Press / Media Information

Cisco Systems Selects Acumen Sales Management Portal to
Enhance Channel-Partner Performance & Loyalty Sales

Management Thought Leader Providing Online
Sales Manager’s Tool Kit & Webinars

Minneapolis, September 2, 2003—Acumen Management Group, Ltd. – an international sales management consulting firm with offices in Minneapolis, Knoxville, Tenn. and Toronto – announced today that it is providing sales management resources to Cisco Systems’ channel partners through their partner sales management portal, which serves as a learning facility and knowledge base. The portal is offering Acumen’s Sales Manager’s Tool Kit, which is part of Acumen’s sales management planning system, Interactive Sales Manager™. In addition, to enhance partners’ sales-management learning process, Cisco will offer five online webinars facilitated by Acumen, including: Understanding the Role of Sales Management and Leadership, Building Sales Compensation Programs that Work, Building a High Performance Sales Recruiting Program, Creating Sales Management and Coaching Systems to Build Predicable Revenues, Build Predictable Revenues, and Building a Value Proposition to Win.

Webinar topics are also available through Acumen in a five-hour five-CD series titled “The Business of Strategic Sales Management.”

Mark J. Evans Vice President of Sales for Computer Solutions, a Cisco Partner, explained his enthusiasm for the new programs. “Cisco has demonstrated its commitment to Partner development by licensing Acumen's programs. We have participated in Acumen's workshops and utilized their sales management systems during the past year. I am impressed with their expertise and “real world” approach to improving Partner organizations.”

Thoreson praised Cisco for their foresight in providing channel partners with sales management portal solutions and associated training. “We’re excited to assist Cisco in enhancing their channel strategy programs by offering this approach to build stronger partner loyalty and added-value programming. Today’s reluctant economy requires a strong tactical focus to accelerate revenues vs. marketing programs that temporarily inflate activity. Inability to build predictable revenue, to hire the right personnel, and to build strong sales teams limits the growth of most companies.”

Thoreson, a sales management thought leader, is a popular speaker and editorial contributor, having published in Selling Power, VARBusiness, Reseller Management, Business Products Professional, Dental Practice Success, SmartReseller, and numerous industry newsletters. He has presented at Sales and Marketing Executives International Conference (SMEI), Microsoft International Partner Programs (Fusion), Ingram Micro VTN Conference, Arrow Electronics Support-Net Conference, regional solution partners meetings, and many state technology association meetings.

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