Browse by Tags

Related Posts
  • Blog Post: Second Quarter Plan

    Second Quarter Plan Amazing, it’s the middle of March-are you ready for the second quarter? With many of my clients we have the each member of the sales team prepare a six month Business Plan and then a shorter Quarterly Action Plan is created and as I was preparing a client audit today I realized...
  • Blog Post: Sales Planning for 2014

    Sales Planning: Sales Leadership and Sales Execution At this time of year all the planning, budgets and compensation plans are done or should be. Excellent sales organizations will have each salesperson complete a six month detailed sales business plan that will include defined personal and professional...
  • Blog Post: Quick Idea’s to Hit 4th Quarter Goals

    Quick Idea’s to Hit 4 th Quarter Goals Let’s make this interactive, I will start the list and then it is your job to add to it, let’s all work together to increase each other’s success during the last few months of 2013!  These ideas can be designed for sales leaders or individual sales performers...
  • Blog Post: Sales Mgmt: Mowing Your Lawn

    Sales Management and Mowing Your Lawn The first quarter is over and sales leaders are capturing forecasts for the next two months and hopefully celebrating the achievement of their first quarter results.  I am sure not everything has been smooth, after the last 90 days of working with a variety of clients...
  • Blog Post: Sales Mgmt: 4 Steps on How to Not Get Fired!

    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...
  • Blog Post: Sales Leadership: Nine Minutes on Monday

    Nine Minutes on Monday The Quick and Easy Way to Go from Manager to leader By James Robbins McGraw Hill My speaking and sales leadership consulting practice causes me to work with many  individuals that are experiencing situations of stress that include either learning to manage a sales team...
  • Blog Post: Sales Management: Finish Off October, Set Up November!

    Sales Management: Finish Off October, Set Up November Wow, I was shocked when October’s calendar flipped over and now it’s the 9 th !  During the past few days I have been suggesting to my clients several idea’s to ensure they finish off the year in a strong style.  I thought I would offer them and...
  • Blog Post: Sales Leadership: Focus on Focus

    Sales Leadership:  Focus on Focus During an initial meeting where I was performing a business assessment with a new client several common topics re-appeared and since I seem to discover these quite often, I thought it would be a good topic for this blog. The company has been growing, not at an aggressive...
  • Blog Post: Sales Leadership: Impacting Your 2013 Revenue

    Sales Leadership: Impacting Your 2013 Revenue Yes, I am fully aware it is still 2012 and there are five months left in this year to exceed your quota and hopefully you are well positioned from a pipeline, marketing and headcount to achieve your goals. This week I want you to turn your thinking towards...
  • Blog Post: A Missed Week, but alot to cover…on Sales Leadership

    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...
  • Blog Post: Make Monday Morning Meetings Work

    Make Monday-Morning Meetings Count   Use a well-organized, performance-oriented gathering to motivate your team for the coming week.    Based upon several comments/questions from various clients  in the last 3 weeks, I decided to include a chapter from my latest book: “ Leading High Performance Sales...
  • Blog Post: Sales Leadership: Closing Summer Business

    Sales Leadership:  Closing Summer Business Summer can be a difficult time to lock down that extra business that ensues you exceed your monthly objectives; pipelines are thinner, vacations occur and even people are less focused.  This week will be about “teamwork”, everyone reading this blog should...
  • Blog Post: Sales Leadership: Salesperson Business Plans

    Sales Leadership: Planning for the Second Half of the Year Last week after meeting with a new client I started to lay out a project plan and identify the various challenges we need to address to increase the performance of the entire company. One of the first items we needed to address was the lack...
  • Blog Post: Cross Sell & Up Sell Strategies for Summer

    Sales Leadership: Increasing Wallet Share with Cross Sell/Up Sell Strategies During a recent meeting with a new client’s sales team we began discussing ideas to drive additional revenue, during the meeting I began to poke at what products/services they currently have to offer and then we began a discussion...
  • Blog Post: Sales Leadership: “Looking Forward”

    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...
  • Blog Post: No Foolin-Sales Mgmt Should be Thinking Summer

    No Foolin-Sales Leadership Should be Thinking Summer This past week during a consulting session with a client, with both the President and their sales manager we discussed several points that I thought would be good items to bring up in this week’s blog.  April 1 st is right around the corner and I...
  • Blog Post: Sales Leadership and Management in a Recovering Economy

    Sales Leadership and Management in a Recovering Economy I am speaking this week in Houston on the title of this blog, it is March 19 th , 2012 and during the past few months the stock market has taken off and the papers shout out about the positive economic indicators that are being recorded: rents...
  • Blog Post: The Sales Manager that Does It All…

    The Sales Manager that Does It All First of all, the title of this blog is impossible and second of all, it wouldn’t be right. No matter what size of sales organization you manage the sales leader that assumes they are responsible for everything or solving every problem generally fails to achieve...
  • Blog Post: Your 2012 Sales Plan

    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....
  • Blog Post: The Times are a Changing, Are You?

    The Times are a Changing or Are You? At the end of each year I write down my personal and business goals for the new year in seven different categories. The challenging part of that exercise is I have to review the goals that I had set from the past year and grade my performance. I have saved these...
  • Blog Post: Sales Leadership: 10 Sales Kick-off Idea’s

    Sales Leadership: Ten 2012 Sales Kick-off Meeting Idea’s   While working with a client last week it became obvious that we are moving into the time to  prepare 2012 budgets, new compensation plans and something most sales manager’s don’t take enough time in developing;  their 2012 Sales Kick Off meeting...
  • Blog Post: Fix the Economy: Sales Leadership Must Be the Stimulus

    Fix the Economy:  Sale Leadership Must Be the Stimulus By Ken Thoreson While most eyes are on Washington DC and Wall Street to judge the health of the economy or to propose plans to that will “solve the problems”, everyone that reads this blog knows nothing happens unless a salesperson sells something...
  • Blog Post: Sales Management Thought Leadership:Efficient Effectiveness

    Sales Management Thought Leadership:  efficient effectiveness As an Eagle Scout I can discuss the topic of “Be Prepared” easily and based upon this past Sunday it even has more credibility. Sunday was “Boom’s Day” the largest fireworks display in the U.S  occurs each Labor Day weekend in Knoxville...
  • Blog Post: The Essence of Education

    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...
  • Blog Post: Sales Leadership; Improving Won/Lost Ratios

    Sales Leadership: Improving your Won/Lost Results Last week I was speaking to a group of executives about improving their Business Planning process by increasing their consideration of: strategic issues, market dynamics and resource/employee development.  One of the other elements in effective business...