Ken Thoreson Posts

This year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside. I believe that this pattern will continue for the next three years, until we are left with less than 10% of the total sales population working externally. The reasons for this are obvious: Advances in technology mean that we can communicate just as easily from our desks, using video conferencing etc.Jonathan FarringtonIf Jonathan is right, IT s ...

Getting Your Act Together…In the beginning it was serious training. What I mean by that comment is that when I started in the tech sector many years ago selling software/services/technology, I was lucky. The manufacturer I worked for not only had extensive  sales and product training resources, but an active management team that worked closely with small groups of salespeople. This was a sales-driven organization, where you had to start fast, could earn great money, and worked with true sales pr ...