Browse by Tags

Sales Leadership: What?  All my numbers are back to zero? Yes, that is the reality of every sales organization at this time of year, even with sales backlogs, recurring revenues and hopefully a pipeline of opportunity-this is a psychological issue that you, as sales leaders must address. There are...

Zen and the Art of Snow Shoveling What does that title have to do with Sales Management? After spending 20 years growing up in Wisconsin and another 30 years in Minneapolis, I finally connected the dots after waking up this morning in East TN and having to shovel my driveway!  At 22 degrees, and enough...

The Power of Impact; what is your plan for 2011 An interesting Thoreson theorem; the more you personally impact the lives of others, the more you succeed professionally.  One of the points I make during my keynote program is the need for a person to find balance in their lives=both personally and professionally...

Sales Managers: What Are You Thankful For?  It’s a short week for many of us in the U.S. because of our Thanksgiving holiday and while many other nations have similar events based upon similar justifications; i.e. thankful for successful harvests, it is always important for everyone to pause, at anytime...

Sales Leadership: your menu for personal and professional success. Several of our recent blogs have begun to discuss the business and sales management aspects of being prepared for 2011. Our blog this week discusses the need to also focus on your 2011 plan for your personal life During a recent keynote...

Sales Leadership: The Importance of a 2011 Sales Kick Off Meeting  Perhaps 2010 was great year for your sales team or perhaps it was a struggle and a disappointment. In either case starting to plan your 2011 sales kickoff event is an important action during November. Why?   There are many reasons...

During the past 13  years of working  consulting we have developed a list of traits and values that characterize successful companies:   Corporate culture is deep and consistent Business strategies come first Business development effectiveness is essential   The best practices are consistent...

No Regrets: Finding Your Recipe for Personal and Professional Success  (This is an excerpt from my upcoming book: Success Simplified with Stephen Covey Wright: Ken, tell me about your idea of no regrets, finding your recipe for personal and professional success? Thoreson  It began in my professional...

The Mental Side of Sales and Leadership   I read a quote once supposedly by Jack Nicklaus: “golf is 80% above the shoulders” and as a bogey golfer I have come to totally appreciate that comment and admittedly it is a problem for me.  I asked Jim West, our Director of Golf what his recommendation would...

No Regrets, a Do-Over Recipe for Success  This weekend I was working on my next book and the ending of my chapter described  my keynote program: “No Regrets, a Do-over Recipe for Success”.  I thought I would share this with you as we move into the dog days of Summer.  This is what a No Regrets, Do...

Creativity…. It’s a Sales Thing!   There is no question about it, top performers are more creative that your average salespeople. They seem to come up with unique ideas to prospect, find ways to enhance client relationships and they close more effectively. Sales leadership requires creativity...