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TV SalesChats / Sales Management / Jan 10, 2017 / 1995 

#SalesChats Ep. 21: Sales Management: The Need of Emotionality with Ken Thoreson

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It often happens that sales managers get too focused on ratios, tracking of activity, and dashboard statistics, all critical and important for success–but they can miss the crucial factor of emotion.

You have to connect emotionally with a salesperson, and with the sales organization so that you can charge them up.

If you’ve got your team behind you, they’re going to perform. A coach once said most players don’t show up every day at 100%. It’s the coach’s job to increase that to 110%.

As a sales manager, how do you include the emotional aspect in everything you do, and why is it so important?


Q1: What does it mean to be an emotional #sales manager or sales leader and why is it important?

Q2: What does the emotional sales manager or sales leader exactly need to do to be successful?

Q3: Why it is a must to be a #sales manager as well as a sales leader?

The SalesChats Super-Charged Sales Tip: Name one of your daily secrets to getting in the right Mindset for Success?

About Author

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 16 years his consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world. He was ranked for the fourth year in a row by Top Sales World Magazine as one of the Top 50 Sales and Marketing Influencers. Ken has written five books, most recently SLAMMED! for First Time Sales Managers. He provides keynotes, consulting services, and products designed to improve business performance.

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