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  • Blog Post: You Don’t Just Hire a Sales Team: you build it

    You Don’t Just Hire a Sales Team–You Build It Developing a great sales organization involves more than just bringing the right people on board. It requires providing the right opportunities and creating the right culture .   By Ken Thoreson (This is an excerpt from my latest book: Your...
  • Blog Post: NCAA Sales Management: Developing Winning Sales Strategy

    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...
  • 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 Puny? Need a Workout?

    Is your organization and your sales team suffering from: Puny Revenues?  Weak Results?   It Maybe Time for a Sales Leadership Workout!   A  one &  1/2 Day Regimen for Getting  Your Sales Organization in Shape    Build a proactive approach to Sales Management 2.0 that creates predictive revenue...
  • Blog Post: Hire,Train, Retain Top Talent #5 of 6 Sales Training

    Sales training makes a difference in creating top performing sales teams. In this video blog you will learn how and why you need to create Quarterly Sales Training plans, why you need your sales team training each other, how to build a quality New Hire On-Boarding process and why a focus on building...