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Life Enrichment: Passion

July 28th, 2014

Life Enrichment: Passion

During the weekend a friend asked me where I had been recently, when I mentioned that in July I had been in San Diego, Washington DC, Ft. Lauderdale and that I was leaving this week for Las Vegas he just shook his head and said: “I don’t know now how you do it!.”

On Saturday after working outside for almost 4 hours and then grocery shopping I started thinking about his comment-I seem to have a lot to juggle, as do many people but what keeps me on a fairly busy travel schedule is more than simply working-it’s a passion. It has been 16 ½ years since I started Acumen Management Group and the basis behind the company still drives me.

For the first time, I will share a portion of my Business Plan, its only one section and my purpose is not to reveal what I believe in, but hopefully to give you an idea to either share your values with others or more importantly, if you don’t have them, develop them for your company and/or yourself.

What Value We Bring

We work to leverage and add additional insight to our client base, allowing existing management and sales management programs to operate more productively. We may introduce new leadership and new programs to achieve the goals of the organization. Our experience, national exposure, existing programs and on-going relationships will accomplish more for our clients ensuring their success.

Tenets

• At every meeting our goal will be to build a better relationship.

• All commitments will be documented and completed on time.

• Client confidentiality will be maintained on all aspects.

• Our client’s time is money and will be valued accordingly.

• We will at all times seek to add value-when this stops our work is finished.

• We will seek to have fun and fulfillment in our role and company.

These concepts are important to me and provide me focus, purpose and describe my passion, notice there are both personal and professional aspects within these statements. I believe that is important for a successful leader.

Passion is a topic that drives life; without it the day to day events become simply a passage. I know a woman that is almost 80 yrs. old that continues to hike in the Smoky Mountains and swims almost every day, her passion is fitness. On Friday I saw a video on Facebook of a 95 year old woman that actively dances and can still shovel snow! These women have found personal passion to keep life active. Personal passion aligned with professional passion is critical success factor for success.

I get a kick out of coaching individual people; giving them idea’s and tools to make their company more successful. The ability to impact an audience and light a spark that ignites change in individual’s lives continues to excite me-it’s a passion that allows me to put up the with stress of airline schedules and hotel nights. But it is also fun.

I have said it many times, if you are not having fun, change your life. In my keynote I normally make the following statement: You can’t change the way you have lived your life, but you can change the way you live your life!

What is your passion? What is driving your life?

Have fun and enjoy your summer.

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 16 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014.

Ken has written 5 books, his latest book is: SLAMMED! for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance.

Ken@AcumenMgmt.com

www.AcumenManagement.com

Blog:  www.YourSalesManagementGuru.com

 

 

Partner Hiring and Training

July 21st, 2014

Partner Hiring and Training Lessons from Sage Summit

Non-productive partner companies often hire the best, but fall short at training their talent. Don’t make that mistake.

  • By Ken Thoreson

    You see it in college sports — the top teams tend to recruit the top performers. In building a channel as a vendor or building a partner organization, that’s the No. 1 job of management.

    What tends to be missing or where weak vendors or non-productive partners seem to fail, however, are in two other aspects of management’s responsibility: proper onboarding and ongoing training and development.

    These two areas normally get casual attention, but seldom do they receive the management focus they require. If you’re attending the Sage Summit look to utilize your time to refine these points for your firm.

    At the Summit, as you walk the Exhibit Hall looking for new business opportunities and when talking to existing or new potential vendors, look beyond the sales stories and investigate new partner onboarding programs. How will the vendors work with you and your team? Does the vendor have a simple checklist for quality onboarding, or does it have a more proactive automated tool to ensure you fully understand its offering, market and sales approach? How long does the vendor estimate it will take you to begin to generate consistent revenue? What’s the vendor’s commitment and what is its expected commitment from you? Is the vendor interested in simply creating a channel, or is its philosophy driven by assisting the partner in building a business with the vendor’s product or service?

