Your Sales Management Guru

Sales Leadership:  A Lack of Resources May Limit Success

Date Line: Las Vegas, Nevada

I have spent the last 3 days/nights in Las Vegas on vacation prior to speaking at a conference this week. During that time I toured few new hotels, saw a show, dined at great restaurants, viewed The Grand Canyon and visited Hoover Dam. If you haven’t been here recently, it’s a great spot to visit and enjoy the area.  However, two things hit me:  1) the recession has really affected the area, they are #1 in foreclosures, with supposedly more to come, the highest unemployment rate in the nation and the hotels/casino’s are starting to close! Number 2);  Lake Mead which was  made by the creation of the Hoover Dam in the 1930’s currently holds only has 47% of  the required water supply, it is down 163 feet!  Hoover Dam not only supplies water to the Southwest, including Phoenix and Los Angeles, it also supplies the electric power. As the water supply dwindles, so will the ability of this man made wonder of the world to generate water and power for the increasing needs of the population.

The lights of Los Vegas still are bright, yet they only receive 3% of the power from the dam, and 90% of its water supply, just 55 minutes from the strip. The water shows at the hotels are impressive, yet everyone knows they are in a 25 year drought. Most of the locals understand their resources are becoming limited, yet they are expecting tomorrow to be a success. I am unsure if they are prepared for the tomorrow or if they have new resources in place?   As a sales leader are your resources ready for tomorrow’s success?

The number one reason most sales leaders are fired is their in-ability to achieve sales quota. No surprise, however based upon our 13 years of consulting on business and sales management issues the general reason sales leaders fail is because their resources are not well positioned for tomorrow’s success.  What do I mean by this?

Sales management must know their future quota objectives-at least 18 months out. This will first allow sales management to make sure they have the required number of salespeople hired to achieve that desired goal. For example; if you expect each salesperson to achieve $1M of sales and you have a $10M goal the easy answer is to have 10 salespeople.  However, we all know that is unrealistic as not every salesperson in every organization will achieve their quota or because of their level of maturity/experience they will need to “ramp to” that level of production.  You must also take into consideration, that you will lose X% of your sales team each year.  What is your hiring plan for 2012?

Second, the newly hired salesperson (resource) is not adequately prepared to contribute. We find this in almost every new client organization.  The new hire on-boarding process is not well designed to quickly raise the productivity and validate the new resource can sell your organization and products/services. Next, we find that “rigors of cadence” are not part of the ongoing development of the sales team. What I mean by that is sales certification and training programs are not rigorous or demanding in performance.  We like to see a testing process to validate each salesperson can represent your company on at least a yearly basis designed to improve everyone’s professionalism.  Also, we find there is not an on-going cadence or sequence of training programs built on a regular basis, these programs should cover not only sales training skill development, but also sales operations (CRM), industry knowledge, competitive awareness, and product/service expertise. These should planned 90 days in advance or each quarter. Do you have your summer training program prepared?

The other resource most overlooked understands the impact of the marketing funnel on the sales funnel. The question is: how many leads are required to enter the sales funnel each month from marketing and your sales team to ensure you, as the sales leader, always have an adequate level of sales opportunities to exceed your sales objectives. Only by measuring and knowing these numbers and the various ratios of opportunities as they move through the sales funnel will sales management be confident of resource allocation.  If you would like a worksheet on this issue, send me an email:  Ken@AcumenMgmt.com

These are just a few of the resources you as the sales leader must consider; review my past blogs to find topics on: Time Management, Sales Meeting Agenda’s, Personal Development, etc.  If you are interested in learning more on Hiring and On Boarding Salespeople, you might enjoy reading our new book:  Hiring High Performance Sales Teams. www.AcumenManagement.com Summer is a great time to consider your resource development program, how will you personally improve your own resource?

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. 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 Recruiting, Sales Leadership Training, Sales Management Planning, Sales Management Training | Comments Off

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 to match up against the competition is key, and is the reason my first book was written: Hiring High Performance Sales Teams. Without talent, you have not chance to win. The good basketball teams are deep with talent and can go “large or they can small and fast” or they can focus on defense as well as offense. Assessing and developing talent is what coaching is all about, watch the Final Four’s next week and evaluate your team and its ability to win.  Are you accepting weak players or can your team push through the tough times and score. I stress that recruiting is the most important job for sales management, build a continuous hiring program to find top talent.

