Microsoft Dynamics Community

Home » YourSalesManagementGuru » All Tags » sales Management » sales leadership training

Browse by Tags

Related Posts

  • Blog Post: Sales Mgmt: Achieving Balance: Fear vs Respect

    Ken Thoreson
    Achieving the Balance Between Having Your Sales Team Respect You But Not Fear You Ken: This week we have a guest blog. The topic is extremely important for all levels of sales leadership, especially in challenging situations/times. Every good sales team manager knows that a delicate balance must be maintained...
    on 16 Apr 2013

  • Blog Post: Sales Management: Understanding “Setting the Hook”

    Ken Thoreson
    Sales Mgmt:  Understanding “Setting the Hook” One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity.  Are they early? Do they know what they need to know? Do they have an excellent strategy to close?  I like to think that a salesperson is a...
    on 3 Mar 2013

  • Blog Post: Sales Leadership: Bringing a Sharp Focus to Your Sales Meetings

    Ken Thoreson
    Sales Leadership:  Bringing a Sharp Focus to Your Sales Meetings During the past few months I have been consulting with several clients on a variety of issues and coaching others via our new “Acumen Project”. (more on that later), in both environments I have begun to revert to a similar sales management...
    on 21 Jan 2013

  • Blog Post: Sales Mgmt: 4 Steps on How to Not Get Fired!

    Ken Thoreson
    Sales Mgmt.:  4 Steps on how not to get fired. On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of...
    on 26 Nov 2012

  • Blog Post: A Missed Week, but alot to cover…on Sales Leadership

    Ken Thoreson
    A Missed Week-But A lot to Cover For the first time since I started my blog-I missed a week!  It has been a busy time, last week I flew into Toronto on Sunday to speak at the weeklong Microsoft Worldwide Partner Conference/WPC and after delayed flights, lost luggage and a jammed week of meetings, programs...
    on 16 Jul 2012

  • Blog Post: Working a Trade Show is a Job

    Ken Thoreson
    Best Practices for Attending an Industry Conference Working a Trade Show is a Job Last week I was in Charlotte, NC, today is Orlando, and tomorrow is Chicago.  I have been speaking at a variety of industry trade shows delivering keynote programs, educational breakout sessions and general networking...
    on 11 Jun 2012

  • Blog Post: CRM: 15 Years Later, now a friend

    Ken Thoreson
    SFA/CRM 15 Years Later: Now It’s Every Rep’s Best Friend This week, I thought you might like to read someone else’s article and my comments regarding the article. My comments are first. As a Sales Leadership consultant, I think the article below hit on many valid points; the Cloud and CRM usability...
    on 15 Jan 2012

  • Blog Post: Your 2012 Sales Plan

    Ken Thoreson
    Your 2012 Sales Plan It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan.  I have included below the various “categories” you should consider in building a plan....
    on 3 Jan 2012

  • Blog Post: Sales Mgmt: How much time do you have left?

    Ken Thoreson
    Sales Management: How much time do you have left? Generally most sales teams have until the end of June to achieve your quarterly objectives, these objectives maybe measured as quota attainment, headcount, CRM utilization or even certain levels of training accomplishment.  As sales leaders your quota...
    on 16 May 2011

  • Blog Post: Sales Leadership: Be Prepared!

    Ken Thoreson
    Sales Leadership; Be  Prepared As an Eagle Scout, I have always considered the Boy Scout motto of “Be Prepared” in all aspects of my life, this past week as the South felt the destructive power of massive tornadoes and rain it was a difficult time for many with many challenges to come.  I was in Kansas...
    on 2 May 2011

  • Blog Post: Sales Leadership: Ready for July & August?

    Ken Thoreson
    Sales Leadership: Ready for July & August? I maybe already too late, hopefully you aren’t?  I often state that it is the salesperson’s responsibility to make quota not the sales managers, it is your responsibility to hire, train and put the salesperson in a position to win and exceed quota. Sales...
    on 18 Apr 2011

  • Blog Post: Leadership: High Performance Sales Management

    Ken Thoreson
    High-Performance Sales Management Building a strategic and effective sales management system is just like building anything else: It takes time, refinement and follow-through In the 14 years that Acumen Management Group has been consulting with partners on their sales management challenges, we’ve...
    on 11 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: Putting for Par’s: Are you practicing properly?

    Ken Thoreson
    Sales Leadership: Are you practicing properly? Putting for Par’s I happen to be in Florida this weekend, taking a few days off to visit relatives, play golf and enjoy the weather.  We played 36 holes the past two days, my first real golf of the season so before we came down from Knoxville I went...
    on 21 Mar 2011

  • Blog Post: Sales Management is the Hardest Job in Sales.Period

    Ken Thoreson
    Sales Management is the Hardest Job in Sales. Period.    By Jeb Blount, Author of People Buy You     Ken’s Comment : This week’s blog is a guest blog:  When I saw this article published I knew you would enjoy it. It hits the mark and reinforces what I have written in my latest books on Sales...
    on 1 Mar 2011

  • Blog Post: What a Grand Week for Personal Leadership!

    Ken Thoreson
    What a grand week for Personal Leadership!  Last week in my blog I wrote about the importance for sales leaders to focus on building belief and the need for your sales team have emotional commitment to your company and your products/services.  On Tuesday I spoke on the first day of a three day national...
    on 21 Feb 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: Sales Management: January is over; how do you feel?

    Ken Thoreson
    Sales Management: January is over; how do you feel? On Friday I had my two year eye exam. The doctor went through the usual tests with eye charts, drops in the eyes and checks for cataracts/glaucoma-good news he said I passed and was ok for another 5,000 miles.  On the way back to my office I was thinking...
    on 31 Jan 2011

  • Blog Post: The Importance of Sales Management in a Recovering Economy

    Ken Thoreson
    The Importance of Sales Management in a Recovering Economy During the past two weeks I have been in Miami, Phoenix and this weekend I have been speaking in San Antonio.  We have met with Sales Leaders from around the world, lead workshops, presented keynotes and developed new long term relationships...
    on 24 Jan 2011

  • Blog Post: Sales Management: The Need for Creativity

    Ken Thoreson
    Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. During the two days, I spent several hours with their sales management team and four hours with their salespeople, they have a great sales culture and...
    on 17 Jan 2011

  • Blog Post: Recruiting High Performance Sales Teams

    Ken Thoreson
    What’s the number one challenge of sales management?  Recruiting and hiring top talent. Where organizations have focused on quality hiring sales and revenue problems don’t exist, customer satisfaction levels are high and morale/culture is terrific.   While most sales organizations focus on creating a...
    on 11 Jan 2011

  • Blog Post: Sales Leadership: What? All my numbers are back to zero?

    Ken Thoreson
    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...
    on 2 Jan 2011

  • Blog Post: Sales Management: How Does March Look?

    Ken Thoreson
    Sales Management: How Does March Look? In magazine columns and other blog postings I have written about being a proactive strategic sales manager rather than a reactive, fire-drill crazy, un-organized sales manager. As we close down 2010 and your thoughts about January are nestled in your head, its...
    on 20 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
12