IT and Business Insights for SMB Solution Providers

Ken Thoreson

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, his company’s consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout the world.

Sales Management Guru
December 15th, 2016 | Ken Thoreson | Sales Management Guru
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 - Read More
November 29th, 2016 | Ken Thoreson | Sales Management Guru
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. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus - Read More
November 22nd, 2016 | Ken Thoreson | Sales Management Guru
At this time of year, it is not unusual for salespeople and sales managers to simply focus 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 many - Read More
November 14th, 2016 | Ken Thoreson | Sales Management Guru
While I was working on ideas for a few blog posts, it occurred to me to prepare a series based on the end of the year and the start to 2017. Depending on the person and the conditions in their sales organization, each article may or may not be pertinent. I decided to start with a sales management - Read More
September 26th, 2016 | Ken Thoreson | Sales Management Guru
The quality of new sales related books coming out is amazing, and “The Perfect Close” by James Muir is another high quality book to add to your library. James writing style along with his content makes this a complete book to take an average performer to the next level. He caught my attention when - Read More
September 8th, 2016 | Ken Thoreson | Sales Management Guru
It seems like new sales books are coming out every week, but I can promise you this – this is one that MUST be in your sales library, and it has made the Acumen Sales Book Club list. “High-Profit Prospecting” by Mark Hunter, published by AMA (American Management Association), has laid out - Read More
August 25th, 2016 | Ken Thoreson | Sales Management Guru
How successful can I really be? People ask me that all the time, my normal response is: Do you know what it takes? I have worked with thousands of individuals over the many years at Acumen Management Group; a wide variety of salespeople, managers, entrepreneurs, and corporate teams.  With - Read More
August 23rd, 2016 | Ken Thoreson | Sales Management Guru
One of the main roles of a sales manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions, consider asking these three questions with any sales opportunity: Why do anything? Why now? Why with us? Let’s explore - Read More
August 10th, 2016 | Ken Thoreson | Sales Management Guru
After working in a VAR partner organization for 8 years as a sales manager, leading an entire channel focused company for eight years as vice president of sales, and spending the last 19 years consulting with vendors, distributors and VARs, dealers, resellers, and partners all focused on channel - Read More
August 5th, 2016 | Ken Thoreson | Sales Management Guru
As a sales leader or as anyone, creating a positive life for yourself begins by focusing on others. In my keynote programs, I describe how during my work on improving the professionalism of sales managers, we actually began to focus on impacting their personal lives as well. This balance of - Read More