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  • Blog Post: Sales Mgmt: Achieving Balance: Fear vs Respect

    Achieving the Balance Between Having Your Sales Team Respect You But Not Fear You Ken: This week we have a guest blog. The topic is extremely important for all levels of sales leadership, especially in challenging situations/times. Every good sales team manager knows that a delicate balance must be maintained...
  • Blog Post: Sales Management: Understanding “Setting the Hook”

    Sales Mgmt:  Understanding “Setting the Hook” One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity.  Are they early? Do they know what they need to know? Do they have an excellent strategy to close?  I like to think that a salesperson is a...
  • Blog Post: Sales Leadership: Bringing a Sharp Focus to Your Sales Meetings

    Sales Leadership:  Bringing a Sharp Focus to Your Sales Meetings During the past few months I have been consulting with several clients on a variety of issues and coaching others via our new “Acumen Project”. (more on that later), in both environments I have begun to revert to a similar sales management...
  • 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: 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: Working a Trade Show is a Job

    Best Practices for Attending an Industry Conference Working a Trade Show is a Job Last week I was in Charlotte, NC, today is Orlando, and tomorrow is Chicago.  I have been speaking at a variety of industry trade shows delivering keynote programs, educational breakout sessions and general networking...
  • Blog Post: Accelerate Your Business @ Convergence 2012 and Beyond

    Accelerate Your Business at Convergence 2012 and Beyond Any successful organization must have discipline, accountability and control. In this interesting economy and changing technology environment it is even more important to implement proven business strategies and tactics to ensure a sustaining...
  • 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: 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: 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 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 Leadership: Be Prepared!

    Sales Leadership; Be  Prepared As an Eagle Scout, I have always considered the Boy Scout motto of “Be Prepared” in all aspects of my life, this past week as the South felt the destructive power of massive tornadoes and rain it was a difficult time for many with many challenges to come.  I was in Kansas...
  • Blog Post: Sales Leadership: Ready for July & August?

    Sales Leadership: Ready for July & August? I maybe already too late, hopefully you aren’t?  I often state that it is the salesperson’s responsibility to make quota not the sales managers, it is your responsibility to hire, train and put the salesperson in a position to win and exceed quota. Sales...
  • 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 Thought Leadership: The LinchPin for Business Growth

    Sales Management Thought Leadership: The "Linchpin" for Business Growth From Webster's dictionary: Linchpin: " something that serves to hold together the elements of a situation" The reason I focus on the role of sales leadership and management is I have found where there...
  • 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: What a Grand Week for Personal Leadership!

    What a grand week for Personal Leadership!  Last week in my blog I wrote about the importance for sales leaders to focus on building belief and the need for your sales team have emotional commitment to your company and your products/services.  On Tuesday I spoke on the first day of a three day national...
  • 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 Management: The Need for Creativity

    Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. During the two days, I spent several hours with their sales management team and four hours with their salespeople, they have a great sales culture and...
  • Blog Post: Recruiting High Performance Sales Teams

    What’s the number one challenge of sales management?  Recruiting and hiring top talent. Where organizations have focused on quality hiring sales and revenue problems don’t exist, customer satisfaction levels are high and morale/culture is terrific.   While most sales organizations focus on creating a...
  • 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...