    With my clients I always suggest they need to fully understand the mutual level of commitment both parties need to be aware of and to make to each other for mutual success.

    The power of being at the Sage Summit is also the opportunity for ongoing development — both personal and organizational. The various tracks cover technology, but also leadership, sales and marketing topics. My program this year is “Bartender’s Guide to Cloud Profits”” It’s just one example of information that will be shared during the conference. If you aren’t attending the event then make sure you check out the Web sites and download the videos and PowerPoint decks and pick up as much as you can.

    Professional and personal ongoing training and development at your office is more critical. Just as the vendor onboarding plan is important; creating an employee onboarding process is the first step to decreasing the time to revenue or productivity generation. While each office might have a few unique training needs, there are standardized salesperson onboarding programs.

    The secret for the initial employee onboarding is the mantra I always reinforce with my clients: Inspect what you expect! For example, I have new salespeople call me and leave voicemails so I can listen to what and how they sell the voicemail. In a like manner by the end of the third week, the salesperson must be able to present the organization’s PowerPoint presentation to the management team to ensure they can properly represent the company. Make sure they can perform in your office before they’re exposed to your prospects.

    The next piece is ongoing training. With most of my clients I help them build a quarterly training plan — a minimum of two to three hours a month that includes sales skills, product knowledge, operations training and industry awareness. One easy idea is to purchase a sales training book for each person twice a year and have the team discuss one chapter a week during your regular sales meeting.

    The secret to high-performance sales is “in the field” training. I recommend the person who’s responsible for sales leadership schedule sales calls with each salesperson and actually track what kinds of calls (first call, discovery, executive presentations and so) are made with which salesperson. This ensures you’ve “inspected what you expected.”

    Got the idea? Training is a keystone for growth.

    Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

    His latest book is: SLAMMED!!! for the first time sales manager.  Ken provides Keynotes, consulting services and products designed to improve business performance.

    Ken@AcumenMgmt.com  www.AcumenManagement.com

    Blog:  www.YourSalesManagementGuru.com

     

2014-15: Thought Leadership

July 14th, 2014

2014-15: How will you stand out in the marketplace?

In reflecting on the past year it seems our program at WPC 2013 set the pace for many client projects. Our Master the Cloud Business Builder series we built for Microsoft provided a prescriptive approach to accelerating revenues as partners built Cloud/Mobility practices. Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. Another aspect of the Cloud Builder marketing program was ensuring your messaging/value proposition was clear, concise and unique. Effective messaging is the number two biggest challenge facing Microsoft partners.

Since our breakout session at WPC 2013 last July in Houston, we have received an enormous number of emails and business opportunities from partner organizations that wanted to learn more about “separating themselves” from their competition. If you weren’t able to make it to the session, you can still see it on WPC Connect-it was rated in the top 20 of ALL events at WPC in 2013.

What is Thought Leadership? This quote from Fast Company: Golden Rules of Thought Leadership set the stage for our program at WPC: Dominate your market: learn how thought-leadership marketing will impact your vertical market presence.

You can achieve this in a variety of ways, and in my session at WPC I shared 10 actual examples and other marketing ideas. One great example would be scheduling and sponsor an event each month at the same date/time, same locations(s) that features an industry expert covering a pertinent vertical market issue or a panel of customers discussing their company’s problems and how they solved them (HINT: using your solutions). Inviting high level executives such as CIO’s to these on-going events will help build up your company as a thought leader.

From a sales perspective, we also stress that your sales team is trained to execute more effectively within a Thought Leadership philosophy. In our Cloud Business Builder program we stressed Acumen’s Business Guidance sales training program. In this format we use existing sales methodologies and add a key component where the salesperson can become a true consultant to the prospect by offering advice or suggestions that reach beyond the technology solution.

By combining better messaging, adding thought leadership marketing and Business Guidance selling techniques your entire organization can prepare to make 2014 your best year ever!

