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Related Posts
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:
Sales Leadership: “Looking Forward”
Ken Thoreson
Sales Leadership: “Looking Forward” Many individuals have commented on my Outlook signature block, before I have my personal signature and where many people say “sincerely”, I have the words “Looking Forward”. Why do I use those words? They mean several different issues to me. First, I am a positive...
on
23 Apr 2012
Blog Post:
Sales Leadership: Creativity is Critical
Ken Thoreson
Sales Leadership: Creativity is Critical In many of my sales leadership workshops and in my writings I have often spoken on the need to hire creative salespeople and the need for sales management to offer creative solutions to the many problems you face. The good news is “creativity” can be learned...
on
16 Apr 2012
Blog Post:
A Sales Manager’s Recipe: What is Cooking in 2012
Ken Thoreson
A Sales Manager’s Recipe: What’s Cooking in 2012? Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also...
on
23 Jan 2012
Blog Post:
Make 2012 Your Best Year EVER!
Ken Thoreson
Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? Or will your sales team face another tough year to achieve their sales objectives? Recently I have been writing/talking about an issue facing everyone-your salespeople, your management team and your...
on
5 Dec 2011
Blog Post:
Building Culture to Increase Profits
Ken Thoreson
Sales Leadership: Building Culture to Increase Profits Did you know that when you lose a salesperson, it costs you 4 times what you paid that person during their employment? These costs include not only salary, but benefits, lost sales/profits, time of management support, training costs, and in many...
on
27 Jun 2011
Blog Post:
The Man Who Sold Hot Dogs!
Ken Thoreson
First let me state this: I did not write this week’s blog. As sales leaders we have 3 aspects to our job. We must focus on the “role” we play, we must focus on the “strategic” side of our job and we must focus on the day to day “tactics”, the story below...
on
20 Jun 2011
Blog Post:
Guidelines for Effective Management Performance
Ken Thoreson
Guidelines for Effective Management Performance Share this with your management team As I was refilling my book shelves (see previous blog) I found the following bullets from Dale Carnegie & Associates, the copyright was 1967 and updated 1981. All the information is highly pertinent for today...
on
13 Jun 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:
The Difference between Average and Top Performers
Ken Thoreson
The Difference Between Average and Top Performers In preparation to speak at a sales award banquet this week I was thinking about what kind of message I wanted to leave with the audience and in thinking though a variety of ideas I realized it maybe a common concept that ALL sales leaders must reinforce...
on
7 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:
Vince Lombardi as a Sales Manager
Ken Thoreson
Vince Lombardi as a Sales Manager I promised myself I would not do a blog on a Super Bowl theme, I promised. But since I grew up in a small town in western Wisconsin, that actually had a “packing house” or to everyone else a meat plant and lived through the early glory years of the Green Bay Packers...
on
7 Feb 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 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:
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 Managers: What are you Thankful For?
Ken Thoreson
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...
on
22 Nov 2010
Blog Post:
Sales Leadership: your menu for personal & professional success
Ken Thoreson
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...
on
15 Nov 2010
Blog Post:
Traits of Successful Companies-rate yours
Ken Thoreson
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...
on
18 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:
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:
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