SOURCE: Acumen Management

Acumen Management

February 17, 2011 08:00 ET

Award-Winning Sales-Management Blogger, Consultant, and Speaker Ken Thoreson Shares Proven Techniques in New "Your Sales Management Guru" Book Series

First Two Must-Reads for Sales Leaders Combine Collective Wisdom and Focus on Recruiting High-Performance Sales Teams

KNOXVILLE, TN--(Marketwire - February 17, 2011) - Ken Thoreson (, author of the award-winning Your Sales Management Guru ( blog for sales leaders, renowned consultant and speaker, and regular contributor to many publications, announced today that the first two books of his new Your Sales Management Guru series are now available. The Sales Management Guru's Guide to Leading High Performance Sales Teams and The Sales Management Guru's Guide to Recruiting High Performance Sales Teams are must-reads for sales leaders who want to manage their sales team to the next level. The first features collective wisdom based on hundreds of proven ideas that Thoreson's sales-management consulting firm Acumen Management Group has operationalized over the past 13 years to rejuvenate the sales efforts of hundreds of early stage, turnaround and major corporations companies throughout North America. There is also a bonus section: "The Job of Sales management-A Prescriptive Approach to Building Predictable Revenue."

According to Thoreson, "This comprehensive guide covers the gamut of sales management topics that comprise a high-performance sales culture -- from hiring and motivating salespeople to developing compensation and sales certification plans."

Thoreson added that the second book on how to recruit and interview high-performance sales teams fills a gap that exists in most sales organizations -- creating a process for recruiting and hiring. "In order to hire the best -- not the best available -- sales leaders should spend up to 20 percent of their time recruiting and interviewing. The book walks sales leaders through this very complex challenge, explaining how to build a recruiting campaign and an interviewing process, and providing samples of tools like interview scorecards, candidate funnels, interviewing questions and job descriptions. The bonus section is a guide for on-boarding a new-hire that enables sales leaders to position their new hires to begin generating revenues after three weeks."

Thoreson's soon-to-be released third book in this series, The Sales Management Guru's Guide to Creating Sales Compensation Plans for High-Performance Teams, will cover how to strategically align business goals with the compensation plan. It provides a formula to help the sales leader ensure their compensation plan supports the cost-of-sales ratio, and features sample plans and how to successfully roll out a compensation plan. Availability is scheduled for March 2011.

These books can be ordered at, and Barnes/ Thoreson was also a featured contributor to Success Simplified, along with best-selling authors Stephen Covey (The 7 Habits of Highly Effective People), Dr. Tony Alessandra (The New Art of Managing People), and others who offer time-tested strategies for success in frank and intimate interviews.

For more information about the author, his new books and how to order, visit,, call 423-884-6328, or email

About Ken Thoreson
Ken Thoreson, Acumen Management Group, Ltd. president, is a sales leadership professional who has been helping companies for more than 13 years pull their sales results out of the doldrums into the fresh zone of predictable revenue. He is a recognized expert in sales execution, channel management, revenue generation, sales analysis, compensation, forecasting, recruitment, and training within the sales function. Ken's consulting, advisory, and speaking services have illuminated, motivated, and rejuvenated sales efforts for companies across North America. In addition to the two books he has authored and the introduction of his Sales Management Guru series, Ken's many articles and nationally recognized blog are excellent resources for executives who want to revitalize their organizations. His nationally recognized blog is:

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