Subscribe: Your Sales Management Guru
Preview: Your Sales Management Guru

Your Sales Management Guru

Building Organizations Through the Execution of Strategic Sales Management

Last Build Date: Mon, 20 Mar 2017 12:17:57 +0000


The 4 Levels of Sales Intelligence

Mon, 20 Mar 2017 12:17:57 +0000

The Four Levels of Sales Intelligence By Jeb Blount, Author of Sales EQ:  How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal The speed and complexity of the modern marketplace is the domain of intellectual agility. Ultra-high sales performers possess four types of intelligence that are tightly intertwined, each connecting, affecting, […]

The Perfect Close

Mon, 13 Mar 2017 13:47:32 +0000

The Perfect Close -a book review- 21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating.  For those of you that are new, whenever I read a new book, I read it with a pen in hand and I fold over the […]

It’s Time to Recruit-not necessarily to hire,, Lesson from the Super Bowl

Mon, 06 Feb 2017 12:46:15 +0000

It’s time to Recruit-not necessarily to hire. A Super Bowl Lesson After 8 days and 6 different cities I hope to make sure this message is clear-it’s been a busy week! I missed last week’s blog because of some of that travel but I also wanted to make sure everyone had time to consider the […]

More Sales Less Time

Tue, 24 Jan 2017 14:41:14 +0000

More Sales/Less Time -A book review- If want to exceed your sales goals this year-read this book… I am not sure how some people do it?   Jill Konrath has written three other sales related books and now she hits the mark again with More Sales/Less Time published by Penguin books. This book sets a different […]

Slammed! Sales Management Book Camp

Mon, 09 Jan 2017 14:08:12 +0000

KEN: Normally I do not use this blog to promote, but I have had many readers inquire about out training programs and I wanted to let everyone know about this special opportunity. Slammed! The New Sales Manager Boot Camp We hear these comments all the time: Revenues are flat We have too much to do, […]

Why 2017 Can Be Your Best Year Ever!

Mon, 02 Jan 2017 14:13:36 +0000

Life Enrichment: Why 2017 Can Be Your Best Year Ever! Individually, at parties and in the news,  questions of New Year’s Resolutions are one of the major topics, recently I posted the following notes on my Facebook page, the post received many “likes and comments’ from a variety of connected friends: May everyone and I mean […]

1st Quarter 2017, Are you set up for success?

Tue, 20 Dec 2016 14:11:15 +0000

First Quarter 2017 Are You Set Up for Success? Ken, are you crazy?  I have not finished the fourth quarter yet!  But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2017.  What do you need to have on your to-do list for the next […]

Ten 2017 Sales Kick-Off Meeting Ideas

Mon, 12 Dec 2016 16:55:51 +0000

Ten 2017 Sales Kick-off Meeting Ideas   While working with a client last week it became obvious that we are moving into the time to finalize 2017 budgets, compensation plans and something most sales managers don’t take enough in developing their 2017 Sales Kick Off meeting. Already many larger organizations are booking their sales conferences […]

Sales Compensation Planning for 2017

Mon, 28 Nov 2016 18:17:01 +0000

Creating a Sales Compensation Plan for 2017 When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for many companies with diverse products and services that include: a mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both […]

Build Your 2017 Pipeline NOW!

Mon, 21 Nov 2016 14:04:18 +0000

Now is the Time to Build Your Pipeline for 2017 At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines.  January can be a good month with leftover sales opportunities but […]