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 pull sales results out of the doldrums into the fresh zone of predictable revenue. 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.
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. Prior to founding Acumen, he led development-stage, entrepreneurial, and a $250-million national vertical software sales organization as vice president of sales. As a speaker, Ken energizes audiences and recharges their personal commitment to professional excellence to help drive personal and organizational change and growth.
In addition to the four 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 are excellent resources for executives who want to revitalize their organizations. He has been published 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 has been rated in the top 10 sales blogs in the United States and ranked a top sales industry social media user by Top View.
Ken is an author of four comprehensive, information-rich books about sales management. The latest of which, SLAMMED! For the First Time Sales Manager, is a fun book made for people jumping into sales management. Kens books are guide books with great tips, ideas, and tools for sales managers.
In this episode, Ken talks about how recruiting is a critical component of sales leadership and how it’s really about hiring the best candidate and not the best available candidate.
Ken is a leader at the Acumen Management Group that focuses around programs in place, alignment of compensation plan, marketing messaging issues and other issues that are preventing growth.
Here are the highlights of my conversation with Ken:
Ken’s coolest sales experience when he was the customer
Ken’s books on Sales Management:
Leading High Performance Sales Teams
Creating High Performance Sales Compensation Plans
Recruiting High Performance Sales Teams
SLAMMED! For the First Time Sales Manager
Why break it down to 4 books instead of condensing it into one:
What separates high performance salespeople from the rest:
How his book on Recruiting High Performance Sales Teams is different from others:
The top 3 most important points on recruiting:
The biggest mistakes people make when they’re hiring:
Success in companies vs. stagnant growth in others:
Building your personal business vision:
The importance of VISION for business growth:
On creativity: It can be learned.
How a manager can be effective as a coach or mentor:
Current projects Ken is working on:
Or send him an email at firstname.lastname@example.org
Ken’s Major Takeaways:
Think about what the definition of a professional is and make a commitment to increase your level of professionalism every quarter.
As a sales manager, focus not on the numbers; focus on the relationship and creating an environment that’s fun and with high expectations with accountability.
BREAKING NEWS everyone! The sales professional is evolving. And the way that professionals are selling is changing rapidly too. Therefore, you need to keep up with the changes in the market as it continues to evolve.
In this episode, I had the awesome opportunity to speak with Jeff Zelaya, a social connector, a leading social selling expert, and the head of sales over at Triblio, a flourishing startup company that provides content marketing software, allowing businesses to measure content marketing ROI through data driven approach.
Jeff shares with us today a wealth of information, including the concept of how the sales professional is evolving and what YOU can do to make sure you evolve as a sales person and become a leader/authority in your field.
Here are the highlights of my conversation with Jeff:
The Evolution of Sales
Sales Back Then:
How sales reps get in touch with someone on the phone:
In 2007, it shows an average of 3-4 cold calls before they can reach the prospect. Today, it takes 8 phone calls before you get hold of a live person. Double the work for the same pay off.
Sales 1.0 vs. Sales 2.0
Steps in making that change in the way you sell:
You still have to do some cold calling, advertising, canned pitches for certain scenarios. But start looking at new methods, new changes in your industry.
Empower yourself with the right tools.
What should be inside your sales toolbox:
Continuing Your Success:
What Sellers Can Do to Create Their Own Content Today:
Jeff’s Major Takeaway:
Check out Jeff’s Slide Share on Social Selling Here:
Ever wondered what makes a top producer, a top producer? Well, during this episode I interview Justin Su’a who has cracked the “top producer” code. Justin is the Head of Mental Conditioning at the IMG Academy, the world-leading provider of athletic and personal development training programs for youth, adult, collegiate and professional athletes, located in Bradenton, Florida. Justin’s clients perform in the NFL, Olympics, Dancing With the Stars, division one universities, and in numerous business corporations, the American Samoa National Olympic Committee and the U.S. Military.
After speaking with Justin, I learned that top producers are not born top producers, they developed these habits over time and become top producers! Now with that understanding, what is holding you back from being a top producer in your industry? If you have a desire to perform at your highest level, you MUST check out this episode. I promise you will enjoy it!