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
January 13th, 2016 | Ken Thoreson | Sales Management Guru
I recently received a call from a former client, he wanted to discuss the potential of considering another opportunity. During the conversation, it occurred to me that I have spent hundreds of hours writing a book, "Recruiting High Performance Sales Teams," and coaching hundreds of people on how to - Read More
December 21st, 2015 | Ken Thoreson | Sales Management Guru
While working with a client last week, it became obvious that we are moving into the time to finalize 2016 budgets, compensation plans, and (something most sales managers don’t take enough in developing) their 2016 sales kick-off meeting.   Already many larger organizations are booking - Read More
December 15th, 2015 | Ken Thoreson | Sales Management Guru
Last week it happened again. I received a call from a former client that was concerned about the status of their sales team and VP of sales. It seems that their revenue was off more than $2M over the previous year and below their growth goal! The president wanted some answers and certainly a fix. - Read More
December 2nd, 2015 | Ken Thoreson | Sales Management Guru
“If you had it to do over again, what would you do differently – if anything?” Every high performing salesperson and sales leader most likely has used this phrase to increase their professionalism. Have you? During the past 18 years of working with and training sales managers around the world, - Read More
November 10th, 2015 | Ken Thoreson | Sales Management Guru
That is a question most executives worry about and often have to ask their direct reports. This is especially true when thinking about sales management. In some situations, the president of the company may have responsibility to manage the sales team or maybe they are attempting to manage a sales - Read More
November 9th, 2015 | Ken Thoreson | Sales Management Guru
In recent years, organizations have gotten better at analyzing financial statements, refining manufacturing procedures, reengineering business systems, and improving marketing effectiveness. CEOs have strengthened their balance sheets with better asset management, reduced their inventory and cost - Read More
November 5th, 2015 | Ken Thoreson | Sales Management Guru
It was an interesting out come at the end of the two-day Sales Management Training Workshop last week. We discussed the role of sales management, what strategies face sales managers, and focused on the execution of sales management tactics. At end of the second day, I always ask the participants - Read More
November 5th, 2015 | Ken Thoreson | Sales Management Guru
Exceeding quota is never easy, in fact studies have shown that large percentages of salespeople never achieve 100 percent of their assigned quotas, but if you are in a position of sales leadership what can you do to improve your odds of success? It’s not the purpose of this blog, but the first - Read More
September 1st, 2015 | Ken Thoreson | Sales Management Guru
    “If you can find good people, they can always change the product/service. Nearly every mistake I’ve made has been in picking the wrong people, not the wrong idea. Most entrepreneurs have no problem coming up with a good strategy, but they usually need all the help they can get in - Read More
August 25th, 2015 | Ken Thoreson | Sales Management Guru
You’ve got sales quotas, plans, and deadlines. You can’t reach your sales goals without a complete staff, so when someone leaves it’s terribly tempting to hire the first person available to fill the job. Yet, a helter-skelter, frantic approach leads to hiring the wrong person. That adds expense, - Read More