Good sales leaders can flex their styles to bring out the best in their sales teams. They build confidence and competency, which ultimately ensures hitting the sales target on a consistent basis. An organization’s ability to meet its business objectives depends on the ability of sales managers to create a competent and motivated sales force that quickly adapts to changing customer demands. As markets and customers evolve, the successful sales manager will be the one capable of reinventing a sales organization before market trends make it obsolete.

This program addresses the changing business environment and the key role that sales management plays in creating a market-driven organization. You will learn to assess the strengths and weaknesses of their present sales organization, analyze how target customer segments define value when purchasing products and services, and allocate the necessary resources to capture target markets. You will learn how to identify and replicate specific activities that produce long-term results, identify and overcome barriers to results-oriented sales management, develop and sustain salespeople’s motivation, improve the performance of salespeople, and measure sales effectiveness against meaningful benchmarks for better decision-making.

Objectives

• Identify your top sales management priorities
• Identify specific activities that produce long-term results
• Implement time-frame action plans
• Identify and overcome barriers to results-oriented management
• Identify top performers and leverage them for increased success
• Optimize the performance of your sales team
• Generate methods to enhance performance of each sales person and enhance the growth engine for your organization

Topics

• Understand the role of the sales team in executing your strategic and marketing plans
• Learn how to build and manage an account portfolio
• Understand the nature of the seller’s role by segment, product, customer, and geography
• Learn the importance of developing performance expectations in order to identify reasons for good & poor sales performance
• Build a sales compensation program that reinforces and rewards desirable selling activities and accomplishments

This program is appropriate for newly appointed sales manager or an experienced sales manager who would like to improve their skills and benchmark their activities. The program content is applicable to industrial and consumer markets, tangible products or services, and private or public sector firms.

John F. Monoky, Carlson Executive Education Instructor

Location
Executive Education
Carlson School of Management
University of Minnesota
321 19th Ave. S.
Minneapolis, MN 55455-0438

Benefits of Attending
Attendees have the opportunity to share ideas with peers – both in and out of the classroom. The program offers excellent opportunities for making contact with sales executives from a variety of organizations and geographical areas. Participants often come to these programs thinking, “My business is different,” but they leave with the understanding that many sales management problems, solutions, and opportunities are universal.

Quantity Discount
A discount of 15% will apply to registrations of 3 or more people from the same company registering as a group for the same specific program. Please note that this offer is contingent upon all registrants enrolling in the same program having the same start date. Program cancellations and program transfers affecting the minimum number of people enrolled in the program for which the discount applied will void the discount.

Schedule (pdf)

Curriculum (pdf)

Testimonials (pdf)

Titles of Recent Participants (pdf)