IT and Business Insights for SMB Solution Providers

First Half of the Year is Over! Steps to Take to Ensure Success

It’s a wrap. But everything must continue to move forward with increased levels of urgency. In many situations cash flow is tighter, pipelines have been impacted and sales cycles have grown longer. That’s the reality, but as sales leaders and executives we need to take this week to reflect on the first half: “what went better than expected, what things didn’t work?” Actions that need to be taken this week:

(A) Hold a 2 hour sales meeting with your entire team to: 1) brainstorm on what needs to happened to have a successful 2017, 2) each salesperson must report on their first half achievements and what personal commitments (sales, personal and professional) they are making for the second half and 3) how they will help the entire company to be successful.

(B) Next make sure your 6- month marketing calendar is completed with the necessary levels of activities to generate pipeline values.

(C) Complete your next 90 day sales training plan. Then write out your personal vision and commitment statement for the next six months. This paragraph should describe your objectives and goals and add a personal sentence or two that describes what you will commit to from a leadership position.

(D) Make sure you have an end of year sales contest set and announce it soon.

(E) Re-read all my past blogs for other idea's that will propel your sales organization.

Summer is also a good time to improve your professionalism but creating your own Sales Management Training plan. Something new is available to help you position your organization for growth, Acumen’s online Sales Leadership training program. You have access to our video library and value content that covers:

  • Sales leadership and Sales Management
  • Building a Sales Culture
  • Sales Compensation Planning
  • Sales Management Systems that Build Predictable Revenue
  • Interview and Recruiting for High Performance

Take each course separately or take the entire line of courseware, check it out:

Let me know what other actions everyone could do to increase their success rate!

About the Author

Ken Thoreson's picture

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.

Ken’s latest book is “Leading High Performance Sales Teams.” He provides keynotes, consulting services, and products designed to improve business performance. Reach him at

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