with primary focus in sales leadership, sales management and the development of sales organizations. His clients include some of the world’s most respected companies, among them Bristol-Meyers, General Electric, Honeywell, Johnson Controls, Texas Instruments, 3M, Weyerhaeuser Company, and many Distribution Associations.

Program Summary

Introduction

This program focuses on the key roles played by sales leaders in creating market-driven and customer-centric organizations. You will gain a company-wide strategic perspective that will help you generate brand equity, profitability and growth for your organization. You will also learn how to structure an effective and efficient sales force that gets results.

This program also focuses on developing sales organizations with the flexibility and efficiency needed to thrive in customer-oriented and different environments. This program will help you make decisions that measurably improve your managerial effectiveness and increase the productivity of your sales team!

What You Expect

Through this executive program, participants will be able to:

• Structure the sales organization as a major component in your firm's brand equity
• Focus the sales team's resources in terms of Markets, Products, Processes and Customers
• Identify and manage a profitable account portfolio
• Understand the value creation method of sales
• Diagnose problems and improve the sales performance of both individuals and the team
• Develop great salespeople from within, through well-organized coaching and training
• Motivate many different personality types, and sustain salespeople's commitment to action
• Make better decisions by measuring sales effectiveness against meaningful benchmark
• Build a positive, energetic sales culture that motivates, supports and rewards people 

Who Will Benefit Most

This course is designed for:

• Middle and Senior-level executives responsible for planning, analysis, control, and direction of the sales organization, or responsible for managing sales processes for products or services in consumer and industrial products
• Representative titles include president, senior vice president, vice president of sales/service, general manager, director of sales/service, director of business development, national sales manager, district/regional sales manager, area sales manager, and global key account manager

Program Outline

DAY 1
Morning: Building an Effective Sales Strategy Cultural Alignment

• Developing and implementing an effective sales planning process at all levels - strategic, market, territory, and account
• Aligning marketing and sales strategies
• Identifying your most important customers
• Using best practices and cutting-edge sales tools to ensure successful execution

Afternoon: Creating A Winning Sales Organization

• Determining optimal sales organization size, structure, and deployment
• Understanding the roles and functions of the "balanced sales team"
• Analyzing operational and transactional cost structures
• Improving your return on sales assets
• Developing an effective performance appraisal system and compensation plan
• Implementing value-creating sales models

DAY 2
Morning: Creating Value for Your Customer

• Understanding customer buying behavior and how to use consultative, transactional, and enterprise selling
• Creating a "customer first" mindset throughout the organization and sales team
• Adding value to create customer intimacy and long-term loyalty
• Achieving and maintaining superior levels of customer service
• Creating strategic alliances with customers to ensure long-term revenue and profitability

Afternoon: Leading A High-Performance Sales Team

• Using coaching and performance management techniques to create a motivated and effective sales team
• Understanding the factors that affect sales performance
• Finding, selecting, and retaining superior sales professionals
• Refining your training and coaching techniques
• Enhancing teamwork and managing for performance