About the Author

Ken Thoreson, President of Acumen Management Group Ltd. “operationalizes” business and sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, his consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout the world. Ken’s latest book is “Leading High Performance Sales Teams”. This was his 10th year speaking at WPC.

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014.

You can reach Ken at Ken@AcumenMgmt.com, www.AcumenManagement.com and his award winning blog: www.YourSalesManagementGuru.com.

 

Creativity for Sales Leaders

July 7th, 2014

Creativity for Sales Leaders

One of the traits sales managers must have or develop is a mind that is creative. The day to day pressures and various situations that you face are ever changing and appear at a rapid pace, the need to consider various options, offer unique perspectives or provide your team with fresh ideas is a critical to your success.

In many of my keynote programs I discuss creativity and the need to ‘break out and grow” as you build a “Gourmet Life”-the great news is that you can develop your ability to be creative. One factor that is well known is rather than work on a specific problem, it is sometimes best to leave it alone and let your mind relax and even focus on something else and like magic a solution to the first problem will occur. This is why many ideas may come to you as you lay in bed, take a shower or even simply during a walk. Creativity happens not with one brilliant flash, but in a chain reaction of many tiny sparks while executing an idea.

Jackson Pollock is known as a creative abstract artist, he would throw paint on to a canvas as if his designs were spontaneous inspirations. In fact Pollock spent years learning to control his pours/splatters to achieve the effect he was looking for.

You can expand your ability to develop creativity by brainstorming with individuals outside of your normal environment. It’s all about creating ideas, evaluating them and executing on them. Another example is J.R.R. Tolkien and C.S. Lewis, in the 1920’s, 30’s they battled around religious and literary ideas with the “Inklings” as group of unfashionable Christian professors from Oxford. Their ‘creative” stories were actually the result of discussions, debates and planning.

Creative leverage attempts to combine left-brain and right brain activities. What are the steps?

1. Start from scratch, don’t let existing factors color your thinking

2. Make sure there is emotion, this helps stimulate the brain

3. Take risks, challenge yourself to look at unique ideas that may stimulate other ideas

In my keynote program we share the 13 actions one can take to enhance their creativity, if you need to expand your creativity you can find books, workshops and coaches to build your power. As a salesperson, sales leader, or manager you can build a better life by adding some spark to your thinking power. Take the summer challenge and expand your perspective.

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 16 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America.

His latest book is, Ken’s 5th book: SLAMMED!!! For first time sales managers is now available: http://www.acumenmgmt.com/Books

Ken provides Keynotes, consulting services and products designed to improve business performance.

Ken@AcumenMgmt.com www.AcumenManagement.com Blog: www.YourSalesManagementGuru.com

 

Slammed!!! for the first time sales manager: chapter 24

June 23rd, 2014


Slammed!!! for the first time sales manager, chapter 24

Traits of Highly Successful Companies

 New EBook: This week I thought I would share with my reader’s one chapter from my new book:  SLAMMED!!! For the first time Sales Manager, there are 56 additional chapters in this book. I hope you enjoy this chapter. You can download a free sample or order your book at: http://www.acumenmgmt.com/Books

  When employees feel that the company’s president and its management team are in alignment, a natural energy will begin to filter throughout the organization

 Over our many years of consulting, we’ve developed the following list of traits and values that characterize successful companies:

  • Corporate culture is deep and consistent.
  • Business strategies come first.
  • Effectiveness in business development is essential.
  • Best practices are consistent regardless of industry.
  • Sales is a corporate priority.
  • Structured process is key to success.
  • Teamwork prevails.
  • Training and recruitment are viewed as critically important.
  • Corporate image and branding are also viewed as important.
  • Compensation is linked to corporate objectives.

 Please note that these traits aren’t necessary listed in order of priority.

