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…
Despite being awash in numbers, more sales data has not resulted in better sales performance. Therefore, it is critical that leaders understanding the sales metrics that contribute to effective sales management. Sales Activities, Sales Objectives, Sales Results Over the past…
For new sales leaders, there are three fundamental keys to building trust with your sales team and getting off to a great start in your new role: Competence, Consistency, and Concern. If you are a new sales manager, few things…
Not all times of day are equal: how to structure your team's day for optimal focus and flow. If you’re a sales leader, then you spend a lot of time thinking about your team’s productivity. You know there's a direct…
What sales leaders need to know about the connection between sleep and productivity and how to get more of both. Even before the uncertainties of the COVID-19 pandemic, Americans were under-slept. A large body of research shows we were quite…
To vet your sales reps and their progress fully, ask them specifically about the progress they've made during the time since your last meeting. This allows you to keep a finger on the pulse of your team's sales pipeline, identify…
When considering a merger or acquisition, investigate the sales management processes in place. Over the years of being in business, I’ve discovered a common strategy among consistently successful sales teams. These sales teams thrive even in fluctuating market conditions. What…
On this podcast episode, Jeb Blount and sales leadership guru, Ken Thoreson, discuss how and why modern sales management has changed and where sales leaders need to place their focus to be successful.
The cost of a bad hire extends beyond the physical hiring, from running the advertisement to interviewing. If this decision is made in error, other areas of the small business are affected as well. Many small business owners end up as…
In today's world, people have a very strong belief in their weaknesses and an even stronger belief not to "brag" about their strengths. Yet, winning teams win because of the strengths of all team members. Any gap in an organization's…
What would happen if existing and future leadership programs were centered around a results-based model of leadership instead of a competency-based one? Think for a moment of a leader you appreciate or admire. Then jot down three of his or…
Learn to say "No" thoughtfully and respectfully with the focus on creating a high-performance sales culture. Are you limiting your sales team and the ability to increase sales by not ever saying "No"? Sometimes, you need to demonstrate sales leadership…