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  • Blog Post: The Future of Your Sales Team-it's inside

    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 total...
  • Blog Post: Finding Sales Sanity in 2012

    Finding Some Sales Sanity in 2012 Last year may have been a depressing one for sales teams, but every difficult situation has a lesson in it. · By Ken Thoreson · February 01, 2012 After layoffs, reduced pay, postponed opportunities and more difficult sales conditions, sales...
  • Blog Post: Sales Leadership: Cloud Computing and Strategic Sales Management

    Cloud Computing and Strategic Sales Management Partners and sales teams are entering uncharted territory in cloud computing. Here are six tips for building a successful cloud practice. By Ken Thoreson Recently we surveyed a variety of Microsoft partners who are focused on developing a...
  • Blog Post: Finish Your Year Strong!! and Position Your Organization for 2012

    Finish Your Year STRONG! And Position Your Organization for 2012 By Ken Thoreson, Acumen Management Group During the best and worst of times, the companies that typically stand out are those that demonstrate appreciation for the importance of execution and measurement. Core competencies or...
  • Blog Post: Compensation for the Clouds

    Compensation in the Clouds Once you're clear on strategic objectives, you can begin to build a sales compensation plan for your practice. It's a game-changer. As my client base considers moving into cloud applications either in Microsoft CRM or with the Business Productivity Online Suite...
  • Blog Post: Top 11 Sales Management Actions: You Must Take Now!

    Top 11 Sales Management Actions You Must Take Now! Sales Management in a Recovering Economy for Dynamics Partners. 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...
  • Blog Post: The Importance of Sales Management in a Recovering Economy

    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...
  • Blog Post: Leadership and Management-Key's to Partner Success

    Leadership and Management- Key's to Partner Success Last week during a keynote speaking engagement I covered a variety of attributes of success both for personal and professional achievement. I stated that organizations that are growing have management teams that understand that having financial...
  • Blog Post: Sales and Marketing: Friends, Not Foes

    Sales and Marketing: Friends, Not Foes When these two key departments work together, both sides benefit. When they don't, you may be leaving money on the table. Focus on these four areas to create strong relationships. By Ken Thoreson, President, Acumen Management Group. Sales and marketing...
  • Blog Post: A Walk Through a Broken Partner Organization

    Strategic sales management is often a weak link in solution provider companies. By Ken Thoreson, President, Acumen Management Group Strategic sales management is often a weak link in solution provider companies. For the past 12 years I have been working all across North America and internationally...
  • Blog Post: A Fresh Look at Partner Focused Sales Certification

    A FRESH LOOK AT CERTIFICATION Creating your own sales-certification program can result in lower turnover, improved recruiting ability, stronger customer relationships and wider recognition in your industry. Professional organizations in many industries long ago recognized the importance of creating...
  • Blog Post: Growth and Value: Partners in Success

    Growth and Value: Partners in Success Growth can happen as long as there's clear vision among the company's leaders and managers. by Ken Thoreson Building your business requires both leadership and management , and the first step in that journey is understanding the difference between the two...