Want to assess how your own company stacks up against these characteristics? Simply “grade” your organization on how well it does in each area, using a scale of 1 to 5 (where 5 is the highest). That will give you a quick snapshot of its strengths and weaknesses.

 We’ve found that the most successful organizations—those that are accelerating in growth and profits—share two things: Strong leaders and high levels of motivation.

 Many books have been written on leadership’s impact on organizations. (As an aside, former New York City Mayor Rudy Giuliani’s book, simply titled “Leadership” (Hyperion, 2002), speaks about his efforts to improve New York City but offers lessons that can be applied to everyday business. It’s a quick read; I highly recommend it.)

 If there’s one thing that’s clear about leadership, it’s this: Successful leaders have both a vision and a passion for their business. Without those two elements, individuals and their organizations will drift and be captive to the marketplace.

 One widespread definition of leadership speaks to this clearly, describing leadership as “the ability to make things happen by encouraging and channeling contributions of others, taking a stand on and addressing important issues and acting as a catalyst for change and continuous improvement.” (In contrast, another common definition describes management as the skill of attaining predefined objectives with and through the voluntary cooperation and effort of other people.” You can see the difference.)

 Leaders stand out by giving others their vision, creating hope, sharing success, addressing the issues that need to changed, holding people accountable and being focused on making everything work more effectively both for their employees and for their customers. When employees feel that the company’s president and its management team are in alignment, a natural energy will begin to filter throughout the organization. The resulting sense of purpose will carry a winning attitude into the marketplace.

 We believe it’s the leader’s responsibility to actively maintain the organization’s vision by focusing on the concept of belief. By that, we mean belief in what your organization does, why it’s the best in your market and why everyone in it must work together toward common goals. You must constantly reinforce this focus.

 One tactic for accomplishing that task is holding monthly employee meetings where company leaders have an opportunity to voice their messages, reinforce their organization’s value propositions, move toward the desired culture and establish an environment where everyone feels the presence of leadership. At these meetings, all managers should speak about pride in their organizations and express thanks to other departments for supporting their efforts.

 Once you’ve established an organizational vision, the next step in motivating people is helping them feel that they’re contributing to the organization’s success. To do this, create an atmosphere of accomplishment. Here’s how:

 1. Define specific objectives for everyone in the organization.

2. Establish accountability by holding each employee accountable for achieving those objectives.

3. Provide recognition to employees who exceed those objectives. 

Ultimately, leaders must carefully balance the approaches of building employee belief and requiring employee accountability to lead to what we call “aligning the soul of the individual with the goals of the organization.” When employees believe in the company’s vision and its potential to positively impact their lives and help them achieve their goals, that’s when real motivation will occur. 

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 16 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America.

His latest book is, Ken’s 5th book:  SLAMMED!!!  For first time sales managers is now available:http://www.acumenmgmt.com/Books

  Ken provides Keynotes, consulting services and products designed to improve business performance.     

 Ken@AcumenMgmt.com  www.AcumenManagement.com Blog:  www.YourSalesManagementGuru.com


 


 


 

 

Super Teams, a book review

June 18th, 2014

Super Teams

Using the Principles of RESPECT to Unleash Explosive Business Performance

Written by Paul Marciano & Clinton Wingrove

Published by McGraw Hill

For a management book, this is an excellent page turner. The methodology and systems they discuss can be implemented by small to medium business as well as major corporations, especially those that want to unleash the power of their people. Not only are the principles that are covered a wonderful read, but the format of the book will assist the management team in implementing the recommended actions.

The book is broken into three simple sections:

1. What is a Super Team

2. The RESPECT Model

3. Assembling a Super Team

The super team is defined as: A SuperTeam is a team that consistently delivers a superior performance relative to customer expectations. The first section simply defines the Why an organization would want to implement their approach. A quick 38 pages sets the stage for section two.

The RESPECT Model is defined as:

• Recognition

• Empowerment

• Supportive Feedback

• Partnering

• Expectations

• Consideration

• Trust

Each of those topics are individual chapters, they are explored in detail and defined with clarity. This is not a book written for classroom discussion, it is meant for execution in the business world.

