Your Sales Management Guru

Are You a Sales Manager or a Sales Leader?

By Mark Hunter “The Sales Hunter”

Today, I have a guest blogger, Mark Hunter. His new book is on my recommended list for all of you., Ken Thoreson, www.AcumenManagement.com

Take a moment and answer this question:

“If you are a sales manager – or when you think about the person who manages you – which description rings accurate: Sales Manager or Sales Leader?”

Far too many sales managers are doing just that – managing rather than leading.  If you’re wondering what the difference is, let me sum it up very simply.

• Sales managers are concerned with the market they manage.
• Sales leaders are concerned about the people they lead.

It’s easy for sales managers to say they’re a sales leader when things are going well. When things are not going well, though, it becomes blatantly apparent who really is a leader.

Managers are quick to jump in and save the sale or the customer. They’ll push anyone at headquarters to get what they need for their market or area.  Leaders, on the other hand, even in tough times choose to spend their time leading people and not trying to manage the market.

This does not mean they don’t get involved with customers. They do, but they do it in conjunction with the salesperson they’re leading.  And certainly when they get involved, they don’t at any time try to undermine the role of the salesperson.  It’s this single activity that separates managers from leaders. 

Early in my sales career, I had the experience of being supervised first by a person who was a sales leader and then, after a promotion I received to a new market, by a person who was an ultimate sales manager.  The difference came out quickly.

In both situations, the quarterly results in volume and sales were similar, but the long-term development of the salespeople in the two markets varied dramatically.

In the first market, I found myself learning everyday and being able to challenge my own development skills with my customers.   In the second market, sadly, I found myself defending my position with both my manager and others.  Rather than being able to challenge myself with my skills, I was instead being challenged daily by my manager – and not in a good way.

The reason I share this is simple.  Too many sales organizations over the last several years made severe cutbacks in the training and development at both the salesperson and sales manager level.  In other words, for salespeople to grow, development must now become part of the daily routine, spearheaded by the head of the sales department, instead of directed by a separate “training” department.

If the sales manager chooses to manage the market, personal development will always take a backseat.  If the team is being lead by a sales leader, though, then not only will we see sales results, but also consistent personal development. 

Mark Hunter, “The Sales Hunter,” is author of High-Profit Selling: Win the Sale Without Compromising on Price. He is a sales expert who speaks to thousands each year on how to increase their sales profitability.  To receive a free weekly sales tip and read his Sales Motivation Blog, visit www.TheSalesHunter.com. You can also follow him on Twitter http://www.Twitter.com/TheSalesHunter, on Facebook www.facebook.com/TheSalesHunter and on Linkedin http://www.linkedin.com/in/MarkHunter.

Reprinting of this article is welcomed as long as the following is included: 
Mark Hunter, “The Sales Hunter,” www.TheSalesHunter.com, © 2012

Posted in Leadership Management | 6 Comments »

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 person. Looking forward is always better than that living in the past, while it is good to learn from the past, it is important to remain focused on your future opportunities. In my keynote program Gourmet Living, I sometimes make the point that “you can’t change the way you have lived your life, but you can change the way you live your life!” 

 In a sales management role, you set the tone for your organization-everyday.   That is why I also use the following phases; when someone asks; how are you today? I simply respond, “Its Monday, I ‘m Marvelous! When the day changes;

• Tuesday I am Terrific!
• Wednesday I am Wonderful!
• Thursday I am Tremendous!
• Friday I am Fabulous!
• Saturday I am Super!

 This mindset changes how most people will react to you and how you react to them. Be positive be forward looking.

 The second reason I use Looking Forward in my signature line is that good sales leader’s are always looking 90 days to 6 months ahead, being proactive vs reactive. To our long time readers you know I constantly discuss the need for sales managers to be in control of their plan.

  Sales metrics must be forward looking, in that they show what trends are occurring or might occur in the future, hiring plans must be laid our 12 months, sales meetings planned 90 days in advance, and marketing activities designed for a rolling 6 month schedule.  Building predictable revenue is all about being aware of conditions, learning from past but knowing the direction your team is heading.

Looking forward to next week’s blog…. 

