Ken Thoreson
Acumen Management Group Ltd. "operationalizes" sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 13 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout North America.
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...
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...
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...
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...
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…
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...
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,...
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,...
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...
Just week I heard that comment from a new client and he was the President of the company. Frankly it is a common phase...
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...
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…
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…
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...
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...
While everyone maybe thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger...
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,...
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...
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...
On every football team you have the team of starters and you have a practice squad, their job is to represent what the competitions...