After each chapter the authors begin to assist the reader in the implementation phase for that section with active work groups. Each of these chapters end have summaries that include a standard format based upon the topic covered:

 

• Superstarter Questions-designed to make you think

• Team Assessment-designed score your existing environment

• Assessment Reflection Exercise

The last section is focused on building your team. They go into detail on leading the team, bringing in new members of the team, exiting team members and motivating the team. Again, tactical thinking with specific recommendations!

For those organizations that need to build a better culture of performance and desire better collaboration I would highly recommend this handbook for success.

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout the world. He was recently ranked in the top 50 sales & marketing influencers by Top Sales World magazine for the third year in row.

His book on: Leading High Performance Sales Teams has been a tremendous success, Ken’s 5th book: Slammed!!! For New Sales Managers was published this summer

Ken provides Keynotes, consulting services and products designed to improve business performance.

Ken@AcumenMgmt.com www.AcumenManagement.com Blog: www.YourSalesManagementGuru.com

 

Slammed!!! The first time sales manager

June 10th, 2014

Slammed!!! The First Time Sales Manager

I can remember…those first 6 months as a new sales manager was a challenge! I had taken over from two previous sales managers who were now reporting to me and three other salespeople for a total of five on my team. The company was swimming in issues and I felt like I was changing tires on my car at 60 mph.

I had only been selling maybe 8 years with two different companies and had experienced four or five sales managers and as you can imagine-all with a variety of styles, patience and skill level. Obviously I had participated in various sales training programs and I had a few perceptions of what a sales manager should do, but obviously I was scrambling and at the same time trying achieve sales objectives. Luckily I received some assistance.

The president of the company I was working for gave me advice but he also sent me to Boston to spend two days with “the best sales manager” in the US according to my boss. I spent time listening to Dave and understanding his approach and systems and then flew back to Minneapolis. As time went by I made mistakes, learned lessons, faced tough circumstances from firing, recessions, leadership vs management topics and actually did some things correct. Amazingly 7 years after meeting Dave, I ended up working for him as a VP of Sales running a North American sales operation. The next eight years I spent working at a street level and a corporate level fine tuning sales leadership and management challenges. I have seen hundreds of entrepreneurs attempting to manage their sales teams, first time sales managers thinking they knew the job and organizations under achieving their opportunities and missing their objectives. So what can a first time sales manager to do? In my newsletter: Why Sales Managers Succeed! and in this blog I attempt to provide insights for everyone.

In a blog I can only give a few tips, over the next few weeks I will continue to provide more insights and tips for the first time sales manager. To be open, my new book is also about to be published on the topic as well and is titled: Slammed!!! For the First Time Sales Manager. Readers of this blog will gain insights; idea’s and tips from that book and my experience as well. All Free. The book will be an Ebook and found on my website: www.AcumenManagement.com  and at www.SalesGravy.com

There are four Sections in the book and 57 chapters, be prepared for a ton of content and idea’s that have faced me over the 20+ years of sales leadership challenges. The four major sections are:

1. Personal Leadership and Growth Development

2. Executive Leadership and Strategy

3. Creating and Maintaining a High Performance Culture

4. Sales Leadership: a Year Round Job

The reason I have 57 chapters is the first issue facing new sales leaders is Time Management. Quickly they are faced with the needs of the sales/marketing function and directing their teams. Next they need to work with their fellow peers on the management team and the third element the demands of senior management that are requiring information and accountability. Each chapter is designed to provide a quick insight into certain issues facing the first time sales manager.

Hints on Time Management:

• Protect Your Time and your To-Do List; don’t take every problem your sales team gives you and put it on your own To-Do list. Listen to the issues, ask them for their 3 idea’s to resolve their issues, and then suggest to them to perform the best activity that will resolve it. If your to-do list expands beyond the capability to even react, then your team will lose respect and stop accepting your coaching.

