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  • Blog Post: On Boarding Salespeople-a plan

    On Boarding Salespeople This week will be hectic.  Next week I am off site all week during a 2014 client strategy and planning meeting, this week I am assisting another client with ‘on-boarding” two salespeople that are remote from the main business office!  Everything needs to be lined up and organized...
  • 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: The Ultimate Sales Strategy

    The Ultimate Sales Strategy During a recent new client strategy meeting and a session where I had a chance to interview their entire sales team I came away with a break through idea regarding their sales efforts. I think it is pertinent to almost every past client and all future clients. I just had...
  • Blog Post: July Sales Training Tip: YouTube.com

    Your July Sales Training Tip: YouTube.com Normally at this time of the year, I am reminding my clients that it’s time to begin building their 3 rd Quarter sales training plans.  Those of you that are regular readers know that Acumen Sales Mangers plan their entire quarter sales training plans at the...
  • Blog Post: Six Steps to Exceed Your Summer Quota

    Exceeding your Summer Quotas Now is the time to act.  In this blog I wanted to give you some specific tactics to deploy immediately to assist you during the typical summer slow times, while I always  consider that an excuse, there  are proven sales leadership actions you can  take  now that will make...
  • 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: 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: Sprint to the Finish–It’s that time of the year…

    Sprint to the Finish—–It’s that time of year…   An upcoming election. Roller-coaster days on Wall Street. Middle East issues,  Budgets being cut.  There are many distractions. With that economic domino effect affecting us all as 2012 begins to wind down, ending the year on a high...
  • Blog Post: Sales Leadership: The Impact of Creating a Sales Process

    Sales Leadership: The Impact of a Creating a Sales Process   It occurs almost every time I speak or every initial client visit. Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive...
  • Blog Post: Sales Growth: 5 Proven Strategies

    Sales Growth Five Proven Strategies from the Worlds Sales Leaders Over the Labor Day weekend I picked up a book with the above title, written by Thomas Baumgartner, published by John Wiley & Sons. The forward was written by Marc Benioff, CEO of SalesForce.com.  What makes this a great read for...
  • Blog Post: The Power of the Influencer

    The Power of Selling the Influencer   I normally don’t focus on specific sales training topics but after several sessions where I was training sales managers on creating effective sales strategies and even experiencing several sales situations within my own business I thought I might raise this topic...
  • Blog Post: Sales Leadership: Climbing Mount Everest

    Sales Leadership: Climbing Mount Everest Climbing Mount Everest takes skills, plans, a strong team and luck.  But it’s how people work together that matters the most-just as it does in business.  While I was in Hong Kong leading a 2 day sales leadership workshop, I picked up a Chinese newspaper and...
  • 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: 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: Make Monday Morning Meetings Work

    Make Monday-Morning Meetings Count   Use a well-organized, performance-oriented gathering to motivate your team for the coming week.    Based upon several comments/questions from various clients  in the last 3 weeks, I decided to include a chapter from my latest book: “ Leading High Performance Sales...
  • Blog Post: Sales Leadership: Closing Summer Business

    Sales Leadership:  Closing Summer Business Summer can be a difficult time to lock down that extra business that ensues you exceed your monthly objectives; pipelines are thinner, vacations occur and even people are less focused.  This week will be about “teamwork”, everyone reading this blog should...
  • 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: Sales Leadership: Work Out Time

    Your Sales Leadership Workout May 9 & 10, 2012 Atlanta, GA   A Proven Regimen for Getting Your Sales Organization in Shape    Build a proactive approach to sales management that creates predictive revenue and a self-managed sales team.  Learn how top performing sales leaders muscle up...
  • Blog Post: Sales Leadership: Gaining Insight & Accountability

    Sales Leadership: Gaining Insight and Accountability   Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s.  Also many organizations never gain real insights from their customers or even help...
  • 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: The Sales Manager that Does It All…

    The Sales Manager that Does It All First of all, the title of this blog is impossible and second of all, it wouldn’t be right. No matter what size of sales organization you manage the sales leader that assumes they are responsible for everything or solving every problem generally fails to achieve...