http://rcpmag.com/rss-feeds/salesmanagementguru.aspx Because all the roadmaps and initiatives in the world don't mean much without results. http://rcpmag.com/blogs/yoursalesmanagementguru/2010/03/execution-magic-sales-leadership.aspx Tue, 09 Mar 2010 17:16:03 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2010/03/execution-magic-sales-leadership.aspx Finding ways to incorporate celebration into your sales culture is a good way to raise the stakes. http://rcpmag.com/blogs/yoursalesmanagementguru/2010/03/celebrating-celebration.aspx Mon, 01 Mar 2010 23:30:15 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2010/03/celebrating-celebration.aspx Looking ahead will help sales leaders ensure their teams hit -- or exceed -- their quotas. http://rcpmag.com/blogs/yoursalesmanagementguru/2010/02/march-already.aspx Mon, 22 Feb 2010 21:42:21 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2010/02/march-already.aspx Too many times, we hear sales teams selling only the facts. http://rcpmag.com/blogs/yoursalesmanagementguru/2010/02/selling-the-emotion.aspx Tue, 16 Feb 2010 22:17:10 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2010/02/selling-the-emotion.aspx A formula for success isn't complete without a plan to create an atmosphere of teamwork. http://rcpmag.com/blogs/yoursalesmanagementguru/2010/02/finding-positives-a-must.aspx Tue, 09 Feb 2010 21:28:27 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2010/02/finding-positives-a-must.aspx Your objective for 2010? Be aggressive. http://rcpmag.com/blogs/yoursalesmanagementguru/2010/02/recovering-your-economy.aspx Tue, 02 Feb 2010 18:34:36 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2010/02/recovering-your-economy.aspx While short-term success is critical, a larger lesson needs to be considered: that of recruitment. http://rcpmag.com/blogs/yoursalesmanagementguru/2010/01/did-you-exceed-januarys-sales-numbers.aspx Mon, 25 Jan 2010 19:15:21 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2010/01/did-you-exceed-januarys-sales-numbers.aspx This time of year, it's all about atmosphere. http://rcpmag.com/blogs/yoursalesmanagementguru/2010/01/high-performance-sales-culture.aspx Tue, 19 Jan 2010 17:07:16 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2010/01/high-performance-sales-culture.aspx Time to refocus. http://rcpmag.com/blogs/yoursalesmanagementguru/2010/01/new-year-new-goals.aspx Wed, 06 Jan 2010 19:01:31 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2010/01/new-year-new-goals.aspx Maximizing time, increasing sales strategy sessions and focusing on every opportunity can make the difference at this time of year. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/12/year-end-sales-strategy.aspx Mon, 14 Dec 2009 19:28:58 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/12/year-end-sales-strategy.aspx Let Ken diagnose your sales problem and propose a few solutions. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/12/a-holiday-gift.aspx Mon, 07 Dec 2009 20:25:16 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/12/a-holiday-gift.aspx As always, the key is to "execute brilliantly." http://rcpmag.com/blogs/yoursalesmanagementguru/2009/11/90-days-to-better-sales.aspx Mon, 30 Nov 2009 19:18:05 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/11/90-days-to-better-sales.aspx In challenging times, average sales managers tend to get exposed. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/11/sour-cream-rises-to-the-top.aspx Mon, 16 Nov 2009 20:30:52 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/11/sour-cream-rises-to-the-top.aspx Sales compensation and great sales management are important, but now Top Sales Experts is making it easier for you. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/11/keeping-your-sales-team-fine-tuned.aspx Mon, 09 Nov 2009 21:43:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/11/keeping-your-sales-team-fine-tuned.aspx We've outlined the steps necessary to build a high-performance sales organization. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/11/top-40-sales-management-actions-for-2010.aspx Tue, 03 Nov 2009 21:49:18 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/11/top-40-sales-management-actions-for-2010.aspx There's one resource for new-business prospecting that you might be overlooking: your existing clients. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/10/cleaning-the-table-using-your-resources.aspx Mon, 26 Oct 2009 21:14:21 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/10/cleaning-the-table-using-your-resources.aspx Sales certification is critical to increasing sales value. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/10/why-sales-certification-is-important-in-2010.aspx Mon, 19 Oct 2009 21:19:15 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/10/why-sales-certification-is-important-in-2010.aspx One component in sales team training is to perform a semiannual competitive assessment. Here's how to do it. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/10/know-your-competition.aspx Thu, 08 Oct 2009 19:20:40 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/10/know-your-competition.aspx Hire the best, not best available. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/09/recruit-not-hire.aspx Mon, 28 Sep 2009 07:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/09/recruit-not-hire.aspx Look forward and assess your goals for next year's sales quotas. It all starts with budgeting and planning. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/09/comp-plan-2010.aspx Tue, 15 Sep 2009 18:28:46 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/09/comp-plan-2010.aspx Some post-Labor Day sales management ideas for the rest of 2009. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/09/focus-finish.aspx Tue, 08 Sep 2009 21:05:24 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/09/focus-finish.aspx Sales management's constant challenge is to find ways to stir the sales pot. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/08/adjusting-recipe.aspx Mon, 24 Aug 2009 23:02:34 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/08/adjusting-recipe.aspx It takes work to get salespeople to see the sale going down from a prospect's shoes. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/08/rewiring-sales-brain.aspx Mon, 17 Aug 2009 07:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/08/rewiring-sales-brain.aspx I hated those calls, but I learned a valuable sales lesson because of them. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/08/sunday-night-sales-management.aspx Thu, 06 Aug 2009 07:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/08/sunday-night-sales-management.aspx What is your expertise? It's the No. 2 sales management problem. