Posts Tagged ‘keynote speaking’

Sales Leadership: What? All my numbers are back to zero?

January 2nd, 2011

Sales Leadership: What?  All my numbers are back to zero?

Yes, that is the reality of every sales organization at this time of year, even with sales backlogs, recurring revenues and hopefully a pipeline of opportunity-this is a psychological issue that you, as sales leaders must address.

There are really two aspects of this topic that sales management must face.

 First: sales management must face the mental aspects of your sales team and your general business management team.  Recognize that after the past two years sales teams are tired; with tough economic challenges and depending upon your industry-a multitude of consumer and business issues have worn down many teams.  Having a sales team considering that they have to “climb” the mountain again can be daunting. If indeed the economic times are improving it may be tempting for your sales teams to be considering other sales opportunities where the grass is greener-so this becomes a critical aspect to consider.  Just today, 1-2-11, I heard on TV that hiring for sales positions is expected the biggest percentage increase in all hiring for the New Year and if you are in IT, the market was the hottest in years!  (We will discuss “Recruiting next week)  What to do?   1) make sure you are upbeat at all times,( your own mental toughness is critical), you must reinforce your own “new”  positive thoughts about 2011, 2) show proof from any magazines/paper of positive economic activity, 3) introduce an exciting new concept from a marketing or product/service perspective that will excite your team, 4) create a Drive Statement that will propel your team with  motivation and provide them a specific goal for the year and first quarter. Guru Hint: make sure the 1st quarter goal is highly achievable. 5) Create a fun contest that you can announce at your sales kick off meeting. If you have other thoughts on energizing your sales team, please add them as comments below.

The second action that sales managers must consider is to re-assure their sales teams that you have a formula for success. This  includes both knowing the physical actions of the correct ratios for a) new sales calls to qualified prospect to proposals delivered  to the number of wins for each salesperson. B) You have a plan to assist or help each salespeople attain those numbers and c) you have a plan to help them improve on those numbers.  These plans may include increasing the number of 1) blitz days for telemarketing, 2) increase sales strategy tools or 3) a new sales training program to increase skill development.   One last Guru Hint:   have your salespeople review their entire 2010 calendars and look for suspects/prospects that were dropped, networking contacts to re-open and schedule new meetings and ask them also analyze their schedules/calendars  to see how they could have worked more effectively and what lessons they may have learned-share their idea’s at your next sales meeting.  Add your thoughts as comments below.

This combination of working both the emotional and logical aspects of the sales brain will provide your team the confidence they need in you and themselves to succeed in 2011.   It all starts at zero, but it doesn’t mean it has to stay that way for long.  I wish you all the best for this year and I appreciate your interest in our organization and our tools and blog thoughts. If we can assist you in your sales kick off events or in other ways-just let me know.  Ken

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

Zen and the Art of Snow Shoveling

December 13th, 2010

Zen and the Art of Snow Shoveling

What does that title have to do with Sales Management? After spending 20 years growing up in Wisconsin and another 30 years in Minneapolis, I finally connected the dots after waking up this morning in East TN and having to shovel my driveway!  At 22 degrees, and enough snow to make my rather steep driveway a challenge to “get out of”, I put on the Volunteer stocking hat, gloves and began the process.

At first the brisk air and crunchy snow felt like old times but then the pattern began and the Zen and Art kicked in. As I pushed the snow down the drive and reversed my pattern shoveling up the driveway, dispensing the snow, the vertical shovel paths defined my movements. As I cleared the lower portion of the driveway  which is much wider and designed to allow  backing up my car to turn and make the drive up the hill, the pattern changed, clearing one segment diagonally, the other in almost swirling  triangle pattern.  Each area of the driveway required a different approach. As I was finishing and looking back on the driveway and tossing handfuls of salt, it occurred that sales leaders must look at a variety of situations and develop unique patterns to solve their problems.