• If you are meeting one on one on a regular basis do so early or late in the day.

• Start your sales meetings early in the morning-that means 8:30am at the latest. (one on one’s can start at 7:30am)

• Make a certain number of sales calls with each team member every month, this will help you understand the salesperson skill level more accurately.

• Plan your sales training meetings for the entire quarter before the quarter begins. Train on sales skills, product/service knowledge and sales operations.

The first time sales manager faces many day to day and quarter to quarter challenges; our job-all of our jobs is to help everyone become successful. Let me hear your thoughts on the lessons you have learned by commenting below. Cooperate, Share and Succeed, a great theme as we explore critical topics during the next few weeks.

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout the world. He was recently ranked in the top 50 sales & marketing influencers by Top Sales World magazine for the third year in row.

His latest book is: Leading High Performance Sales Teams, Ken’s 5th book: Slammed!!! For New Sales Managers will be published this summer.

Ken provides Keynotes, consulting services and products designed to improve business performance.

Ken@AcumenMgmt.com www.AcumenManagement.com Blog: www.YourSalesManagementGuru.com

 

 

There are only 10 day’s left in June!

June 2nd, 2014

There are only 10 days left in June!

For the first time sales manager

Today (6/2/14) during a client’s Monday morning sales meeting, before we started the sales forecast for June, I announced: “There are only 10 days left in June!” I did this on purpose for several reasons.

1. I wanted to wake up and shake up everyone’s thinking at the outset of the meeting.

2. It was important to create a sense of urgency in everyone.

3. I created a theme for the month.

If you are a first time sales manager or even an experienced one, having any size team in a Monday morning sales call takes preparation. You do not begin without thinking about the outcome and intent of the meeting. With my clients, we use a sales meeting agenda and stick with a standard format, this keeps everyone on task. In today’s meeting we had 15 people with the vast majority on telephones-keeping everyone involved is important and getting to the point is critical. We covered a lot of topics in less than 40 minutes with good communication.

Creating a sense of urgency is critical, as a first time sales manager staying focused on achieving sales objectives is an important aspect of the job. Making sure your sales team is increasing their sales tempo is a must I sometimes find salespeople making one appointment per week per prospect-if they are hot, see them twice a week! Move the opportunity faster. If you are always waiting until the last week of the month or quarter to achieve your objectives it will grind you and your odds of success will decline. Keep the attitude of “what can I do today to move this sales opportunity forward?” is the mantra that each of your salespeople must feel and keep focused on-HINT: create that sign and hang in your sales area.

I have written often about creating a theme for the month or quarter, they can be fun or serious but they always are focused on selling. In my new book, out later this month: SLAMMED!!! The Guru’s Guide: for the First Time Sales Manager there are 9 chapters on Building a High Performance Culture. Creating an atmosphere of performance takes leadership, attitude, fun, and support. As a new sales manager maintaining that balance is an important function of your job.

What else can you do to increase the sense of urgency of your team? Let me know and I will post your comments.

If you would like a copy of a Monday morning Sales Meeting agenda template, send me an email: Ken@AcumenMgmt.com

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout the world.

His latest book is: Leading High Performance Sales Teams, Ken’s 5th book designed for New Sales Managers will be published this summer.

Ken provides Keynotes, consulting services and products designed to improve business performance.

Ken@AcumenMgmt.com www.AcumenManagement.com Blog: www.YourSalesManagementGuru.com

 

AGILE Selling

May 19th, 2014

AGILE Selling

By Jill Konrath

I agree with Jill, this book should be a NY Times best seller. After reading her latest book and noticing my favorite technique of folding over the corners of pages that I would go back to for reference, I counted 37 pages-which I think is an all-time high for my book reviews.

