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Sales Management and Leadership

May 29-30, 2019


Program Overview

During the Sales Management and Leadership workshop, you will assess your management skills and learn how to become more effective in developing and coaching your team to optimum sales performance. Using interactive lectures and examples from successful sales managers in a collaborative learning environment, you'll be inspired to develop and implement people-empowering strategies in your organization to achieve a competitive advantage.

Key Benefits

At this seminar, you will practice concepts and techniques that can be applied upon return to the workplace.

  • Challenge your basic assumptions about the evolution of the sales process and what that means for managing the sales force.
  • Discover techniques for understanding and managing the sales culture of your organization.
  • Develop criteria for high performing sales people.
  • Practice techniques for leading your sales team to the desired level of performance.

Program Content

The Evolution of Sales Management

The evolution of customer focused marketing has progressed from the product era, where the company was in control, to the market era, where the customer is driving decisions. In turn, there have been significant implications for the sales process and consequently, impact for sales managers. During this session, we'll explore the role of the sales managers in terms of prioritizing and allocating resources and measuring efforts and results.

Building Resilience for Success in Challenging Times

This session will focus on the concepts of developmental assets: the tools used to help create a resilient workforce that can succeed in the face of adversity. We’ll also share some of the research on the frequency with which these tools are used in agribusiness today.

Changing Sales Organization Culture

Change is never easy. That’s why changing company sales culture can be a major challenge for just about any organization. Instructors in this session will provide real-life examples from organizations that have successfully shifted their sales culture.

Coaching at Work

Coaching processes and techniques are critical to the development of individuals as well as to creating a synergistic team. In this session, you'll have the unique opportunity to hear from Purdue Athletics coaches and experience the crossover from coaching athletes to coaching business professionals.

Building Your Sales Force

How do you improve your sales force: develop it or hire it? This session will help you look at both sides of this question and understand the role feedback and the importance of a career path play in the retention of employees across generations—from baby boomers to millennials.

Who should attend?

Current and future sales managers who want to maximize effectiveness and develop leadership and coaching skills. Participants are typically responsible for:

  • Managing teams of sales professionals or technical people who support them.
  • Evaluating compensation and reward systems for sales positions.
  • Leading customer contact teams.
  • Measuring performance of sales professionals.


Register Now


Program Dates

May 29-30, 2019

Registration Fee

$ 2,195.00/person 


Purdue University, West Lafayette, Ind.

Is this workshop for you?

For questions about registration fees and more information about the program, contact:
April Sauer, Managing Director

Educational Credit

You can earn CEU and CCA credit at this program.

Registration fees include all program materials, refreshments and some meals. Registrations are accepted on a first-come, first-served basis. Once the program is full, names will be added to a waiting list in the order in which they are received. Registration fees are due upon receipt of registration. Read the cancellation policy.

  I would highly recommend Sales Management and Leadership to any manager — good practical tips, techniques and systems I can use tomorrow. It is definitely worth the time away from work.  

Terry Hastings

Ruminant Sales Manager