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…
Category Archives: Sales
The Future of Your Sales Team
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%…
CRM 15 Years Later: now a rep’s friend…
SFA/CRM 15 Years Later: Now It’s Every Rep’s Best Friend This week, I thought you might like to read someone else’s article and my comments regarding the article. My comments are first. As a Sales Leadership consultant, I think the article below hit on many valid points; the Cloud and CRM usability are key elements…
Ten Idea’s for 2012 Sales Kick Off Meeting
Sales Leadership: Ten 2012 Sales Kick-off Meeting Idea’s While working with a client last week it became obvious that we are moving into the time to prepare 2012 budgets, new compensation plans and something most sales manager’s don’t take enough time in developing; their 2012 Sales Kick Off meeting. Already many larger organizations are booking…
The Death of the Salesperson
The death of the salesperson has been greatly exaggerated The art of selling: “The death of the salesman has been greatly exaggerated” is the name of a recent article in the Economist magazine: http://www.economist.com/node/21533371 . After reading my blog, then read the article, I would enjoy reading your comments. When I read the article I…
Sales Leadership: It’s time to gear up your recruiting!
Sales Leadership: It’s time to gear up your recruiting I have often stated that a sales manager should spend 15% to 20% of their time recruiting and interviewing, but as you move through October into November you need to increase your recruiting focus. At this time of year, like it or not, every salesperson is…
Sprint to the Finish–It’s that time of year!!!
Sprint to the Finish—–It’s that time of year… A shaky banking industry. Roller-coaster days on Wall Street. Budgets being cut. Purchasing decisions being delayed. With that economic domino effect affecting us all as 2011 begins to wind down, ending the year on a high note will be more challenging than ever. At Acumen, we’ve been…
The Essence of Education-Sales
THE ESSENCE OF EDUCATION By Ken Thoreson This blog is from a chapter in my latest book: “Leading High Performance Teams” I thought you would enjoy it. As we move into the final months of the year ensuring your sales teams are more professional is critical to exceeding your goals. www.AcumenManagement.com Developing well-coordinated training…
What Does Success Look Like?
Note: I am posting a guest blog this week, I thought you would enjoy the content. What Does Success Look Like? By Mark Hunter “The Sales Hunter” It seems simple enough, doesn’t it — understanding what success looks like. Too often in the sales industry, we think of it in lofty platitudes, rather than…