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  • Blog Post: The End of Solution Sales

    The End of Solution Sales The Role of Sales Leadership & Management Now what does that title mean to you? Recently I spoke at a major software vendor’s partner and client conference and a few weeks later I received an email from one of the attendee’s  suggesting I should comment in a future blog...
  • Blog Post: Are You Facing Sales Fatigue?

    Are You Facing Sales Fatigue? The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress.   As someone that works with partner...
  • 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: 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: 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; the lost art of discovery

    Sales Leadership: The lost art of discovery : Sales Training   As I am finalizing a program for a client of mine I thought I might share my thoughts around sales training. While Acumen isn’t a sales training firm, as a sales leadership consulting firm we get actively involved in designing course work...
  • 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: 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: 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: 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: 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: No Regrets: Your Recipe For Personal/Professional Success

    No Regrets: Finding Your Recipe for Personal and Professional Success  (This is an excerpt from my upcoming book: Success Simplified with Stephen Covey Wright: Ken, tell me about your idea of no regrets, finding your recipe for personal and professional success? Thoreson  It began in my professional...
  • Blog Post: Know Your Competition-Sales Management

    Strategic sales managers know they must be creative when it comes to developing a sales strategy. With fewer opportunities in most pipelines these days, salesforce management is increasingly focused on executing brilliantly on each and every sales opportunity.   One component in sales team training...
  • 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: The Mental Side of Sales and Leadership

    The Mental Side of Sales and Leadership   I read a quote once supposedly by Jack Nicklaus: “golf is 80% above the shoulders” and as a bogey golfer I have come to totally appreciate that comment and admittedly it is a problem for me.  I asked Jim West, our Director of Golf what his recommendation would...
  • 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 Opportunities

    Finding Opportunities 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...
  • 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: Creativity… a Sales Thing!

    Creativity…. It’s a Sales Thing!   There is no question about it, top performers are more creative that your average salespeople. They seem to come up with unique ideas to prospect, find ways to enhance client relationships and they close more effectively. Sales leadership requires creativity...
  • Blog Post: Changes in Sales & Sales Mgmt? What do you think?

    Changes in Selling or Sales management?  Living in the Southeast where football is a lifestyle, the radio sports talk shows and the newspapers sports pages are covered with discussions regarding the changing PAC 10, Big 12 and even Nebraska going to the Big 10 and the potential impact on the SEC. The...
  • Blog Post: No Regrets, a Do Over @25,000 ft. to Seattle

    After working on my keynote I had plenty of time to reflect as we flew over South Dakota and into Montana. First, it has been great to hear from many of you who have enjoyed our many blog accounts on sales leadership, motivation and sales training ideas, I plan to continue to offer my thoughts , concepts...