Press / Media Information

Microsoft Sponsors Sales Management Training Webinars to Enhance
Channel Partners’ Success

Acumen Management Group Principal Thoreson to Design and Deliver Program

Minneapolis, July 10, 2001—Ken Thoreson, founder and principal of The Acumen Management Group, Ltd. – an international sales management consulting firm with offices in Minneapolis, Minn., Knoxville, Tenn. and Toronto, Ontario – announced today that Microsoft has engaged him to share his 20-plus years of sales leadership and management experience in a series of webinars and on-site regional workshops for the company’s US Certified Partners. Designed to enhance the success of Microsoft’s US Certified Partner Program in the wake of a maturing technology market, the sales management training program focuses on a sales/marketing management methodology laden with successful techniques that may be easily implemented. Topics include: Building a Successful Recruiting Program, Building Successful Sales Compensation Plans, Building Predicable Revenues, Creating a LOB Sales/Marketing Programs, Building Sales Management Systems, Learning to Coach, Mentor and Manage Sales Teams.

According to Christina Hart, Microsoft Manager for U.S. Gold and Certified Partners, "Sales management is critical in developing channel partners who consistently build sustainable revenues under a variety of market conditions. Over the past five years, we have been impressed with how quickly Mr. Thoreson’s real-world techniques have generated positive results for the channel partners with whom he has worked. We have received outstanding response to his messages, which he has presented at our last three International Fusion conferences.”

The sales management thought leader is a popular speaker and editorial contributor, having published in Personal Selling Power, Reseller Management, Business Products Professional, Dental Practice Success, SmartReseller, VARBusiness, and various industry newsletters. He has presented at Sales and Marketing Executives International Conference (SMEI), Microsoft Solution Partners Meetings, and several state technology association meetings.

Thoreson praises Microsoft for their foresight in providing its partners sales management training solutions that build predictable revenue instead of limiting their focus strictly on marketing programs that temporarily inflate activity. “The economy is now forcing most organizations – both Certified Partners and most distribution organizations – out of their demand-driven business environment into a more strategic and tactical one. The focus must be on what tends to be the "weakest link" in most partner organizations, sales management. The inability to build predictable revenue, to hire the right personnel, and to build strong sales teams limit the growth of most companies. Successful sales management is the critical element in accelerating revenues today. Sales must drive revenues and profits and focus on less opportunistic actions, planning and execution. Some master distribution organizations have focused on sales training, but without the right people, and the right sales management strategies and tactics, sales training is a short term fix.”

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