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Related Posts
Blog Post:
The End of Solution Sales
Ken Thoreson
The End of Solution Sales The Role of Sales Leadership & Management Now what does that title mean to you? Recently I spoke at a major software vendor’s partner and client conference and a few weeks later I received an email from one of the attendee’s suggesting I should comment in a future blog...
on
3 Aug 2012
Blog Post:
Are You Facing Sales Fatigue?
Ken Thoreson
Are You Facing Sales Fatigue? The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress. As someone that works with partner...
on
14 May 2012
Blog Post:
The Future of Your Sales Team
Ken Thoreson
The Future of Your Sales Team This year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside. I believe that this pattern will continue for the next three years, until we are left with less than 10% of the...
on
30 Jan 2012
Blog Post:
The death of the salesperson
Ken Thoreson
The death of the salesperson has been greatly exaggerated The art of selling: “ The death of the salesman has been greatly exaggerated” is the name of a recent article in the Economist magazine: http://www.economist.com/node/21533371 . After reading my blog, then read the article, I would enjoy reading...
on
7 Nov 2011
Blog Post:
Sprint to the Finish-It’s that time of year!
Ken Thoreson
Sprint to the Finish—–It’s that time of year… A shaky banking industry. Roller-coaster days on Wall Street. Budgets being cut. Purchasing decisions being delayed. With that economic domino effect affecting us all as 2011 begins to wind down, ending the year on a high note will...
on
29 Aug 2011
Blog Post:
The Essence of Education
Ken Thoreson
THE ESSENCE OF EDUCATION By Ken Thoreson This blog is from a chapter in my latest book: “Leading High Performance Teams” I thought you would enjoy it. As we move into the final months of the year ensuring your sales teams are more professional is critical to exceeding your goals. www.AcumenManagement...
on
22 Aug 2011
Blog Post:
Sales Leadership; the lost art of discovery
Ken Thoreson
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. While Acumen isn’t a sales training firm, as a sales leadership consulting firm we get actively involved in designing course work...
on
15 Jul 2011
Blog Post:
Sales and Sales Management Resources for Everyone
Ken Thoreson
Sales and Sales Management Resources for Everyone This week’s blog is unique; first I am excited to announce that our blog was recently rated #19 out of the top 50 sales blogs in the US. This list is a great resource any salesperson or sales manager, check it out. http://school.salescrunch.com/salescrunch...
on
25 Apr 2011
Blog Post:
NCAA Sales Management: Developing Winning Sales Strategy
Ken Thoreson
NCAA Sales Management: Developing Winning Sales Strategy Last week it was about golf and putting, this week after indulging in men’s and woman’s NCAA games all weekend it’s all about strategy. In my view there are several levels of strategy to consider. First, putting the right players on the floor...
on
28 Mar 2011
Blog Post:
Building Belief-a key job of sales management
Ken Thoreson
Building Belief This week’s blog is an excerpt from my latest book: Your Sales Management Guru’s Guide to: Leading High Performance Sales Teams. You can purchase the book on Amazon or at http://www.yoursalesmanagementguru.salesgravy.com Are your sales inconsistent? Are you losing more opportunities...
on
14 Feb 2011
Blog Post:
Zen and the Art of Snow Shoveling
Ken Thoreson
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...
on
13 Dec 2010
Blog Post:
Sales Leadership: Time Management Tips
Ken Thoreson
Sales Leadership: Time Management Tips How to Manage a Successful To-Do List Get in Habit of Doing a To Do List every day Be Realistic and Aware of Your Limitations Don’t Over Schedule Events Allow for Time Cushions Review Your List Every Morning Ask yourself; “why me?” Is there...
on
29 Nov 2010
Blog Post:
Sales Leadership Workout! Dec 8th
Ken Thoreson
Is your organization and your sales team suffering from: Puny Revenues? Weak Results? It’s Time for a Sales Leadership Workout! A 1.5 Day Regimen for Getting Your Sales Organization in Shape for 2011 Build a proactive approach to Sales Management 2.0 that creates predictive revenue and...
on
8 Nov 2010
Blog Post:
Sales Leadership: The importance of a 2011 Sales Kickoff Meeting
Ken Thoreson
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...
on
25 Oct 2010
Blog Post:
No Regrets: Your Recipe For Personal/Professional Success
Anonymous
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...
on
12 Oct 2010
Blog Post:
Know Your Competition-Sales Management
Anonymous
Strategic sales managers know they must be creative when it comes to developing a sales strategy. With fewer opportunities in most pipelines these days, salesforce management is increasingly focused on executing brilliantly on each and every sales opportunity. One component in sales team training...
on
8 Oct 2010
Blog Post:
Planning Your Sales Training
Anonymous
Planning Your Sales Training In my soon to be published book on Sales Management, one topic I discuss in great detail is salesperson development and training. Besides recruiting effectively, training and development are the next most important aspects of the sales leader’s job. While Acumen Management...
on
4 Oct 2010
Blog Post:
Sprint to the Finish–It’s that time of year…
Anonymous
Sprint to the Finish—–It’s that time of year… A shaky banking industry. Roller-coaster days on Wall Street. Budgets being cut. Purchasing decisions being delayed. With that economic domino effect affecting us all as 2010 winds down, ending the year on a high note will be more...
on
27 Sep 2010
Blog Post:
On Schedule…
Anonymous
On Schedule Whew, two weeks without writing my blog. What happened? I was on vacation. I won’t bore you with my highlights or pictures; however you do know the sales management guru will turn his vacation experience into a sales leadership analogy. My vacation started in Budapest, traveling by...
on
20 Sep 2010
Blog Post:
The Mental Side of Sales and Leadership
Anonymous
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...
on
23 Aug 2010
Blog Post:
It’s Almost August- 5 Steps to Finish Strong
Anonymous
It’s Almost August-5 Steps to Finish Strong As a strategic sales leader you need to be proactive in your thinking and actions. By now the summer is almost over and you need to be concerned about exceeding Augusts’ quotas, achieving September’s goal and the fourth quarter sales numbers. What should...
on
26 Jul 2010
Blog Post:
Finding Opportunities
Anonymous
Finding Opportunities Last week I spoke at Microsoft’s World Wide Partner Conference, with 14,000 attendees it was a terrific event. The amazing action to watch was the volume of conversations taking place-not necessarily just on the Expo floor but EVERYWHERE! At this event Microsoft has created...
on
19 Jul 2010
Blog Post:
Sales Puny? Need a Workout?
Anonymous
Is your organization and your sales team suffering from: Puny Revenues? Weak Results? It Maybe Time for a Sales Leadership Workout! A one & 1/2 Day Regimen for Getting Your Sales Organization in Shape Build a proactive approach to Sales Management 2.0 that creates predictive revenue...
on
6 Jul 2010
Blog Post:
Learning from Losing?
Ken Thoreson
Learning from Losing In most of our client consulting engagements we strongly recommend that "win/lost" reports are completed. This is a process of reviewing all sales that occur and those that don't! We suggest this action is performed in two steps. The first step is between the...
on
28 Jun 2010
Blog Post:
Creativity… a Sales Thing!
Anonymous
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...
on
22 Jun 2010
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