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 14 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Ken’s latest book: Creating High Performance Sales Compensation Plans

 Ken provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com   www.AcumenManagement.com

Blog:  www.YourSalesManagementGuru.com

Posted in Keynote Programs, Leadership Management, sales leadership, Sales Management Planning, Sales Management Training | No Comments »

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 and enhanced in everyone!  I believe it is also critical in building a sales culture of high performance and coaching sales strategies.

I recently read a book titled: Perfect Phrases for Creativity and Innovation by Karen Eriksen, published by McGraw Hill.  I picked up the book because in my keynote program; Gourmet Living I normally cover the aspect of adding creativity to your life to enhance both personal and professional success. In reading this book it quickly added ideas and insights that can be easily implemented immediately.  This is a sample of the first four chapters:

• Creativity Begins with Me
• Motivating Teams to Be Highly Creative
•  A Structure for Creativity: Idea Management and Implementation
• Discovering the “Magic”

Each of these chapters and the other four chapters provide concepts, phrases and tools to help the strategic sales leader improve their personal creativity, but the book also includes a process to coach individual performance. What I found extremely valuable was the chapter on “a structure for creativity”.  In this chapter the author identifies eleven steps to lead a team through creative problem solving event. The steps include: 

• Selecting the creativity team
• Defining the problems
• Generating potential solutions (including “wacky” , innovative or probable)
• Incubation of ideas
• Evaluating prioritizing, and choosing
• Improving solutions
• Generation a menu of potential strategies
• Deciding on step by step action plan
• Communication of the action plan
• Implementation of the action plan
• Evaluating the results

  In each section Karen breaks down the concept into the detailed steps within each of the eleven categories, as a bonus she includes tools to assist both the leader as well as the participants in improving their ability be creative. While all of these steps are somewhat fundamental in facilitation, the added elements of stimulation for generation of creative solutions becomes the meat within the book.

 Anyone reading this book will come away with the “words or phrases” to use for personal or group stimulation.  Each chapter is loaded with these kinds of phrases. This is just a sample:  of the categories: Perfect Phrases for:  

•  Brainstorming,
• Combining or Borrowing,
• Defining the Problem,
• Stimulating the Team
• Encouraging Others Personal Creativity

If you need to improve your own creativity quotient and increase your organizations ability to solve problems more creativity, read this book.

Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America.

 Ken provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com   www.AcumenManagement.com    www.YourSalesManagementGuru.com

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Posted in Keynote Programs, Leadership Management, Sales Leadership Training, Sales Management Training | No Comments »

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 from their customers.

 What can you do to improve on these two critical blind spots?  We like to recommend too many of our clients that creating a Client Advisory Board and a Sales Management Advisory Board will begin to improve the business operations and provide a source for insight and accountability.  Let’s first explore a Client Advisory Board.

 Client or Industry Advisory Board 

This type of board consists of current customers that generally meet in a formal basis a minimum of three times a year. We recommend that organizations select not just your “pet” clients but a cross section of clients that will make a commitment for a two year term on the committee. Initially you will want to stagger terms. The purpose of this group is offer you insights into the needs of the customers-from their perspective, evaluation of your; service, sales, operations,  idea’s on market trends-especially important for those partners in a vertical market. They can also be used as sounding boards to gain their perspective on potential new product or service offerings you maybe considering.

 Generally we like to recommend that you have five to seven clients on this Board. Initially the partner executive should prepare a formal agenda, run the meeting, coordinate the appropriate members of your organization to attend the session and assign someone to take active meeting notes. It is important to recognize that you and your team must NOT become defensive over issues that arise or to the comments that are made by the clients during the meetings. However, it must be clear to each person attending the meetings that the Board meeting is not meant to be a negative-complaining (can I use the word) bitch session, but rather one where all parties are sincerely working towards improved performance. If sessions drift towards a complaint meeting, the executive must take action to redirect the meeting. 

 From a sales perspective the fact that you have a formal Client Advisory Board during the sales process can be an important sales asset.  In smaller geographic areas or within a vertical market, prospects will know these individuals and will be impressed with your commitment to the customer experience.