Secondly, strategy and execution during the sale or game time must be brilliant! This is where from a sales strategy your value proposition must sold, your prospect relationship developed and where you must out maneuver the competition.  If they come out man-to-man or in zone defense can your salespeople adapt, if a full court press stresses out your team, can they break it with quick passes and move down the court for an easy layup?  Do you have them trained well enough to react to the situation and not simply lose the sale or give up a turnover?  During this phase Sales Managers also must coach. This is when your experience and creativity must take over by providing advice, insights and hopefully the right tactics to assist your sales team during this phase.  If you would like Acumen’s four page Sales Strategy Guide, send me an email: Ken@AcumenMgmt.com We use it with our clients during their pipeline review and sales strategy meetings.

The third phase of strategy is the last two minutes. During the sales process this could occur during the last week or two when everything is on the line.  The prospect could be confused, undecided or leaning towards your competition; what play would you call? Would you camp out at the prospects office? Have your president call their president? Drop your price?  The best coaches in the NCAA would call a time out and make sure the next two plays are drawn out, ensure everyone understands whom to foul, how many timeouts are still available and who should take the last shot… Those situations are actually rehearsed during normal practice times; nothing is left for chance when the game is on the line.  Do you have your sales training plans designed for a rolling 90 days with all aspects of sales strategies built in? The best sales managers do!

OK, I promise next week, I won’t use a sport’s analogy in my blog, but team work, practice, selection and development will win the 2011 NCAA Final Four.

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. Move up and move ahead!

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

Blog:  www.YourSalesManagementGuru.com

Tags: high performing sales teams, Motivational, sales leadership, Sales Leadership Training, Sales Management, Sales Management Training, Sales Training
Posted in Recruiting, Sales Kick Off Meeting, sales leadership, Sales Leadership Training, Sales Management Consulting, Sales Management Systems | Comments Off

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 with our client base. It’s been a great few weeks.  I have also noticed an uptick in my own prospects and business opportunities.  Have you?   Based upon my conversations almost every sales leader is optimistic and pipelines are filling. Are you ready to participate in the recovery?

During the past 13 years I have been consulting, writing and speaking on the fact that sales management is the lynch-pin that drives successful organizations; sales leadership sets the tone, the culture and drives the organization to greater levels of revenues and profitability.  And now, during the past six months the topic of participating in the economic recovery and the impact of great sales management on the organization has been a critical and hot topic. The topics of surviving or working in a challenging economic time are over.   “Economic recovery?”.. Yes, just reading the USA Today, on Monday January 24^th, the quotes are all over the paper:

• Are you more or less optimistic than you were 3 months ago about the economic outlook this year?  91% of 46 Economists answered YES.
• Over the next 12 months, which will have the greatest positive impact on the economy?  48% said BUSINESS, 45% the consumer
• The US economy is expected to grow at an annual rate between 3.2% to 3.4%, that is up from October forecast of 2.5% to 3.3%
• They expect employers to add 200,000 jobs a month-more than double last year’s rate.
• The DOW is over 11,961 at the time of this blog

What is the role or action points for sales manager’s in a recovering economy? I listed a few steps to focus on:

1)      Build your Hiring Plan; Sales Managers should know today when they expect to add new salespeople for the next 18 months. Based upon your revenue goals for the next 24 months you should have a plan set defining what months you will need hire new sales talent to achieve those new higher sales targets. If your next hire date is March, then your recruiting plan must in effect now, is it June? October? Make sure you also plan on members your current team could leave or be fired also.

2)      Get aggressive on increasing your individual salesperson strategy sessions, winning now is critical to build momentum.  Schedule special sales team sessions or hold a small group of salesperson discussions weekly to strategize each sales opportunity.

3)      Increase the culture building and building belief in your offerings and your organization. If you want an article I published on that topic send me an email.  Ken@AcumenMgmt.com  Your sales team needs to believe and feel the change in economic conditions, you want to create their desire to participate in the recovery. “Take advantage of the opportunity of a lifetime, during the life time of the opportunity”.

4)      Retool your sales compensation to ensure it is in alignment with your corporate objectives or if you have already rolled out 2011 compensation plans, create an aggressive sales contest or special incentives to win Net-New clients or upgrade existing clients or hit higher levels of revenues/margin. Drive the sense of urgency to win.

