNE 27, 2016

(For those that have read my past blogs or if you have not, I recommend to my clients that at least twice a year that your entire sales team reads the same sales book and discuss one chapter a week. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Top of Funnel 65

Top of Funnel Funnel Training Influencer 65

Customer Centric Selling

OCTOBER 5, 2016

Darrelle Revis, recognized as the best lock-down cornerback in the game, chose to leave the Pats and return to the Jets prior to the 2015 season. The Patriots have a system that helps each positional player understand their role. They play more as a team rather than a collection of individuals.

Face-to-face 74

Face-to-face Enterprise Enterprise Coaching 74

Your Sales Management Guru

OCTOBER 27, 2015

That is a question most executives worry about and often have to ask their direct reports, this is especially true when thinking about Sales Management. In some situations the President of the company may have responsibility to manage the sales team or maybe they are attempting to manage a sales manager(s).

Hiring 40

Hiring Field Sales System Report 40

Nudge.ai

JANUARY 9, 2018

The message has been loudly articulated for a few years: all you need to do is “Hustle” and you’ll have success in sales. Tools, processes, and measurement systems were built out to optimize for it. It was easy to justify in 2015 and 2016 based on one thing – it worked. More emails, more voicemails, more persistence.

Buyer 59

Buyer ACT System Tools 59

Your Sales Management Guru

SEPTEMBER 6, 2016

High-Profit Prospecting b y Mark Hunter, published by AMA (American Management Association) has laid out solutions to one of the top sales problems facing every sales organization. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

Your Sales Management Guru

JULY 6, 2016

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 ! Did the quarterly sales training plans work?

Sales Leadership 56

Sales Leadership Lead Rank Lead Scoring Government 56

Cincom Smart Selling

DECEMBER 10, 2015

Intense people running back and forth, phones ringing, printers clattering away, copiers running non-stop and in the background, the sound of animated conversation ebbing and flowing as deals were discussed with customers, sales managers, engineers and product managers. Sales managers felt the same.

Wireless 54

Wireless Engineering Proposal Call-back 54

Your Sales Management Guru

OCTOBER 13, 2015

Make 2015 Your Best Year Ever! In recent years, organizations have gotten better at analyzing financial statements, refining manufacturing procedures, reengineering business systems and improving marketing effectiveness. But one area where additional improvements still can be made is the sales organization.

Revenue 40

Revenue Hiring System Case Study 40

Your Sales Management Guru

NOVEMBER 21, 2016

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. January can be a good month with leftover sales opportunities but many sales teams face a weak February/March.

Pipeline 40

Pipeline Ideal Customer Profile Direct Mail Campaigns 40

The Brooks Group

DECEMBER 9, 2015

The atmosphere that exists can either benefit sales or stand in its way, and that’s why it’s critical for leaders to intentionally build a healthy sales culture. Make sure that you’re continually fostering an atmosphere that focuses on your customers and their experiences by revisiting our most popular sales culture articles from 2015.

Loyalty 40

Loyalty Retention Intent System 40

Your Sales Management Guru

SEPTEMBER 8, 2015

If you would like a copy of our 9 page Acumen Sales Strategy Planning Guide send me an email request and I will send it to you. Don’t forget to check out: Ignite Your Sales Team, Sales Management on Fire Video. Need more sales management resources? Ken@AcumenMgmt.com.

Quota 40

Quota Hiring Sales Leadership Video 40

Your Sales Management Guru

MARCH 3, 2016

The Job of Sales Management. During the balance of the year I will outline 40 steps a sales leader can take to achieve predictable revenue. They are not listed in any priority- as every sales organization is at differing levels of maturity and needs. Need more sales management resources? Creating Intensity.

Lead Rank 40

Lead Rank Lead Scoring Energy Sales Leadership 40

Your Sales Management Guru

DECEMBER 20, 2016

When is your 2017 Sales Kick-Off Meeting? Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015.

Hiring 40

Hiring Scale Compensation Objections 40

Your Sales Management Guru

OCTOBER 27, 2014

While everyone maybe thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger picture. Sales leaders must recognize their environment and build a culture of success with an organized plan of attack. Sales Management Consulting'

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

Pipeliner

DECEMBER 13, 2017

In 2018, forward-thinking companies must embrace their millennials’ enthusiasm and fresh perspectives in order to revitalize tired sales processes. Since 2015, research by Demandbase has indicated that most marketers believe account-based marketing (ABM) is a “must have.” Account-Based Selling Continues Its Return.

Trends 105

Trends B2B Account Based Marketing Churn 105

Sales Training Connection

JUNE 3, 2015

Sales Coaching. Sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it if they had the time. The “it” of course is sales coaching. So sales coaching gets put off until Friday and it never happens. . Reinforces Sales Training.

Sales Coaching 50

Sales Coaching Coaching Scale Fashion 50