 As your Board matures, you may allow them to elect officers, coordinate agenda’s and generally run the meeting. In several clients this concept has lead to client meeting days where ALL clients are invited to learn, share idea’s and provide the partner organization an opportunity to show appreciation. HINT: when this occurs-you know you have succeeded and we always invite your top prospects. What a wonderful closing opportunity!

 Sales Management Board of Advisors

 Many CEO’s attend monthly/quarterly meetings with their peers to discuss business challenges and gain insights from other business owners, at Acumen we started peer group concept for sales leaders. Until now, individuals with Sales Management responsibility have not had the opportunity to share their plans, their accomplishments and their problems in a secure peer group.

 Our premise is simple: sales management professionals do not have the opportunity to consult with others about the challenges of their jobs, seek advice or gain motivation when needed.  These web based  interactive group learning environment is designed for sales management professionals who wish to learn, cooperate and succeed by sharing their experiences with you.

 Individuals with sales management responsibility face diverse challenges:

            o          Exceeding Corporate Revenue Objectives

            o          Developing Sales Team Capabilities

            o          Balancing Client/Company Objectives

            o          Managing Internal Corporate/Divisional Relationships

o          Managing Time/Energy/Emotional Cycles

o          Balancing Personal/Professional Life

o          Building Efficient Business Models

o          Creating Strategic Direction

 In addition, sales management must focus on:

            o          Sales Management Systems

            o          Compensation Planning

            o          Territory/Market/Competitive Analysis

            o          Distribution Strategies/Channel Management

            o          Recruitment/Training

            o          Performance and Employee Management

 If you face these needs and responsibilities, it’s time to invest in your success!  

The Board of Advisors, offered by The Acumen Management Group, Ltd. provides such a unique opportunity.  A select group of Sales Management professionals will experience what has only been available for CEOs or Presidents-an on-going professional group that works together to help, encourage and challenge thinking. For more information on this service go to: http://www.acumenmgmt.com/SalesManagementAdvisoryBoard121

 How Does the Sales Management Round Table Work?

Our series of 10 monthly web-based events enables a small group of sales management professionals to learn more about their careers, share challenges they face, and gain insights into how other individuals with similar responsibilities succeed, build their businesses, and solve their problems.

 Each group is comprised of 12 to 15 sales management professionals who meet for two hours once a month for 10 months (June/July respite).   Each member has an opportunity to present his or her sales plans, business issues, and challenges for group feedback.

 Members learn from their peers’ plans and assist them with their professional and personal growth.  This group problem sharing and problem-solving environment helps you translate their problems and solutions to your situation.

 I am forming a new group and for 10 months, two hours each month, the Acumen Sales Management Board of Advisors will meet. Register today and make the commitment to grow professionally and personally. Ken@AcumenMgmt.com

 In 2012 gain insights and build accountability into your management equation and see how the formula improves your business acumen.

 Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 13 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Ken’s latest book is: “Leading High Performance Sales Teams”.

  Ken provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com   www.AcumenManagement.com

Blog:  www.YourSalesManagementGuru.com

Posted in Leadership Management, sales leadership, Sales Leadership Training, Sales Management Training | 2 Comments »

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 are heading up=housing will take off, (a leading indicator?) monthly job creation rates hit 200,000, etc….  What is your perception? More importantly what are you doing to lead and manage your organization and prepare of better times?

In today’s economic times, the companies most likely to thrive are those that invest time in scrutinizing their strategic sales-management plans. They review everything from their forecasts to their pipelines, looking hard at important numbers such as cost of sales, percentage of market share, salesperson-effectiveness ratios and customer lifetime value.

When we see companies struggling, it’s often because they lack such blueprints. Effective plans require combining an organization’s goals and individual salespeople’s business plans with a set of metrics designed to gauge everyone’s progress in meeting those objectives.