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/07/standing-out-who-you-are.aspx Thu, 30 Jul 2009 20:11:37 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/07/standing-out-who-you-are.aspx Summertime development and the most important investment you can make. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/07/conventions-and-personal-development.aspx Thu, 16 Jul 2009 22:11:17 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/07/conventions-and-personal-development.aspx Summer is the perfect time to perform a formal review of your salespeople. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/07/salesperson-review-time.aspx Mon, 06 Jul 2009 21:36:09 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/07/salesperson-review-time.aspx But it's no time to rest, as we need to make sure that sales continue. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/06/first-half-of-the-year-is-over.aspx Tue, 30 Jun 2009 18:58:37 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/06/first-half-of-the-year-is-over.aspx Pipeline scrubbing tips, plus some good (and free!) summer reading. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/06/more-summer-time-sales-management.aspx Fri, 19 Jun 2009 20:40:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/06/more-summer-time-sales-management.aspx It takes leadership and vision. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/06/ready-to-bounce-out-of-tough-times.aspx Mon, 15 Jun 2009 22:06:31 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/06/ready-to-bounce-out-of-tough-times.aspx Hot times don't always mean hot sales. Some tips for keeping sales cookin' as the sun heats up. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/06/summer-sales-management.aspx Tue, 02 Jun 2009 21:43:35 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/06/summer-sales-management.aspx Leading in uncertain times, sales management leadership http://rcpmag.com/blogs/yoursalesmanagementguru/2009/05/5-ways-to-take-command.aspx Tue, 26 May 2009 21:20:12 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/05/5-ways-to-take-command.aspx The Sales Management Training series continues -- training the team. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/05/your-personal-sales-trainer.aspx Thu, 21 May 2009 17:45:58 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/05/your-personal-sales-trainer.aspx Another in a series on selling mission-critical solutions. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/05/are-you-asking-the-right-questions.aspx Wed, 20 May 2009 22:40:06 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/05/are-you-asking-the-right-questions.aspx Sales Training in Tough Times, another in a series. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/05/gain-the-competitive-edge.aspx Fri, 08 May 2009 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/05/gain-the-competitive-edge.aspx Increasing personal value of sales training http://rcpmag.com/blogs/yoursalesmanagementguru/2009/04/sales-management-training.aspx Wed, 29 Apr 2009 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/04/sales-management-training.aspx Building performance and creating fun http://rcpmag.com/blogs/yoursalesmanagementguru/2009/04/sales-commissions-and-sales-contests.aspx Tue, 21 Apr 2009 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/04/sales-commissions-and-sales-contests.aspx Next 90 days... sales strategy ideas http://rcpmag.com/blogs/yoursalesmanagementguru/2009/04/making-your-numbers.aspx Tue, 14 Apr 2009 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/04/making-your-numbers.aspx Business Builder Sales Clinic for SharePoint & Office Solutions in Challenging Times http://rcpmag.com/blogs/yoursalesmanagementguru/2009/04/sharepoint-office-clinic.aspx Tue, 07 Apr 2009 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/04/sharepoint-office-clinic.aspx A Microsoft sales clinic http://rcpmag.com/blogs/yoursalesmanagementguru/2009/03/making-your-numbers-in-q2.aspx Thu, 26 Mar 2009 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/03/making-your-numbers-in-q2.aspx Measure, combine, cook, then sample. So, is sales cooking? http://rcpmag.com/blogs/yoursalesmanagementguru/2009/03/highperformance-sales-teams-control.aspx Thu, 19 Mar 2009 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/03/highperformance-sales-teams-control.aspx Get everyone on the same sales team by measuring expectations. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/03/accountability-ingredient-no-2-to-great-sales.aspx Tue, 10 Mar 2009 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/03/accountability-ingredient-no-2-to-great-sales.aspx It's time to talk discipline and how to bring it to your organization. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/03/highperformance-sales-teams-discipline.aspx Tue, 03 Mar 2009 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/03/highperformance-sales-teams-discipline.aspx The heart of any sales organization beats to a healthy rhythm. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/02/strategic-sales-management-demands-rigors-of-cadence.aspx Mon, 23 Feb 2009 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/02/strategic-sales-management-demands-rigors-of-cadence.aspx 5 ideas for leaders. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/02/building-the-right-culture-in-tough-times.aspx Fri, 13 Feb 2009 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/02/building-the-right-culture-in-tough-times.aspx Lean times call for lean processes, even in sales. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/02/lean-sales-management.aspx Wed, 04 Feb 2009 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/02/lean-sales-management.aspx Refresh, refocus and take care of yourself before you get bogged down with the real work. http://rcpmag.com/blogs/yoursalesmanagementguru/2009/01/getting-2009-off-to-a-good-start.aspx Mon, 26 Jan 2009 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/01/getting-2009-off-to-a-good-start.aspx Business Building Workshops from Microsoft http://rcpmag.com/blogs/yoursalesmanagementguru/2009/01/sharpening-up-the-skills.aspx Wed, 14 Jan 2009 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2009/01/sharpening-up-the-skills.aspx A few thoughts for thriving in this economy from Ken's most recent radio interview http://rcpmag.com/blogs/yoursalesmanagementguru/2008/12/getr-done.aspx Tue, 16 Dec 2008 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2008/12/getr-done.aspx Ken Thoreson is looking to start a conversation. http://rcpmag.com/blogs/yoursalesmanagementguru/2008/12/name-this-blog.aspx Thu, 04 Dec 2008 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2008/12/name-this-blog.aspx Main motto: Take action -- stay positive http://rcpmag.com/blogs/yoursalesmanagementguru/2008/12/working-through-tough-economic-times.aspx Thu, 04 Dec 2008 19:00:00 GMT http://rcpmag.com/blogs/yoursalesmanagementguru/2008/12/working-through-tough-economic-times.aspx