5)      Sales management must now focus, as always, but more importantly now on “Brilliant Execution”. If you and your team are 2 steps ahead of your competition during the next 4 months your summer and fall business opportunities will accelerate. Focus on increased levels of sales management planning i.e. sales training, one on one coaching and  managing the number of calls per month per salesperson and even schedule weekly telephone blitz days to find those businesses that need your solutions to participate in their own recovery.

Sales leaders are the key to success, you can make the difference and NOW is the time to take advantage of opportunity and participate in the economic recovery.

What else do you think you should focus on to grow your business during the next 18 months? Let me know your thoughts….

Ken’s books: http://www.yoursalesmanagementguru.salesgravy.com

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. 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

Tags: sales leadership, Sales Leadership Training, Sales Management, Sales Management Training
Posted in Keynote Programs, Recruiting, Sales Compensation, Sales Leadership Training, Sales Management Consulting, Sales Management Planning | 2 Comments »

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 sales process to increase sales performance, they yet fail to develop a recruiting and interviewing process that attracts ensures they Hire the Best, Not the Best Available.  And then they wonder why their sales training and sales process didn’t work?   This book has been designed to assist you in improving your skills and in building the systems and mentality required to increase the performance of your sales team.  It is all about improving your odds.

We have included the tools to help you improve your performance; interview scorecards, interviewing questions, and sample job descriptions.  Plus; a bonus section: the Sales Management Guru has included a  sample three week new hire on-boarding process to ensure you  initially train them properly  and increase their ability to quickly begin to generate revenues.

Why you need this book in your sales management library;

 ·         Learn to develop your ideal salesperson profile

• How to create  a sales candidate funnel
• Find out why many sales managers get fired in less than 18 months
• Knowing the best candidates may not be looking when you are and how to find them
• Why taking the emotion out of hiring is the key to interviewing
• Learn how an Interview Scorecard screens out the “empty suits”
• Why social interviewing is important
• Why and how to use  a sales case study to evaluate your candidates
• Learn the differences in using sales assessments and why they  are an important factor in selection
• How to properly conduct a telephone interview  and use scoring list to assess talent
• Use social media to evaluate your sales candidates

Order your copy today: http://www.yoursalesmanagementguru.salesgravy.com

Leading High Performance Sales Teams will be available later in January

Creating Sales Compensation Plans for High Performance will available in February.

The fourth book is titled: Success Simplified, it will be available in January. This is co-authored book with Stephen Covey, Dr. Tony Alessandra, and Patricia Fripp. My chapter deals with personal success and how coaching and consulting with sales managers lead me to discover that in reality we are developing people as individuals personally and professionally. I cover how to create a Menu for Life.

Have you booked you’re a Sales Keynote Program for the Fourth Quarter, 2011 Kick Off or Customer Conferences?  Ask Ken about:  No Regrets-A Do Over Recipe for Personal & Professional Success

Tags: Hiring, Recruiting, Sales Leadership Training, Sales Management Systems
Posted in Recruiting, Sales Leadership Training, Sales Management, Sales Management Consulting, Sales Management Training | 1 Comment »

Is your organization and your sales team suffering from:

Puny Revenues?  Weak Results? It Maybe Time for a Sales Leadership Workout!

 A  one &  1/2 Day Regimen for Getting  Your Sales Organization in Shape  

Build a proactive approach to Sales Management 2.0 that creates predictive revenue and a self-managed sales team.  Learn how other top performing sales leaders have muscled up their teams to pump up predictable revenues. Here’s what they have to say about the event:

 “Great Content, Energetic Deliver, High Value.”     “Outstanding, just what I needed.” “Informative, educational, spot-on!”    “Inspiring” Information and tools you can use immediately” “Intense!” 

 The Skinny on Sales Leadership Workout:

 Schedule: Day One, 1:00 PM – 5:30 PM; Day Two, 8:00 AM – 4:00 PM

 Next Location: Waltham, MA August 4th & 5th,  Hasbrouch Heights, NJ August 19th/20th

Regimen:

• 10 proven ways to boost sales in 90 days
• The 9 Things Great Sales Organizations Do & How To Do Them
• What you need to build predictable revenue
• Building sales compensation plans that work
• Creating a self managed sales team
• Understanding how the “Cloud” will impact your organization
• Building a salesperson’s business plan focused on results
• Motivating your team to higher levels
• Creating a self managed sales team
• Strategies to help you hire, train and retain a top producing sales team
• How to coach, mentor and hold more effective sales meetings

Your Workout Bag Includes $870 of Free Extras:

• Your Personal Sales Leadership Assessment ($375.00 value)
• The Sales Manager’s Tool Kit                    ($495.00 value)
• Sales Management Guidebook                    (Priceless!)