Following are what we believe are the fundamental metrics that partners should include in “dashboards” for measuring their sales teams’ effectiveness:

• Accuracy percentage for monthly forecast, by salesperson
• Dollar value of pipeline by stage; number of opportunities by stage
• Dollar value of pipeline ratio to future monthly quotas
• Actual sales activity compared to a defined set of standards
• Average order value
• A Win/loss rate percentages, by salesperson

Beyond the Basics
As you continue developing your company’s dashboard, you may wish to build in additional metrics such as the following:

• Value of net new account sales as percentage of total sales for month and year to date
• Existing account sales as percentage of total sales, month and year to date
• Rev salesperson profitability to sales volume
• Revenue per current customer per year as percentage of total sales
• Cost per lead, by source
• Sales-cycle time from initial contact by salesperson to decision
•  Number of days with sales outstanding, goal vs. actual
•  Blended billing consultant rate, goal vs. actual
•  Realization consultant rate, goal vs. actual
• Utilization consultant rate, goal vs. actual
• Consultant backlog days, goal vs. actual
• Direct sales expense as a percentage of volume, margin and quota

Looking Ahead: Leading Indicators
In addition, smart sales leaders increasingly rely on what we call “leading indicators.” These are activities or ratios that can predict revenues at least 60 days out. While simply looking at future pipeline values can provide a similar forecast, growth-focused partners may find these indicators useful as well.

In most cases, sales events occurring early in the sales cycle are most likely to lead to high-percentage sales opportunities. If these begin to fall, future pipelines and revenues will probably follow the same pattern. Potential leading indicators include the numbers of:

• New-prospect calls made per week
• Face-to-face sales calls made per week
• Subject-matter expert or pre-sales tech-support calls made per week
• Discovery calls made per month
• Demonstrations and executive presentations made per month

We also recommend creating graphs comparing these numbers to dollars booked or margins generated, which can help salespeople see the relationship between indicators and results.

Finally, remember that the ultimate goal is improving your ratios and results each month and each quarter-not simply tracking them. That’s the real reason for developing a dashboard-and the real route to success.

About the Author

Ken Thoreson is the president of Acumen Management Group Ltd., a North American consulting organization focused on improving sales management functions within growing and transitional organizations. You can reach him at ken@acumenmgmt.com.    (Web): www.AcumenManagement.com or (blog) www.YourSalesManagementGuru.com  His latest book: “Leading High Performance Sales Teams” is available on his web site.

Posted in Leadership Management, sales leadership, Sales Leadership Training, Sales Management Planning, Sales Management Systems, Sales Management Training | 4 Comments »

Take Advantage of the Opportunity

Several years ago, I was speaking in Puerto Rico at a sales conference and while I was waiting for my return flight I was relaxing and started to speak with another flyer. He was British and just finishing his holiday. We discussed mutual occupations and experiences, when he learned that I had just addressed a sales conference he inquired as to the topic and purpose of the event.  After I explained, he said to me: “take advantage of the opportunity of a lifetime, during the lifetime of the opportunity!”  I loved that comment and I have used quite often ever since.

As I approach another birthday that quote is even is more important as each of us only have a certain of number of “opportunities of a lifetime” to experience.   These opportunities can be professional as well as personal. The challenge I see is too many individuals simply moving through life rather than experiencing life.  I am firmly convinced that learning to impact the lives of others through service, trying new things, being kind and simply having fun put more zest in your life and a bounce in your step.  Recently a man that I knew, only slightly, passed away; the comments everyone made about Jim were wonderful.  One that I recall was that whenever Jim met someone, he always asked them; ‘now tell me what you have been up too”…    What a nice way to express warmth.

In our sales management workshops we spend time on coaching, mentoring, and communication skills.  (See other blogs). The one sentence I liked to stress to our attendees or during a consulting relationship is;  when working with your sales team;  when a salesperson calls you or walks into your office the first thing you should say is: “how can I help you”… make sure you express that warmth and demonstrate you care. It will go a long way in building a trusting relationship and the motivation of your team.

Take advantage of the opportunity, I have a short video for you on this concept: http://www.acumenmgmt.com/KeninAction123

Have a great March and finish the quarter strong!

Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 14 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America.  Ken’s latest book: Leading High Performance Sales Teams is available on his web site.

Ken provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com   www.AcumenManagement.com

Blog:  www.YourSalesManagementGuru.com

Posted in Keynote Programs, Leadership Management, Sales Leadership Training, Sales Management Training | 2 Comments »

Sales Management and the Impact of Social Media

Ken Thoreson

While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points.  I thought for this week’s blog I would also introduce you to my current thinking and I would really enjoy hearing your thoughts on the direction of sales and the use of social media.

