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Your Sales Management Guru's Guide to . . . Recruiting High-performance Sales Teams Paperback – December 22, 2010


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Editorial Reviews

About the Author


Ken Thoreson "operationalizes" sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout North America.
Ken provides keynotes, consulting services and products designed to improve business performance.

Backgrounder
 
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. The sales management thought leader 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 12 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 $250-million national vertical software sales organizations 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 two books he has authored and the soon-to-be-released Sales Management Guru series, 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 is a member of the National Speakers Association.  NSA.com
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Product Details

  • Paperback: 96 pages
  • Publisher: Sales Gravy Press (December 22, 2010)
  • Language: English
  • ISBN-10: 1935602071
  • ISBN-13: 978-1935602071
  • Product Dimensions: 8.5 x 0.2 x 5.5 inches
  • Shipping Weight: 4.8 ounces (View shipping rates and policies)
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (7 customer reviews)
  • Amazon Best Sellers Rank: #2,377,243 in Books (See Top 100 in Books)

More About the Author

Ken Thoreson
165 Golanvyi Trail
Vonore, TN 37885
(423) 884-6328
Website: www.AcumenManagement.com
Email: Ken@AcumenMgmt.com
Blog: www.YourSalesManagementGuru.com

Ken Thoreson operationalizes" sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 13 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout North America. Move up and move ahead!

Ken provides meaningful keynotes, consulting services and products designed to improve business performance.

Backgrounder

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. The sales management thought leader 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 12 years, his consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for companies throughout North America--from emerging to high-growth. Prior to founding Acumen, he led development-stage, entrepreneurial, and $250-million national vertical software sales organizations 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 two books he has authored and the soon-to-be-released Sales Management Guru series, 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.




Business Experience

 20+ years in Software/Technology Solution Systems Sales Management
 17 years in Niche Market Distribution
 Emerging Technology and High Growth Experience
 North American Marketing Experience
 North American Sales and Sales Management Experience
 North American Reseller (indirect) and Alliance Contractual Management Experience
 Merger and Acquisition Experience
 North American Sales Training and Sales Management Development and Presentation
 Management of Software Development and Client Services and Support

Work Experience

 Developed Sales and Marketing Plans for Investment Business Plans
 Created Account Management programs to Increase On-Going Customer Revenues
 Created Product Utilization Programs to Enhance Customer Satisfaction with product/service
 Developed Cash Flow Management Program to Assist in Turnaround Environment and Sales Forecasting
 Developed Internal Business Process Flow to Efficiently and Professionally Perform Sales and Sales Management Functions
 Created Product Marketing and Company Launch Programs to Enter Market Sectors
 Created Compensation Programs for Sales, Sales Support to Build Team Environment
 Developed Corporate and Sales Forecast Planning Models and Process to Ensure Predictive Revenue
 Built Salesperson Business Plans, Monthly Analysis, and Weekly Planning Tool for increased focus on performance
 Created and Implemented Sales Organizational Recruitment Program
 Created and Implemented Strategic Alliance Programs
 Analyzed Distribution and Channel Management opportunities

Published
Personal Selling Power Communicate to Sell
Reseller Management Selling Healthcare Systems
Business Products Professional Successful Sales Management, Choosing the Right Salesperson, Sales-Business Planning, The Magic of Communication
Software Business Multiple articles
Minnesota Technology Situational Sales Management, (8 in series)
Minnesota Business & Opportunities Re-Recruit Employees-"Once Isn't Enough"
SmartReseller Interview on Sales Management
VARBusiness Multiple articles
City Business-Business Journal Top Sales Management Actions To Take Now
Redmond Channel Magazine Columnist Bi-Monthly
Your Sales Management Guru series: Books: Hiring/Developing Talent, Sales Compensation Planning, Guru's Guide To Sales Management, Sales Management Playbook-Your Recipes for Success
Success Simplified Book: Co-author with Dr. Stephen Covey

Major Speaking Engagements

* Microsoft World Wide Partner Conference(s)
 Sales and Marketing Executives International Conference (SMEI)
 Microsoft Business Solution Partners Meeting
 Ingram Micro VentureTech
 Arrow Support-Net May Days
 TechData/TechSelect Member Conference(s)
 CAWorld
 Cisco Systems World Wide Conference(s)
 CMP/VARBusiness XChange Conference(s)
 Gartner IT Vision Share Conference(s)
 SolidWorks World Partner Conference(s)
 SAP Partner Conference

Services Provided by The Acumen Management Group, Ltd.
 Keynote Programs
 Management and Sales Management Consulting
 Channel Programs
 Sales Management Board of Advisors
 Acumen Seminars and Presentations
 Corporate Sales Certification Programs
 Interactive Sales Manager Took Kit Software




Customer Reviews

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Most Helpful Customer Reviews

1 of 1 people found the following review helpful By Amazon Customer on February 16, 2011
Format: Paperback
Great Read!! The key is "HIGH PERFORMANCE and Ken delivers! I now have practical processes and tools to use NOW! Thoreson offers both strategic and tactical tools/ideas that are smart and make sense. Ken Thoreson obviously has a significant amount of SUCCESSFUL sales management experience. I wish this had been available earlier in my career.
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1 of 1 people found the following review helpful By John on February 17, 2011
Format: Paperback
I wish I had had this book during the many years I recruited and managed sales teams in the Automobile Industry. Ken's approach is practical, clearly written and easy to implement. His experience and humor make this a must for sales managers in any industry!
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Format: Paperback
In Your Sales Management Guru's Guide to Building Sales Compensation Plans for High Performance! Ken Thoreson is a Guru with 25 years of experience in designing sales compensation plans.

Ken shows you how to aligning the sales compensation plan to the organizations objectives. Ken covers the strategic and tactical aspects of designing, testing, rolling out and measuring the effectiveness of your sales compensation plans.

If you want to be a Guru in designing your organizations sales compensation plans this book is a must read.
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By Keith Lubner on February 14, 2011
Format: Paperback
In a world where the speed at which business is conducted seems to continually increase at an alarming rate, time becomes a criticial commodity. Time is money and we do not have the time to waste ....especially with hiring the right individuals for our teams. Hiring the wrong sales person can put us behind the competition even more so now. Ken Thoreson provides us with a concise, step-by-step approach in making sure we increase our odds of success by hiring the right person for our teams. Do yourself and your quota a favor and read Ken's book.
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