Shoveling snow allowed me to think about the week’s priorities, sort through the various client projects and make decisions regarding what actions to take. I was amazed how clear the objectives were defined. The shoveling patterns allowed my mind to work on a totally unrelated problem, yet my sub-conscious mind was automatically ranking and stacking each client project.  This is much the same effect that is achieved in the Zen sand gardens, where you can rake different patterns.  The impact of releasing your mind will allow your mind to actually work more effectively. Several weeks ago I wrote a blog on sales leadership time management, it has had over 1,000 reads; taking the time to create time to focus on unrelated actions,(like shoveling)  can help sales leaders, refocus, re- charge and re-aligned priorities or even help solve personnel problems or specific sales strategies.  Find your time and action to that allows your mind to work independently, your results will astound you.

As sales leaders plan for 2011, break out of the standard traditional pattern, explore something new, consider the alternatives, the options and even try different approaches to your budgeting and sales/marketing strategies.  You might re-read my blog on creativity to help you create new patterns for growth!

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

The Power of Impact: what is your plan for 2011

December 6th, 2010

The Power of Impact; what is your plan for 2011

An interesting Thoreson theorem; the more you personally impact the lives of others, the more you succeed professionally.  One of the points I make during my keynote program is the need for a person to find balance in their lives=both personally and professionally.

When you find an individual that is working on improving others lives, you generally find a person that is also successful from a professional perspective. This does not necessary mean simply financially successful, but successful in manner of a completeness in life. The name of my program: No Regrets: A do-over recipe for success defines a 3 step process to create a better life.  One of the three steps in building a Menu for Life is the need to make this a better world by finding ways to increase your personal ability to positively impact the lives of others.

I actually have created an IMPACT Hall of Fame where I collected names and stories of individuals that I have met or read about; like Michelle Nichols, who has started “National Hug Your Child Day”, or Millard Fuller, from Atlanta that started a program called “Habitat for Humanity” and Ken Haught, who started a small program in St. Louis program called Stephen Ministries, that has now impacted the lives of thousands across North America.

These kinds of individuals have had impacts beyond their wildest visions. Yet others do it in smaller ways; one of my neighbors is active in a program called “Hugs for Soldiers”, another donates hours at the animal shelter, and still another has each grandchild propose each year at Christmas one charity that the entire family will focus on during the New Year. The entire family votes on the best proposal-what a way to teach the power of impact.

 As 2010 ends and we begin to define our new goals for 2011 I challenge our readers to not only set your goals professionally, but seek out an idea designed to have an impact on the world or even on a single person’s life and then act on it!  It will surprise you how you feel and how it will improve your life. For more information: http://www.acumenmgmt.com/seminars.phtml

Let me know what thoughts are for 2011 or if you someone you would like add to my IMPACT Hall of Fame.

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

Sales Managers: What are you Thankful For?

November 22nd, 2010

Sales Managers: What Are You Thankful For?

 It’s a short week for many of us in the U.S. because of our Thanksgiving holiday and while many other nations have similar events based upon similar justifications; i.e. thankful for successful harvests, it is always important for everyone to pause, at anytime, and consider what they are thankful for. Even in the tough times that many of us have experienced during the past 3+ years reflecting on the good and positive elements of your life is important.

I speak often about having your personal and professional life in balance, at this time of year  most of us will be sharing time with family and friends-take the time to say “thank you” to someone for: being a friend, helping you in some manner, making you laugh, introducing you to a new business opportunity or for whatever reason you can find. After you say thank you look at the person and notice the impact you just had on their life; how their face lightens up, the smile you will bring to their face and the warmth you will create. It will enhance your relationship with that person for ever.

As sales leaders what are you thankful for?  I have created a short list for you to consider, they are not in any specific order.  What other items should make the list? Add them below in the comment section and let’s see if we can hit 50 or 100!