 REGISTER to Earn Early Bird Discount : 

 www.resource-technologies.com/workout.php

Ken@AcumenMgmt.com

Tags: sales leadership, Sales Leadership Training, Sales Management, Sales Management Systems, Sales Management Training, Sales Training
Posted in Recruiting, Sales Compensation, sales leadership, Sales Leadership Training, Sales Management, Sales Management Planning, Sales Management Training, Sales Training | Comments Off

During many of our sales management consulting engagements we initially are confronted by the existing sales manager and or members of the sales team-if no sales manager is in place.  As you would expect, the first reaction to an “outside consultant” is resistant.  During my first sales leadership role, an outside business consultant looked at our entire partner organization and my first reaction was quite skeptical also, but when the first or second recommendations began to take hold and worked and were ideas that I had not thought about-I soon began to listen.

Many sales managers learn from what they maybe been previously exposed to or from information from magazine columns-hopefully blogsJ, or simply from experience.  The experience factor however seldom has the timeframe that most presidents or Vice Presidents of Sales can put up with-because of their pressures.

Over the next series of blogs I will describe the various aspects of sales leadership and additional thoughts on improving your sales performance. First, you need to determine where your current sales management program is and where it may need assistance. Please take the short quiz, determine your score and follow the blog for additional ideas. If you have a specific questions simply comment below or send me a note; Ken@AcumenMgmt.com

PLEASE SCORE Circle a Rating:  1-5, with 5 being HIGH

q  Rate how well you know the true or real total value of your pipeline:

• 1, 2, 3, 4, 5

q  Rate how comfortable you are that you know what percentage of the pipeline in the current category is required to ensure that  you exceed the current sales budget:

• 1, 2, 3, 4, 5

q  Rate how comfortable you are that you have enough pipeline potential in the 30-, 60- and 90-day categories to exceed future monthly quotas:

• 1, 2, 3, 4, 5

q  Rate how comfortable you are about the projected revenue you need in each sales-stage category to ensure that you have enough opportunities to exceed the future quota:

• 1, 2, 3, 4, 5

q  Can you visually see all your top-10 potential forecasted accounts, from your desk or notebook? Rate how well you strategize on the top 10:

• 1, 2, 3, 4, 5

q  How well are all key accounts targeted?  Rate your plan to attack them. Do you have a plan to review planned targeted account activity vs. actual account activity?

• 1, 2, 3, 4, 5

q  How would your rate your ongoing recruiting plan that ensures that you always have qualified candidates available?

• 1, 2, 3, 4, 5

q  Rate the quality of your interviewing process in terms of whether it ensures that you select the best candidate, not just the best available candidate.  

• 1, 2, 3, 4, 5

q  How complete is your salesperson personal business plan implemented and do you review it each month?

• 1, 2, 3, 4, 5

q Rate the quality of your three-month sales-training program. Is it defined and implemented? Do you have a salesperson development plan implemented to improve your team’s professionalism?

q  1, 2, 3, 4, 5

q  Rate the quality of your CRM/SFA system. Is it being used effectively?  Is it up to date?  Is it backed up?

• 1, 2, 3, 4, 5

q  Rate the quality of your salesperson six-month named account reforecast/strategic/tactical plan process:

• 1, 2, 3, 4, 5

q  Rate the quality of your six-month sales/marketing/management plan. Is it defined for each month?

• 1, 2, 3, 4, 5

q  Rate how well your compensation plan works. Are your company’s goals aligned with the compensation/quota programs?          

• 1, 2, 3, 4, 5

q  How well are your sales leading indicators defined? Are they measured, posted, graphed, and analyzed?

• 1, 2, 3, 4, 5

q  Do you have regular scheduled and unscheduled coaching sessions with each salesperson?

• 1, 2, 3, 4, 5

How would you rate the effectiveness of your sales contests and business games? Are they planned to promote revenue and build teamwork?

• 1, 2, 3, 4, 5

  Total Score                                       _________

Rate Your Performance

60-85                     Minor tuning may be required

47-59                    Several Improvement projects are required

34-46                  Need multiple actions taken quickly

0-33                     Major assistance required now

Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without

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. Move up and move ahead!

