Ken Thoreson
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.
Sales Leadership and Management in a Recovering Economy
I am speaking this week in Houston on the title of this blog, it is March 19th, 2012 and during the past few months...
The Sales Manager that Does It All
First of all, the title of this blog is impossible and second of all, it wouldn't be right. No matter what size of sales organization...
Take Advantage of the Opportunity
Several years ago, I was speaking in Puerto Rico at a sales conference and while I was waiting for my return flight I was...
Sales Management & The Impact of Social Media
While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed...
You Don’t Just Hire a Sales Team: you build it
Recently, in speaking to two prospective clients, I heard the same complaint that I hear over and over from sales executives: "My turnover...
Executive Toughness
This week's blog is a book review: Executive Toughness: The Mental Training Program to Increase your Leadership Performance by Dr. Jason Selk...
A Sales Manager’s Recipe: What is Cooking in 2012
Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager....
A Walk Through a Broken Organization
Strategic sales management is often a weak link in solution provider companies. Strategic sales management is often a weak link in solution provider companies....
Your 2012 Sales Plan
It's a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I...
The Times are a Changing, Are You?
At the end of each year I write down my personal and business goals for the new year in seven different categories. The challenging...
Sales Leadership: 10 Sales Kick-off Ideas
While working with a client last week it became obvious that we are moving into the time to prepare 2012 budgets, new compensation...
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...
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...
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...
Sales Leadership: Zen & The Art of Golf
One of my more popular blogs last winter was "Zen and Art of Snow Shoveling" based upon the famous book: Zen and Art of...
Corporate Entrepreneurship: Good for Small & Large Business
My reading pattern normally is to read a "business book" then switch to a "fun book" and then back to a business book; this...
Align Sales Compensation with Your Goals
Note: This weeks blog is a excerpt from my new book: "Creating High Performance Sales Teams" When it comes to how businesses pay their...
Fix the Economy: Sales Leadership Must Be the Stimulus
While most eyes are on Washington DC and Wall Street to judge the health of the economy or to propose plans to that will...
Sales Management Thought Leadership:Efficient Effectiveness
As an Eagle Scout I can discuss the topic of "Be Prepared" easily and based upon this past Sunday it even has more credibility....
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...