I am thankful for:

  1. The great products or services my company provides to our clients.
  2. The super team we have that supports our clients.
  3. The members of my sales team that work hard every day to bring in the business.
  4. For my family that supports me even though I work long hours and sometimes takes me away from home.
  5. For my friends that make me laugh and allow me to share my personal thoughts-about everything.
  6. For my spouse, for everything he/she puts up with and is always encouraging me.
  7. For my children that keep me humble and the love they generate.
  8. The members of our management team that are supportive of each other and are helping to build a positive environment at our organization.
  9. The president/founder of our organization, who started it all, providing jobs for many and who leads us with a vision and passion.
  10.  The freedom we have to make our own decisions, speak our minds and to lead the kind of life we wish to lead.

I am sure after reading the list; you will decide I left out several other items that should be on the list.  Take a moment and add them in the comment section below, I would be thankful for your additions.

 I am always thankful for all our readers, all my clients over the past 13 years and the support of so many friends and associates that have made my life a wonderful experience. Have a Happy Thanksgiving!

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

Sales Leadership: your menu for personal & professional success

November 15th, 2010

Sales Leadership: your menu for personal and professional success.

Several of our recent blogs have begun to discuss the business and sales management aspects of being prepared for 2011. Our blog this week discusses the need to also focus on your 2011 plan for your personal life

During a recent keynote program with a group of individuals from an association I was speaking about the need to build both a successful personal and professional life to truly succeed.   As some of you know, I enjoy cooking and collect cook books—over 150 in my library- during the session I discussed how pizza can be analogy for life. Now everyone can relate to pizza, right? Thin or thick crust? Cheese or loaded with mushrooms, pepperoni, onions, sausage, etc.   I like to suggest that everyone’s life, both personal and professional is made up of multiple “slices” with many ingredients.

Your personal life includes: Family/Friends, Fitness/health, net worth, fun/recreation, physical/home environment, commitment to personal/spiritual growth, career, and romance/significant other. Your professional life includes: fulfillment, productivity, teamwork, leadership, time management, commitment to personal/professional growth, focus/discipline, and communication skills. We like to ask the audience to rate themselves on each slice on a scale of 1-7 (7 being high) to determine which areas are out of balance. 

Take this short self assessment and evaluate what slices are working for you and what you need to work on as you move into 2011.  Send me an email if you want my keynote handout that we use during the program.  Ken@AcumenMgmt.com  You might also like to review our blog from October 12, 2010 for more insights on creating a “No Regret’s Life”.

I also covered the three components for creating a successful Menu of Life include:

1)      Understand the power of impact!  To increase your personal/professional success, you must increase your impact on the lives of others.  As a sales management consultant it occurred to me that sales managers not only impact the professional success of their individual salespeople and teams, they also must focus on the impacting their personal lives as well.

2)      Develop Creativity and Break-Out! The best sales managers are creative; in looking at how to strategize and win more opportunities, in creating a winning sales culture and in solving the day to day problems that arise in every organization. The good news?  Creativity can be learned-make it a goal to read a book on creativity or take a workshop.

3)      Be Real, Be Warm, Be More: As sales leaders or as individuals it’s about caring, understanding, listening and assisting others in their life. Take time for conversation; build on the conversation to truly understand the person, in my keynotes I like to say: my goal is enhance our mutual relationship, ensure our time together is profitable (not necessary in financial terms) and have fun!

As you work on your organizations business & sales plan for 2011, (Blog: November 1st 2010) work on your personal life plan as well.  If you would like us to speak at your sales kick off meetings or other groups-just let me know!

Want to know more about the “Guru”, you will enjoy this interview by Sales Giants: 

http://salesgiantsblog.blogspot.com/2010/11/salesgiants-interviews-ken-thoreson.html

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

Sales Leadership: The importance of a 2011 Sales Kickoff Meeting

October 25th, 2010

Sales Leadership: The Importance of a 2011 Sales Kick Off Meeting

 Perhaps 2010 was great year for your sales team or perhaps it was a struggle and a disappointment.