In the traditional sense of a new product introduction, social media is moving through various stages. It is my opinion  we have obviously crossed the chasm from Stage 1 into full blown Stage 2 product acceptance and in most cases salespeople and sales leadership have accepted and become comfortable in using forms of social media for their personal lives as well as in a limited business environments.  It is also my belief that if you aren’t actively using a variety of social media applications in your sales process/organization it is critical you begin to learn to use them and become comfortable with the current social media tools.   Lauren Carlson describes the top 5 uses of Social Media in sales very clearly in her recent blog:   http://tinyurl.com/8648dah

The acceptance of social media communication by all individuals for their personal use; Twitter, Facebook, YouTube,  texting, etc,  and corporations using it in marketing and even building their internal social networks, that current clients and prospects will begin to accept social media more easily in their sales relationships.

The question becomes, where do we go from here now that  social media as we know today has been generally accepted by individuals and corporations, what happens as we move into the Stage 3.

 Jay McBain, from Channel Eyes, a social media/network company focused on the IT Channel,  commented that in his research on the topic;  “social would overtake websites as the #1 source of information and online engagement in 2012”.  Jay believes there will be a split, a movement to enhance personal social media and the trend to create a “business social media” set of software solutions.

This is exactly what I believe is the direction we will move. As CRM applications improve and as more cloud based applications are developed there will be a greater integration and utilization of business social media. Salespeople will uncover more prospects, prospects will accept this kind of communication and both parties will interact comfortably.  As Peter Watts from Solutionize, a software business collaboration services company, predicts that “Sales Collaboration Networks” (SCN) will be deployed.  These will be highly integrated applications that will easily allow the salesperson to offer the right solutions with an interactive approach, generating huge value to the buyer, rather than simply data sheets or a nice web site.”  

The sales focus and sales leadership must focus on this changing sales process and this is the process change that SCN can facilitate.   The business outcome must be beneficial to the buyer, seller, vendor, and it is my belief that this more highly communicative process will make decision making easier and faster by removing any heavy lifting. SCN will allow salespeople to reach more prospects, work at a pace commensurate with today’s current demands and profit measures.

What changes do you believe will occur with more “business social media” solutions?   The world continues to change, are you?  Is your sales process? Let know your thoughts?

Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Ken’s latest book: Leading High Performance Sales Teams is available at his website.

Ken provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com   www.AcumenManagement.com  www.YourSalesManagementGuru.com

Posted in Leadership Management, sales leadership, Sales Management Systems | 3 Comments »

Executive Toughness

 This week’s blog is a book review:  Executive Toughness: The Mental Training Program to Increase your Leadership Performance by Dr. Jason Selk published by McGraw Hill.  Why am I adding this to my blog site?  My objective in addressing sales leadership issues is to provide you ideas, tools and concepts to increase your professionalism. I like to read a business book focused on some aspect of my profession, then I will switch to another form of book for personal fun. I believe your sales teams and you should have a personal development plan.  You need to add this book to your library! 

 After writing four books myself, I found “Executive Toughness” a terrific read that a new manager or any experienced business leader can find something new or an aspect of their life to improve upon. 

As I was reading this book I realized my next blog would contain a brief review and it should be a must read. As each page flew by, I found myself underlining sentences, circling ideas and folding over pages as concepts and tools were introduced.  Dr. Selk opens each new idea with a story of a person that defines his message, I liked the way he personalized the concepts that the reader could relate to. His conversations and stories with the famed Coach John Madden were terrific.  Before I cover the topics, the one aspect of the book I really thought was a great concept was at the conclusion of each section where Dr. Self was making a point, he included tools where the reader could begin to build their own personal “training” program.  This allowed the reader not only to read and understand the topic, but to put the information into their Personalized Action Plan! 

The topics of the book that I really enjoyed were: 

• Accountability: The Process of Achievement (readers of this blog know my feelings on “accountability, discipline and control”.
• Self-Evaluation: Look into the mirror everyday
• Improving Execution and Consistency: in our sales leadership workshops I discuss that execution is the key element that in high performance sales organizations…
• The Mental Work: “100 seconds a day keeps failure away.”  This section pays for the book!
• Optimism: Overcoming All Obstacles:   Becoming relentless and unremitting action.