What makes this book worthwhile are the 63 chapters produced in bite site nuggets. I realized that when I wrote my books on Sales Leadership, I wanted them full of practical idea’s, presented in easy to read, non-intimidating size or weight of the book. Jill has taken the time in creating this jammed packed book for you, the crazy busy salesperson ( as Jill would say…) She gives you the entire Pizza-but serves it up one slice at a time!

In today’s sales world products/services are changing rapidly or as salespeople who may change companies or even industries, learning quickly and increasing your level of professionalism is essential, Agile Selling provides the salesperson and sales manager the guides lines and sales best practices to achieve success. This is the perfect handbook that every salesperson should read and include in their personal library.

Just a few of the chapters, where I folded over the edges:

• Transform Sales Problems

• Sink into Stories

• Fine the Forums

• Take the Gobbledygook Test

• Get Grittier

You can see from the list the books value and there are a ton more of great reminders, new perspectives and information that makes this book a must read-for the new salesperson and old Pro. Check it out: http://konrath.co/1jqKYtH  

Hint: I would recommend you add this to your sales training calendar, buy a book for each of your salespeople and discuss one or two chapters a week during your sales meetings and watch your sales explode. Let me know your reactions.

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America.

His latest book is: Leading High Performance Sales Teams, Ken’s 5th book designed for “New Sales Managers”, will be published this summer. Ken provides Keynotes, consulting services and products designed to improve business performance.

Ken@AcumenMgmt.com                       www.AcumenManagement.com

Blog: www.YourSalesManagementGuru.com

 

 

College Commencement Address

May 13th, 2014

College Commencement Address

What about you?

No, I did not deliver a college commencement address, but the idea of what I might say if I had the opportunity is intriguing. What about you? I read a recent newsletter from the Prouty Project where they used this idea for reflection and discussion with several of their partners and as I was flying into Chicago I thought about what I would say…

Thank you, Thank you, and Thanks Dr. Olson for that kind introduction.

Today is a unique opportunity, for you as you leave this University and move on with your lives, but also for me, as I have the opportunity to share insights and thoughts about this world we live in and your responsibility to impact. I use the used impact because that is exactly what I mean, the degree of impact is not important-you don’t need to create the next penicillin, but you do need to create at least a ripple effect. As a Boy Scout we were taught to always leave the camp site in better condition than when you arrived. The same is about the world you live in.

Leaving this world in better shape can take many levels or actions… I can remember when recycling began! That has evolved into a major wave effect on everyone’s life and the impact has been huge, but my challenge to each of you is consider your impact. It maybe daily, as I travel around the world, I try to be kind, helpful to others and positive to the people I interact with at a hotels, airport, or restaurants. What about you?

It maybe impacting the lives of others through the Big Sister/Big Brother programs, serving in various charities and working to improve the world for others. You might even start your own personal effect; in my keynote program I speak about certain people who have had an impact, from those starting, National hug your children day or simply singing at a local hospice. What about you?

What impact you make is proportional to the fullness of life you live. I like to say,

• You can’t change the way you have lived your life, but you can change the way you live your life.

Living my life at my current age is certainly different than when I left this university and along the way I am sure I wasn’t perfect, but as I have moved through my time here on earth, I have tried to lead a good life, a concerned life and a helpful life. I believe that philosophy has given me a better life, a more fulfilled life. Did I feel that way at 25, probably not, but over time I can now look back and say YES, that my life has been made better with a focus on.

My goal for each of you is to think about the life you want when it’s over, not necessarily today as it begins. At the end, it is the experiences you make that make up your life, creating an impact on others will make your life better. What about you?

Thank you.

Ken Thoreson, President of Acumen Management Group Ltd. “operationalizes” business and sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, his consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world. Ken’s latest book is “Leading High Performance Sales Teams”. He was recently ranked for the second year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2013.

 

You can reach Ken at Ken@AcumenMgmt.com, www.AcumenManagement.com and his award winning blog: www.YourSalesManagementGuru.com.