Our team at Sales Gravy interviewed Ken Thoreson, president of Acumen Management Group, Ltd. As a sales management thought leader, Ken is recognized as an expert in sales execution, channel management, revenue generation, sales analysis, compensation, forecasting, recruitment, and training within the sales function.

Ken is a sales leadership professional who “operationalizes” sales management systems to pull sales results out of the doldrums into the fresh zone of predictable revenue.

Over the past 14 years, his consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for companies throughout North America—from emerging, transitional to high-growth.

As a speaker, Ken energizes audiences and recharges their personal commitment to professional excellence to help drive organizational change and growth.

In addition to the 3 newly released books based on his Sales Management Guru series, and Success Simplified, co-authored with Stephen Covey, Ken’s many articles and nationally recognized blog provide excellent resources for executives who want to revitalize their organizations.

Ken’s articles appear in Selling Power, VARBusiness, Reseller Management, Business Products Professional and SmartReseller.

He is currently a columnist for Redmond Channel Partner Magazine, a publication for Microsoft channel partners. Ken’s blog rated in the top 10 sales blogs in the United States and ranked a top sales industry social media user by Top View.

Our team at Sales Gravy had the chance to interview Ken about his experiences in sales.

Tell us how you came into the wonderful world of sales.

Ken Thoreson: Out of college I moved into computer/technology sales. I was actually recruited for 3 opportunities, and I am very glad I chose the job I did. I was extremely well trained in a growth industry and with individuals that were very professional.

Did you seek out sales as a profession or was it something you “fell into?”

KT: I definitely wanted to move into sales, as my father’s professional life changed when he took a sales position, I realized sales provided an income stream, freedom, and personal responsibility.

What advice do you have for people who may be thinking about a career in sales?

KT: There are a variety of sales positions: New Accounts, existing accounts, some with differing levels of sales or service. Some call on the same customers during an on-going basis. There are technical sales positions, and others less technical in nature. Make sure your interests, desire and aptitude fit the job profile.

Who and/or what inspires you?

KT: I have been consulting now for 16 years, working with hundreds of companies, thousands of salespeople. It inspires me almost every day when I see positive change occur. I also have the opportunity to speak in front of thousands of individuals each year. I would like to think that my attendees are inspired to increase the level of their professionalism and their personal lives.

Tell us something about you that most people don’t know?

KT: I own 150 cookbooks!  Cooking is my passion and hobby. I attend cooking schools and when I am home I enjoy new recipes and cooking for people. My goal is to become a baker; cooking can be creative, baking is more precise.