Browse by Tags

Related Posts
  • Blog Post: Are you investing?

    Investing in Yourself Friday though Tuesday I was attending the National Speakers Association annual conference, hence my blog didn’t get out on Monday.  This is one association meeting I really work to attend, in four years as a member I have learned so much and have found everyone open, willing to...
  • 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: 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: Sales Leadership: Creativity is Critical

    Sales Leadership:  Creativity is Critical   In many of my sales leadership workshops and in my writings I have often spoken on the need to hire creative salespeople and the need for sales management to offer creative solutions to the many problems you face.  The good news is “creativity” can be learned...
  • Blog Post: A Sales Manager’s Recipe: What is Cooking in 2012

    A Sales Manager’s Recipe: What’s Cooking in 2012? Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager.  The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also...
  • Blog Post: Make 2012 Your Best Year EVER!

    Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? Or will your sales team face another tough year to achieve their sales objectives?  Recently I have been writing/talking about an issue facing everyone-your salespeople, your management team and your...
  • Blog Post: Building Culture to Increase Profits

    Sales Leadership: Building Culture to Increase Profits Did you know that when you lose a salesperson, it costs you 4 times what you paid that person during their employment?   These costs include not only salary, but benefits, lost sales/profits, time of management support, training costs, and in many...
  • Blog Post: The Man Who Sold Hot Dogs!

    First let me state this: I did not write this week’s blog. As sales leaders  we have 3 aspects to our job.  We must focus on the “role”  we play, we must focus on the “strategic” side of our job and we must focus on  the day to day “tactics”, the story below...
  • Blog Post: Guidelines for Effective Management Performance

    Guidelines for Effective Management Performance Share this with your management team As I was refilling my book shelves (see previous blog) I found the following bullets from Dale Carnegie & Associates, the copyright was 1967 and updated 1981.  All the information is highly pertinent for today...
  • 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: The Difference between Average and Top Performers

    The Difference Between Average and Top Performers  In preparation to speak at a sales award banquet this week I was thinking about what kind of message I wanted to leave with the audience and in thinking though  a  variety of ideas I realized it maybe a common  concept that ALL sales leaders must reinforce...
  • 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: Vince Lombardi as a Sales Manager

    Vince Lombardi as a Sales Manager I promised myself I would not do a blog on a Super Bowl theme, I promised.  But since I grew up in a small town in western Wisconsin, that actually had a “packing house” or to everyone else a meat plant and lived through the early glory years of the Green Bay Packers...
  • 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: 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 Managers: What are you Thankful For?

    Sales Managers: What Are You Thankful For?  It’s a short week for many of us in the U.S. because of our Thanksgiving holiday and while many other nations have similar events based upon similar justifications; i.e. thankful for successful harvests, it is always important for everyone to pause, at anytime...
  • Blog Post: Sales Leadership: your menu for personal & professional success

    Sales Leadership: your menu for personal and professional success. Several of our recent blogs have begun to discuss the business and sales management aspects of being prepared for 2011. Our blog this week discusses the need to also focus on your 2011 plan for your personal life During a recent keynote...
  • 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...
  • 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: 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: 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...