In either case starting to plan your 2011 sales kickoff event is an important action during November. Why?   There are many reasons to make sure this event is properly orchestrated.

  1. Keeping your team excited and motivated is essential, a new year means all your sales numbers go back to zero -that can be emotionally draining for salespeople who for the past few years have struggled with challenging economic conditions.
  2. A new year means you can celebrate your success stories from the previous year. You MUST focus on building belief that your team has “moved” forward and make note of all successes-even the minor ones.
  3. You can announce your yearlong sales contest at your kickoff meeting. This needs planning and arrangement. The Guru is a big believer that every sales team should plan a trip or event for all quota achievers. If you would like a copy of a magazine column I wrote on sales contests, send me an email; Ken@Acumenmgmt.com. There will also be a chapter dedicated to it in my upcoming book.
  4. Have fun. The event should include a speaker, music and an upbeat mood. The speaker could be a sales trainer or motivational program or even an existing customer how can provide a testimony of your great product/services. This will show your commitment towards investing in your team.
  5. Create a theme for the sales kickoff meeting and use the same theme for the entire year. This theme should be your motto and something you can build on during the year at all your sales meetings. You could tie the theme into your #3 sales contest.  Let me know what you think are the best theme’s you have heard or used in your sales career.
  6. There may be a new sales compensation plan announced. This is crucial and if the changes are somewhat new or perhaps negative to the salespeople, you must plan the roll out carefully. Never announce the new compensation plan at the end of your sales kick off meeting; you will want to roll out the plan half way through the event. The Guru is just finishing his third book on sales compensation planning, if you have questions on the roll out contact me.
  7. You might consider having members of the technical or sales support teams attend portions of or all of the meeting. It builds teamwork and they may also be part of your program.
  8. Arrange for the company president to speak and provide their vision for 2011 and commitment to the sales team.

Whether it is a half day event or a full day, a well planned, exciting sales kickoff event will go a long way towards “kick starting” your 2011.

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

Blog:  www.YourSalesManagementGuru.com

Traits of Successful Companies-rate yours

October 18th, 2010

During the past 13  years of working  consulting we have developed a list of traits and values that characterize successful companies:

 Corporate culture is deep and consistent

  • Business strategies come first
  • Business development effectiveness is essential 
  • The best practices are consistent from industry to industry
  • Sales is a corporate priority
  • Structured process is key to success
  • Teamwork prevails
  • Training and recruitment are critically important
  • Compensation is linked to corporate objectives
  • Corporate image and branding is important

 

While this list is not necessarily in any priority of importance, a quick grade of your organization, (1-5, 5=highest), will begin to define how well you are building your organization.

 What we find with many entrepreneurs in the channel is they have developed a high level of technical efficiency, quality delivery systems and in some cases management systems that can report their effectiveness. What stands out in those organizations that are accelerating in growth and profits is the concept of leadership and motivation.

Many books have been written on leadership and its impact on a business, Rudy Giuliani’s book, simply titled “Leadership”, is a quick read and well documented on the fundamental elements of running an organization. In the book he speaks to his focus on fixing New York City and his lesson’s can be applied to everyday business. Highly recommend reading…

The key element of successful leaders is having a vision and passion for their business. We are convinced a defined and clearly articulated message of “where we are headed” is critical to ensure success. The definition of leadership speaks to this clearly: 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. Without vision and passion individuals and their organizations will drift and be captive to the marketplace.

 Leaders stand out, 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 for their employees and customers.  When employees feel that the President and Management team are in alignment a natural energy will begin to filter throughout the organization and a sense of purpose will carry a winning attitude into the marketplace.

