Browse by Tags

Related Posts
  • 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: 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: Sales Management & The Impact of Social Media

    Sales Management and the Impact of Social Media Ken Thoreson While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points.  I thought for this week’s blog I would also introduce...
  • 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: The Future of Your Sales Team

    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...
  • Blog Post: CRM: 15 Years Later, now a friend

    SFA/CRM 15 Years Later: Now It’s Every Rep’s Best Friend This week, I thought you might like to read someone else’s article and my comments regarding the article. My comments are first. As a Sales Leadership consultant, I think the article below hit on many valid points; the Cloud and CRM usability...
  • 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: The death of the salesperson

    The death of the salesperson has been greatly exaggerated The art of selling: “ The death of the salesman has been greatly exaggerated” is the name of a recent article in the Economist magazine: http://www.economist.com/node/21533371 . After reading my blog, then read the article, I would enjoy reading...
  • 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: 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: Leadership: High Performance Sales Management

    High-Performance Sales Management Building a strategic and effective sales management system is just like building anything else: It takes time, refinement and follow-through In the 14 years that Acumen Management Group has been consulting with partners on their sales management challenges, we’ve...
  • 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: Putting for Par’s: Are you practicing properly?

    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...
  • 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: Sales Leadership: Time Management Tips

    Sales Leadership: Time Management Tips   How to Manage a Successful To-Do List  Get in Habit of Doing a To Do List every day Be Realistic and Aware of Your Limitations Don’t Over Schedule Events Allow for Time Cushions Review Your  List Every Morning Ask yourself; “why me?”  Is there...
  • 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: Planning Your Sales Training

    Planning Your Sales Training  In my soon to be published book on Sales Management, one topic I discuss in great detail is salesperson development and training.  Besides recruiting effectively, training and development are the next most important aspects of the sales leader’s job. While Acumen Management...
  • Blog Post: Sprint to the Finish–It’s that time of year…

    Sprint to the Finish—–It’s that time of year…  A shaky banking industry. Roller-coaster days on Wall Street.  Budgets being cut. Purchasing decisions being delayed. With that economic domino effect affecting us all as 2010 winds down, ending the year on a high note will be more...
  • Blog Post: On Schedule…

    On Schedule  Whew, two weeks without writing my blog. What happened? I was on vacation. I won’t bore you with my highlights or pictures; however you do know the sales management guru will turn his vacation experience into a sales leadership analogy. My vacation started in Budapest, traveling by...
  • Blog Post: When You Leave..Your Office

    When You Leave Sales leaders sometimes travel and sometimes they even take the time for a vacation! I can remember leading a sales management workshop 10 years ago when at a break it seemed almost everyone ran to a phone to check in and “put out fires”. Two of attendees stayed behind and chatted casually...
  • Blog Post: It’s Almost August- 5 Steps to Finish Strong

    It’s Almost August-5 Steps to Finish Strong As a strategic sales leader you need to be proactive in your thinking and actions. By now the summer is almost over and you need to be concerned about exceeding Augusts’ quotas, achieving September’s goal and the fourth quarter sales numbers. What should...
  • Blog Post: Finding Opportunites

    Last week I spoke at Microsoft's World Wide Partner Conference, with 14,000 attendees it was a terrific event. The amazing action to watch was the volume of conversations taking place-not necessarily just on the Expo floor but EVERYWHERE! At this event Microsoft has created a software tool called...
  • 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...