Bøger af Ken Thoreson

In Your Sales Management Guru's Guide series, sales management expert Ken Thoreson teaches sales leaders the essentials for leading and developing high-performance sales teams. In this book you'll gain skills and techniques for leading and managing your sales team to the next level. There are 39 chapters literally jammed with hundreds of proven ideas that address every aspect of sales management. Plus a bonus section: The job of sales management, a prescriptive approach to building predictive revenue-a must read by every sales manager.You'll Learn: How to Build a High-performance Sales CultureHow to Make Monday Morning Sales Meetings CountWhy Leadership MattersHow to Create Your Own Sales Certification PlansHow to Develop Sales Compensation Plans that WorkHow to Lead Sales Contests that Increase Sales and Build TeamworkHow to Measure and Manage Sales ActivityHow to Uncover Leading Indicators that Predict RevenueHow to Build a Self-managed Sales TeamTime Management Techniques for Sales ManagersAnd much more . . .Praise for Your Sales Management Guru's Guide"If you're a crazy-busy sales manager and constantly worried about reaching your revenue goals, follow Ken Thoreson's savvy advice to create a high-performance sales organization." - Jill Konrath, Author of SNAP Selling and Selling to Big Companies"Ken Thoreson has hit it out of the park with his Your Sales Management Guru's Guide series. If you are serious about taking your sales team to the next level read these books!" - Jeb Blount, Author of People Buy You and Power PrinciplesAbout The AuthorKen Thoreson is a sales management thought leader who has a passion for developing and implementing creative sales management strategies designed to build high-performance sales teams. As president of Acumen Management Group he helps clients ranging from early stage to Fortune 500 develop winning sales management strategies.

In Your Sales Management Guru's Guide series sales management expert Ken Thoreson teaches sales leaders the essentials for leading and developing high-performance sales teams. In this book you'll gain skills and techniques for creating sales compensation plans that will take you r sales team to the next level. This book is literally jammed with hundreds of proven ideas that address every aspect of sales compensation planning. As a bonus you also get professional planning tools including: Compensation Plan Assessment Tool, Senior Account Executive Job, Description and Commission Plan Tool, Compensation Committee Tools, Examples of Compensation Agreements You'll Learn: The Five Steps to Building High-performance Sales Compensation PlansHow to Determine Sales Compensation MetricsHow to Choose the Right Sales Compensation Plan for Your SituationHow to Incorporate Incentive Plans into Your Compensation ProgramHow to Leverage Sales Compensation to Drive PerformanceAnd much more . . ."If you're a crazy-busy sales manager and constantly worried about reaching your revenue goals, follow Ken Thoreson's savvy advice to create a high-performance sales organization." - Jill Konrath, author of SNAP Selling and Selling to Big Companies"Ken Thoreson's books should be required reading for anyone who leads sales teams." - Jeb Blount, author of People Buy You and People Follow You

Hire the Best, Not Just the Best AvailableWhat's the number challenge for sales leaders and sales organizations? Recruiting and hiring top talent. While most sales organizations focus on creating a sales process to increase sales performance, they fail to develop an effective recruiting and interviewing process that attracts top talent. Then they wonder why their sales training and sales process didn't work! Finally there is a definitive resource designed to help individual sales leaders and entire organizations attract, recruit and hire high-performing salespeople. In Sales Management Guru's Guide to Recruiting High-Performance Sales Teams you'll get detailed interview scorecards, interviewing questions, and sample job descriptions. Plus a bonus section dedicated to the new hire on-boarding process. You'll also learn . . .- How to develop your ideal salesperson profile- How to create a sales candidate funnel- Where to find top sales talent- Why many sales managers get fired in less than 18 months- How an Interview Scorecard screens out the "empty suit's"- How to take emotion out of the interview process- Why and how to use a sales case study to evaluate your candidates- How to use sales assessments and why they are an important factor in selection- How to properly conduct a telephone interview and use scoring list to assess talent- How to use social media to evaluate sales candidates- And much more . . .Praise for Your Sales Management Guru's Guide"If you're a crazy-busy sales manager and constantly worried about reaching your revenue goals, follow Ken Thoreson's savvy advice to create a high-performance sales organization." - Jill Konrath, Author of SNAP Selling and Selling to Big Companies"Ken Thoreson has hit it out of the park with his Your Sales Management Guru's Guide series. If you are serious about taking your sales team to the next level read these books!" - Jeb Blount, Author of People Buy You and Power PrinciplesAbout The AuthorKen Thoreson is a sales management thought leader who has a passion for developing and implementing creative sales management strategies designed to build high-performance sales teams. As president of Acumen Management Group he helps clients ranging from early stage to Fortune 500 develop winning sales management strategies.