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  • 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: 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: 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 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: 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: Cleaning Your Book Shelves

    Sales Leadership:  Cleaning Out Your Book Shelves On Monday afternoon I found out the painters were coming on Wednesday!  That meant I had time to clean out my office, shuffle furniture around and generally make room for them to paint the walls. One of the actions I had to take was to unload three...
  • Blog Post: Sales Mgmt: How much time do you have left?

    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...
  • Blog Post: Sales and Sales Management Resources for Everyone

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

    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...
  • Blog Post: Building Belief-a key job of sales management

    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...
  • Blog Post: Sales Management: January is over; how do you feel?

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

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

    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...
  • Blog Post: Zen and the Art of Snow Shoveling

    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...
  • Blog Post: Sales Leadership Workout! Dec 8th

    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...
  • Blog Post: Business & Sales Management Planning for 2011

    Business and Sales Management: Planning for 2011 what you need to do! Budgeting and developing strategy for 2011 should be near the top of your “to-do” list. Time must be taken to actively work on forecasting, developing hiring plans for the year and making sure your marketing calendar is planned out...
  • Blog Post: Sales Leadership: The importance of a 2011 Sales Kickoff Meeting

    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...
  • Blog Post: Traits of Successful Companies-rate yours

    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...