Podcast appearances and mentions of ken thoreson

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.

Sales call planning, how should it be done and why do so few salespeople do it? Is sales call planning one of the most fundamental tools a salesperson has as an indicator of success? Join host John Golden as he sits down with 3 top sales professionals Catherine Brinkman, Dan Perry and Ken Thoreson to discuss the topic of sales call planning.

Contact marketers know the value of persistence, perhaps better than most.  The fine line between persistence and pest is separated by the value we offer to our potential clients. Ken Thoreson, a prominent thought leader in sales process and management, sat down with me to talk about the value of persistence.  A Forbes contributor, Ken has a plethora of experience in leading sales teams. Discipline and execution are the elements of persistence.  Have a listen to see what Ken says top performers do - and how they handle persistence amidst adversity. Learn more about your ad choices. Visit megaphone.fm/adchoices

Ken Thoreson, President of Acumen Management Group, and author of several books on sales, sales management, hiring, and personal development.

Jim Obermayer sitting in for Matt today with guest, Ken Thoreson, of Acumen Management Group. Their firm is focused on execution, discipline, accountability to the sales organization. He has just published his fourth book in a series: SLAMMED: for the first time sales manager. The other three in the series are: Recruiting High Performance Sales Teams Leading High Performance Sales Teams Creating High Performance Sales Compensation Plans Some of what is covered in the book includes: How do you on-board a new sales manager? Within 6 months, new sales managers are usually slammed. Leadership and management skills playing together don't usually get taught. Lifespan of a sales manager is about 18 months.Marketing will go back and write a new plan, but the sales managers get fired. New sales managers seem to focus on micro issues, tracking numbers and activity, and forget they need to have emotional leadership and inspire people to execute. It is the manager's job to instill work ethic, intensity, high levels of performance and interest in creating high levels of results. The sales manager typically will ask, "What are you going to do today? What are your goals for the day?" The stunned sales person stammers a defensive reply, "I'm going to get on the phone...I'm going to call prospects.." At the end of the day, what determines the level of success you had for the day? On AcumenManagement.com there are a ton of free tools, including, Top 40 actions a sales manager must activate to create predictable revenue." Jim asked Ken,"What is the biggest challenge you see a new sales manager has in the first 2-3 months?" First, you have to set priorities based on the situation. Assume you are walking into a turnaround role - sales are poor...observe, reflect, make a few changes so the team sees that things are getting fixed. Then you go about setting priorities, goals and then expressing your vision of what you want to achieve over the next 90 days to 6 months. Most act too quickly or chew off more than they can achieve. If you are walking into a role where you are replacing someone successful. Then it's sitting back again and understanding the players, building trust first. Ken finds that there is a lot of talk in struggling organizations about "them" and "us" or "those people." There is a line between WE as a team. That line needs to be broken down immediately for the vision, direction and belief of where you are going. This is building culture. Listen to the full episode to get more insights.

2015 Top 50 Sales and Marketing influencer, keynote speaker and Sales Management Guru Series author Ken Thoreson joins host Stu Heinecke to examine the critical need to be able to break through to top prospects and named accounts.  

In this episode, sales management guru Ken Thoreson lays out the foundation of his Smart Business Roadmap and explains the steps successful companies go through to develop and execute a plan for success.

Do you absolutely, truly, definitely want to slam your way to sales success? Our guest today will show you how. Ken Thoreson is a speaker, author, and consultant with extensive expertise in strategic sales management. Ken Thoreson, Acumen Management Group, Ltd. president, is a sales leadership professional who “operationalizes” sales management systems and processes to […] The post TSE 124: Sales Management & Developing High Performing Sellers appeared first on The Sales Evangelist.

Join MSP Marketing Professional Stuart Crawford with Ken Thoreson from Acumen Management as we discuss the importance of sales management as the economy starts to recover from the latest down turn. Ken recently had an article published with Microsoft on Sales Management in the recovering economy, now Ken joins the MSP Show to discuss this valuable key metric in the success of any MSP business.