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 ...

Growth can happen as long as there's clear vision among the company's leaders and managers. As chair of the new CompTIA IT Business Growth Professionals Community, I am proud to introduce the group mission and its value as a resource for the entire association’s membership. The tag line describes our focus: Delivering expertise and guidance to impact solution provider success." Our members accomplish this by providing coaching, consulting, products and services to the partner, distributor and ve ...