 And to make the book even better, the last 12 pages gives you the Handbook to move forward with your personalize program.  As in my keynote program: Gourmet Living: a recipe for personal and professional success, Dr. Selk hits the point, you must be personally in balance and know what you want and you must take action to achieve high performance.

 Buy it, read it and take action, you will be a better person because of it. 

Ken Thoreson, President of Acumen Management, “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 14 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. His latest book: “Leading High Performance Sales Teams” provides 40 chapters for sales leaders.

  Ken provides Keynotes, consulting services and products designed to improve business performance.  Ken@AcumenMgmt.com   www.AcumenManagement.com

 Blog:  www.YourSalesManagementGuru.com

Posted in Books, Leadership Management, sales leadership, Sales Leadership Training, Sales Management Training | 1 Comment »

How to Take Emotion Out of the Sales Hiring Process and Hire the Best Salespeople

It’s the number one job of sales management and it is the most difficult, if you hire effectively the job of sales management becomes sooooo much easier.  If you are serious about building a high performance sales team I have something special for you;  I will train you on the aspects of building a recruiting process that will improve your odds of only hiring the best salespeople-not the best available.  What could be the results of attending this web cast?

• Increases in service, quality and customer satisfaction of over 50%
• Growth rates 60% to 300% greater than their competition
• Return on sales of 200%-300% greater than their competitors
• Return on assets of 150%-300% greater than their competitors

             Leonard Schlesinger  Harvard University

REGISTER Today:    https://www1.gotomeeting.com/register/347130472

It’s a fact that when you miss hire a salesperson it may cost you FOUR times what you ended up paying that person while they were on your team.

In this webinar, author and sales management expert, Ken Thoreson will teach you how to remove emotion from the hiring process and improve your odds for hiring salespeople who will produce. You will learn:
• 5 techniques to increase interviewing effectiveness
• How to evaluate the traits of high performers
• How to create a sales recruiting scorecard that “takes the emotion” out of hiring decisions
• How to use and create a sales case study specifically designed for your business
• How to building an interviewing process to hire the best, not just the best available
• How to separate the average from top performers

This webinar is perfect for sales managers, executives, business owners, HR Professionals and anyone who is involved in the sales hiring process.

REGISTER Today:   https://www1.gotomeeting.com/register/347130472

Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 14 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Move up and move ahead!

Ken provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com   www.AcumenManagement.com

Blog:  www.YourSalesManagementGuru.com

Posted in Leadership Management, Recruiting, Sales Management Systems, Sales Management Training | Comments Off

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 total sales population working externally. The reasons for this are obvious: Advances in technology mean that we can communicate just as easily from our desks, using video conferencing etc.

Jonathan Farrington www.topsalesmanagement.com

If Jonathan is right, your current sales process, current sales team and management systems will begin to change over the next 18-24 months.   He interviewed me regarding this topic last week and you can listen to the entire interview at the www.TopSalesManagement.com 

Briefly, I discussed how metrics will change, how sales training will be altered and that the efficiency ratios and cost of sales will be improved based upon the utilization of existing and new technologies.  As customers become more comfortable with technology, new salespeople come into the workplace and costs of running a sales organization grow (Gas=$4.50 Gal), sales leadership must consider new alternatives.

You will find the interview on the left hand side of the website. You will also find this site to be a wonderful resource for information on sales leadership from a select group of 15 sales leadership consultants from around the world, including myself.

I thought you might like to see the quote above to begin to stimulate your future thinking on your sales organization.   Jonathan is a global sales thought leader; the quote is from an editorial he wrote in our Top Sales World magazine. (You can download this free sales magazine at www.TopSalesWorld.com   It is on the left hand side of the website.

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 13 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America.

 Ken provides Keynotes, consulting services and products designed to improve business performance.           Ken@AcumenMgmt.com   www.AcumenManagement.com

Blog:  www.YourSalesManagementGuru.com

Posted in Leadership Management, sales leadership, Sales Leadership Training, Sales Management Systems, Sales Management Training, Sales Training | 1 Comment »