 We believe it’s the leader’s responsibility to maintain the active vision in the organization by focusing on the concept of belief. Belief in what your organization does why it’s the “best” in your market and why “we” as a team must work together for the common good. This focus must be reinforced continuity. Once example, we believe in monthly employee meetings where the leader has an opportunity to voice their message, reinforce their organizations value propositions, the desired culture and create an environment where the employees can feel the presence of leadership. Each department manager should speak to the pride within their organization and express “thanks’ to the other departments for supporting their efforts.

 Once a vision is created for the organization, the next focus for motivation is to create an atmosphere of accomplishment. Everyone wants to feel they are contributing to the success of the organization they represent.  Leadership must focus on three elements: 1) Define specific objectives for everyone in the organization, 2) Hold everyone accountable for achieving those objectives, 3) Recognize those employee’s  that exceed those objectives. Many Partners have a challenge with holding individuals accountable. This ability to focus on execution separates those who are managers from those that are leaders.

 The definition of management shows the separation factor:

Management is the skill of attaining predefined objectives with and through the voluntary cooperation and effort of other people.

 If you review the definition of leadership as compared to this definition of management you will see the difference.  Predefined objectives are set by Leaders who focus on being a catalyst for change and continuous improvement.  As owner’s we must be both leaders and managers!

 It is this careful balance between the business focus of accountability and building the emotional belief of the employee is what we call: “Align the Soul of the Individual with the Goal of the Organization”. Once employees believe in the vision of the company and how it can impact their personal self values and help them achieve their personal goals, the reality of building a highly motivated organization will occur. 

 Ken@AcumenMgmt.com

No Regrets: Your Recipe For Personal/Professional Success

October 12th, 2010

No Regrets: Finding Your Recipe for

Personal and Professional Success

 (This is an excerpt from my upcoming book: Success Simplified with Stephen Covey

Wright:

Ken, tell me about your idea of no regrets, finding your recipe for personal and professional success?

Thoreson

 It began in my professional life, working as a sales leader and vice president of sales for more than fifteen years. For the past thirteen years, I have been consulting with clients helping develop high performance sales teams. In those roles as a sales leader and con, I had to understand both personal and professional goals; in addition, I had to understand their business objectives. I like to say: if you align the soul of the individual to the goals of the organization, it leads to success. Tying all of that together is a very critical step in understanding what the right personal and professional recipe must be for success. From a professional perspective, the no regrets concept moves into the personal level of assisting people to do more in their lives.

 Wright

Tell me how your sales management consulting moved you to a “no regrets, do-over recipe” strategy for success program.

 Thoreson

In developing individuals, both in the field and in the classroom, the coach must observe and correct the actions of the person he or she is developing. One of the greatest training statements a manager can learn to use is: if you had it to do (the action) over again, what would you do differently, if anything? In our workshops or in our consulting role we work with sales managers on re-enforcing the use of this statement.

 Typically, in sales role-play situations or after a sales call, the sales manager would ask that question. As a result, the salesperson would begin to self-assess what actions he or she would do differently. The reason this question is powerful and must be used constantly is the act of questioning one’s work it will create a self-managed team and personal development plan.

 From that perspective I recognized that we were developing people—not just sales teams—we were developing them personally. The concept of no regrets for personal and professional success came about by realizing how we influence people outside of the sales world and how to

motivate people to move beyond where they are today and improve both their personal and professional lives. My goal is to enhance the success factor for everyone.

 That’s how the idea moved from developing salespeople to focusing on how to live life with no regrets. If it were possible to do your life over you might change; unfortunately, none of us have that opportunity. My goal is for everyone to live their lives better!

 Wright

What would you say would be the greatest contribution to your professional success?

 Thoreson

My professional success breaks into four areas.

 1. Mentors. Personally, I’ve been fortunate to have individuals who shared great ideas, concepts, and have provided leadership during my life. Finding the right mentors becomes a critical issue for success and leveraging knowledge to improve your life.