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

Blog:  www.YourSalesManagementGuru.com

Tags: sales leadership, Sales Management, Sales Management Systems, sales organizations
Posted in Recruiting, Sales Compensation, sales leadership, Sales Leadership Training, Sales Management, Sales Management Consulting, Sales Management Planning, Sales Management Training, Sales Motivation, Sales Training | 2 Comments »

Be Prepared-Great Boy Scout Motto-Works for Sales Mangement Too

As a former Boy Scout camp counselor, I was recently invited to reunion. We do them every two years to honor a man that was one of my mentors in my life and those of you who have listened to my keynote, know about Sam.   He impacted the lives of thousands of individuals not only in Wisconsin, but throughout the world with his energy, leadership and friendship.  This week’s blog however is not about Sam, but the invitation.

Most everyone has heard the scouts motto of Be Prepared, as an Eagle Scout it is a part of my life. This weekend the Southeast was rocked with 54 tornadoes and at 2am Sunday morning my weather radio went off, we headed to the lower level of my home with a radio, flashlight, water and a few other items to wait out the all clear.  It was scary listening as all the surrounding cities were called out as the storm approached. The good news was we had very little damage in our area; however one tornado did touch ground about 2 miles away. Then at 2:30am my phone rang and my neighbor called from Michigan, his alarm was going off and he wanted me to check out his home…. into the rain I went with my golf rain suit on, walking around his home and “having his key and his alarm code I entered his house. (I was prepared for this kind of thing) The good news there was no damage at his home too.  What does this small story have to do with you?

As a sales leader at end of the April or for that matter at anytime are you PREPARED?

You may never know:   

When a top performer might leave you?  Are you advertising every 60 days for new salespeople on a regular basis? What is your pipeline for recruiting?

When an expected and needed order fails to materialize. Do you have a clear          understanding of your sales funnel ratio’s and a large enough number of sales           opportunities to make up for the lost or postponed sale?

 When someone in marketing or you sales team does not execute a planned             assignment that impacts your organization.  Remember to Inspect What You  Expect.  Follow up; hold people accountable and double check the details.

Comment below on what other events could pop up that “you may never know “ could occur that could impact your success  and how you can prepare for them or send me an email:  Ken@AcumenMgmt.com

Be prepared means being proactive, anticipating events and putting yourself and your team in a position to be safe and to succeed.  Have a great quarter.

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. Move up and move ahead!

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

Tags: keynote speaking, sales leadership, Sales Management
Posted in Keynote Programs, Recruiting, Sales Kick Off Meeting, sales leadership, Sales Leadership Training, Sales Management, Sales Management Systems, Sales Management Training, Sales Motivation, Sales Training | Comments Off

In this last video blog, I share other tools that you can use to enhance your ability to be a successful sales manager.

You can reach me at Ken@AcumenMgmt.com

Posted in Recruiting, Sales Compensation, sales leadership, Sales Leadership Training, Sales Management Planning, Sales Training | Comments Off

Sales training makes a difference in creating top performing sales teams. In this video blog you will learn how and why you need to create Quarterly Sales Training plans, why you need your sales team training each other, how to build a quality New Hire On-Boarding process and why a focus on building culture is required to push everyone over the top! This fast paced video is full of ideas and tools to help all sales leaders develop higher levels of sales success.

Check out the entire video series on our web site and take the free sales management assessment. www.AcumenManagement.com

Posted in Recruiting, Sales Compensation, Sales Kick Off Meeting, sales leadership, Sales Leadership Training, Sales Management, Sales Management Consulting, Sales Management Planning, Sales Management Systems, Sales Management Training, Sales Training | Comments Off

Hire, Train, and Retain Top Talent #4 of 6—Tools for Interviewing

This video blog is designed to improve your success in hiring high performance sales teams. In this video I cover assessments, Interviewing Scorecards, Case Studies, Group Interviews’ and using presentations to validate sales skills.

I also review Acumen’s agenda to hold a successful Monday morning sales meeting.

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. Move up and move ahead!

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

Posted in Recruiting, Sales Kick Off Meeting, sales leadership, Sales Leadership Training, Sales Management, Sales Management Consulting, Sales Management Planning, Sales Management Training, Sales Training, Uncategorized | Comments Off