Are You a Sales Manager or a Sales Leader? By Mark Hunter “The Sales Hunter” KEN: This week I have guest blogger, his latest book is on my recommended list, see you next week. www.AcumenManagement.com Take a moment and answer this question: “If you are a sales manager – or when you think about the…
Category Archives: Training
Sales Management: Workout Time!
Your Sales Leadership Workout May 9 & 10, 2012 Atlanta, GA A Proven Regimen for Getting Your Sales Organization in Shape Build a proactive approach to sales management that creates predictive revenue and a self-managed sales team. Learn how top performing sales leaders muscle up their teams to pump up predictable revenues. Here’s what…
No Foolin-Sales Mgmt Should Be Thinking Summer
No Foolin-Sales Leadership Should be Thinking Summer This past week during a consulting session with a client, with both the President and their sales manager we discussed several points that I thought would be good items to bring up in this week’s blog. April 1st is right around the corner and I want all of…
Hiring the Right Sales Team: but are you building it?
Developing a great sales organization involves more than just bringing the right people on board. It requires providing the right opportunities and creating the right culture. (This is an excerpt from my latest book: Your Sales Management Guru’s Guide to: “Leading High Performance Sales Teams”) Recently, in speaking to two prospective clients, I heard the…
Make 2012 Your Best Year Ever!
Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? Or will your sales team face another tough year to achieve their sales objectives? Recently I have been writing/talking about an issue facing everyone-your salespeople, your management team and your customers/prospects=sales fatigue. After three challenging years and…
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: Making Monday Morning’s Marvelous!
Sales Leadership: Making Monday’s Marvelous In past blogs I have commented on eating pizza, Gourmet Living and many ideas that are designed to improve the operations, culture and productivity of your sales team –as well as you the sales manager. As I am sitting the airport, on this Monday morning, on my way to New…
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…
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…