 2. Risk. Understanding the affect of risk on one’s life is important. Learning to make that critical decision, taking the risk, and learning its affect is important. For example, imagine being in the Olympics and standing on the top of the ten-meter board just before you are to dive. What would you be feeling? You’d be feeling scared, worried, or most likely confident because you had practiced and competed for years. If you had never attempted that dive in competition it would be a risk—that leap—to make the dive. If you took the risk and made the dive, you would know the feeling of what I call “pushing through”—the idea of taking the risk and learning more about yourself, pushing yourself a little bit more. Pushing yourself beyond where you are in life allows individuals to experience the possibility of doing more and expanding your internal belief system.

3. Work. Personal and professional success require focus and work; that is reality. For success, you must commit yourself to achieve predefined goals and objectives in a timeline that is important to achieve. Achieving success through effective work habits and exceeding your success factors in your professional life become critical.

 4. Creativity. Creativity is coming up with unique solutions to problems and developing new ways to achieve better results. (I will cover this in more detail later.) The good news is that creativity can be learned!

 Creativity, work, risk, and mentors are four categories that each of us can develop.  They’ve been a significant influence in my professional and personal life.

 Wright

In your program, you use a concept of a “Thoreson Theorem.” Tell me more about that.

 Thoreson

 That phrase was conceived by another individual many years ago when I first began to speak about the power of positivity. Those who know me know I believe: Mondays are marvelous, Tuesdays are terrific, Wednesdays are wonderful days, Thursdays are tremendous, Fridays fabulous, and Saturdays are super. When someone asks me, “How are you today?” I’ll simply refer to the day. For example: “I’m Wonderful; it’s Wednesday.” That puts a positive spin on my life and my attitude. The person who perhaps asked me that question will also feel that positive emotion come back to him or her. My daily/weekly mantra became the first Thoreson Theorem.

 I have picked up certain phrases from other individuals. One is: there are no unrealistic goals, only unrealistic time frames. In other words, it is a great idea to set objectives or goals but many times we are unrealistic in the timeline that it will take too achieve them. Create a difference in your surroundings and develop a passion. Having an influence on the lives of others and having the opportunity to become passionate and excited about something becomes an important theorem. This action adds another layer to your life and is a key component to personal and professional success. The excitement and involvement brings individuals a new perspective on life.

 Another theorem is: your own actions create your own reality. You are responsible for your life and personal outcomes.

 A theorem is defined as an idea that’s accepted or proposed as a demonstrable truth; often, part of it is a general theory. I believe these kinds of statements become demonstrable truths as you live your life and experience life.

 I use Thoreson Theorems to reinforce my belief that it is important for people to understand the concept of self-improvement and personal responsibility. While the theorems above are general theorems and concepts that others may have created, I think it’s important to create your own personal mantra or motto for building your own successful life.

 KEN THORESON, Acumen Management Group, Ltd. founder and principal, offers 25-plus years of sales leadership and management and an energetic, interactive delivery style that fully engages audiences. He infuses keynotes and presentations with real-life anecdotes and client examples that impart philosophical and operational inspiration.

Over the past 12 years, Acumen’s consulting, advisory, and platform services have illuminated, motivated and rejuvenated the sales efforts of hundreds of early stage, turnaround and major corporations companies throughout North America. Acumen is adept at “operationalizing” its expertise in business and sales execution, channel management, revenue generation, sales analysis, forecasting, recruitment, and sales training to help organizations move up and move ahead.  

Prior to founding the Acumen Management Group, Ltd., Ken led development stage, entrepreneurial and national vertical software sales organizations as the Vice President of Sales.

Major Speaking Engagements

  • Microsoft World Wide Partner Conference(s)
    • Sales and Marketing Executives International Conference (SMEI)
    • Microsoft Business Solution Partners Meeting
    • Ingram Micro VentureTech
    • Arrow Support-Net May Days
    • TechData/TechSelect Member Conference(s)
    • CAWorld
    • Cisco Systems World Wide Conference
    • CMP/VARBusiness XChange Conference(s)
    • Gartner IT Vision Share Conference(s)
    • SolidWorks World Partner Conference
    • SAP Partner Conference

  

For more information.

