Ken Thoreson

Sales Contests: Building a Culture of High Performance

At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. Organizations need to focus certainly on the short term-30 days...

Sales Leadership: Why Winners Win!

Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. Last week after speaking at a conference a person mentioned to me she really enjoyed the topic; Why Winners Win.   It is...

Sales Management & Discipline

Last week it happened-again. I received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal!...

2015 Sales Predictions

KEN: I wrote this magazine column last November (2014), I thought it might be fun to hear your thoughts on my predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of...

Build Predictable Revenue

Build Predictable Revenue In Your Organization Make 2015 Your Best Year Ever! In recent years, organizations have gotten better at analyzing financial statements, refining manufacturing procedures, reengineering business systems and improving marketing effectiveness. CEOs have strengthened their balance sheets with better asset management, reduced their…

11 Actions Sales Management Must Take Now!

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. Holding firm assumes that your existing portfolio contains quality securities, is properly diversified...

Hire High Performance Sales Teams # 2

Hiring High Performance Sales TeamsFollow this formula to hire sales superstars(Second installment of a two-part article on sales recruiting) “If you can find good people, they can always change the product/service. Nearly every mistake I’ve made has been in picking the wrong people, not the...

Hiring High Performance Sales Teams #1 of 2

Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting) You’ve got sales quotas, plans and deadlines. You can’t reach your sales goals without a complete staff, so when someone leaves it’s terribly tempting...

Selling Above and Below the Line

You need this book! This week’s blog is another book review and it’s a terrific read. The book is titled: Selling Above and Below the Line by Skip Miller, published by AMACOM. Reading my past book reviews you know I ‘fold over” the corners of...

Why Can’t I get an accurate forecast?

Just week I heard that comment from a new client and he was the President of the company.  Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution? Many consultants would drag out their...

7 Benefits of a Prescriptive Sales Process

By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance. In…

10 Traits Buyers Seek in Salespeople

The 10 Traits Buyers Seek in Sales Superstars Selling yourself is the first step. What really separates the best salespeople from the rest of the pack? Our research shows that top performers not only understand each customer company — they understand the person making the…

Enhancing Your Executive Edge

Enhancing Your EXECUTIVE EDGE How to Develop the Skills to Lead and Succeed It’s time for another book review!  Last week I was on vacation and I had the time to read three books, one of them written by Kim Zoller/Kerry Preston was on Enhancing…

What is all this talk about added value?

A mind is like an umbrella, it must be opened to work….  During my keynote at a recent sales kickoff meeting I opened up the dialogue regarding how salespeople and organizations need to not only create value to separate themselves from their competition buy also...

Put a Little Personality into Selling

The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it. Knowing the four basic personality styles in the model can help you communicate and build...

It’s a Scary World Out There!

While everyone maybe thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger picture. It is a scary world out there and many fears exist; the future of the business cycle, new taxes...

Do You Know Your A, B, C’s?

How to dramatically improve revenues & profitability Depending upon the client’s situation, one of the top five actions we take is to perform an A, B, C analysis of their customer base. If you are unfamiliar with this concept essentially the client generates a list...

Should Salespeople Prospect Anymore?

Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Several of the salespeople blamed marketing for not generating enough...

Sales Leadership: 5 Steps to Exceed 2015 Quota

Sales Leadership: How to Ensure You Exceed Your 2015 Quota The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new...

Sales Leadership: You are the Practice Squad

On every football team you have the team of starters and you have a practice squad, their job is to represent what the competitions offense or defense game plan or playbook might look like. Each week the starters practice against these players to gain...

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