Ken Thoreson, President, Acumen Management Group, LTD

Ken@AcumenMgmt.com

www.AcumenManagement.com

Blog: www.YourSalesManagement.com

423-884-6328

The Mental Side of Sales and Leadership

August 23rd, 2010

The Mental Side of Sales and Leadership

 I read a quote once supposedly by Jack Nicklaus: “golf is 80% above the shoulders” and as a bogey golfer I have come to totally appreciate that comment and admittedly it is a problem for me.  I asked Jim West, our Director of Golf what his recommendation would be for a book or video on the mental side of golf…he quickly suggested:  The Golfer’s Mind, play to play great, by Dr. Bob Rotella, I found it on Barnes & Noble and four days later it arrived.  On the plane to Seattle Sunday morning I read about ¾ of the book. It’s an easy read with “ah ha’s” throughout the book, with great idea’s, practical suggestions and stories of his client’s of t he Pro’s we see on TV and the battles they face and philosophies they use to maintain their mental focus for 72 holes.

In reflecting on the Dr. Bob’s recommendations it is easy to translate the same thoughts to our world of sales and sales leadership. There are 29 short chapters in his book. The first chapter is:  “A Golfing Philosophy”; what is your sales philosophy?  “If it isn’t fun, it isn’t selling” has been mind. The author describes the need to relax and enjoy the challenges golf brings and the importance of controlling the mind at all times. In sales we have peaks and valleys, successes and failures as professionals; you must work to control your subconscious mind-feeding positives, and not becoming distracted on the golf course or during a sales process.

Goals and Dreams is another chapter. Dr. Bob breaks down the reality of goals vs dreams, they are actually different elements to success, in my keynote I speak to the concept of dreams and goals and the fact there are no unrealistic dreams, only unrealistic timelines.  In sales we must set our dreams, and then specific tactical goals that will help us achieve the dreams. Setting your Target is another chapter, in this work he describes clearly focusing on where you want the ball to land, finding a very specific detailed spot, a tree, a 3 foot spot of fairway, the back of the hole before you putt and then letting the  relax body execute. Having a specific planned objective for every sales call becomes critical and then relaxing to reduce tension allows the professional to achieve meaningful conversations.

As you can see there are so many common elements between sales and golf, other chapters: Planning for Success, Trust, Practicing to Play Great, Setbacks, and Building Rhythm of the Game to simply name a few more… What’s the bottom line?

As professionals we must commit (another chapter) to excellence and one important aspect is being mentally strong and prepared to win. What will you do this week to improve your professional success?  Buy the book for each person on you sales team? It will improve your golf game as well.

Ken Thoreson “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

And Then Some….

August 16th, 2010

No Regrets, a Do-Over Recipe for Success

 This weekend I was working on my next book and the ending of my chapter described  my keynote program: “No Regrets, a Do-over Recipe for Success”.  I thought I would share this with you as we move into the dog days of Summer.

 This is what a No Regrets, Do-over Recipe and Building a Personal recipe for success is all about. Abraham Lincoln made the comment, “It’s not the years in your life that count, it’s the life in your years.” It’s important to be able to bring balance together, learn to use the ingredients you have, and know what you want from life. Start with being a better person and try to make the world a better place.

 I like to suggest that it’s all about three little words, and then some. These three little words are the secret to success. They’re the difference between average people and extraordinary people in most organizations. Extraordinary people always do what is expected and then some. They’re thoughtful of others, they are considerate and kind, and then some. They meet their obligations and responsibilities fairly and squarely, and then some. They are good friends, helpful neighbors, and then some. They can be counted on in an emergency, and then some. I’m thankful for people like this; they make the world more livable. Their spirit of service is summed up in these three words: and then some.

 Ken Thoreson “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   www.YourSalesManagementGuru.com  (blog)