Sales Management and Leadership

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Sales Management and Leadership

Program Overview

We used to think great salespeople had been given a gift. While this may still be true, we know today’s sales managers play a key role in developing this gift to meet its full potential. During this two-day interactive program, Drs. Scott Downey and Dave Downey will guide you in assessing your people development skills, creating a high-performing culture, using tools to become a more effective coach for your team and more through group discussions, activities and networking opportunities.

This program is especially beneficial for current supervisors of salespeople, novice sales managers or those who will soon be promoted who are looking to amplify their performance.

For questions about this program or more information on who should participate, please contact Aissa Good at aissa@purdue.edu or (765) 496-3884.

“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 Kemin

 “This program provided time for an inward look at my management and leadership skills. A great takeaway/reminder I gained is to be careful of jumping to a solution too quickly. Instead, think about the challenges and tools needed to address the situation.” – Joe Murphy, Senior Manager of International Ammonia & Industrial Sales, Nutrien Ag Solutions

Key Benefits

  • Increase your knowledge of tools and approaches that have evolved as a result of changing market dynamics.
  • Learn to categorize traits of successful sellers to effectively recruit, retain and evaluate your team.
  • Practice handling management situations such as retaining good salespeople and dealing with challenging employees.
  • Discover how your internal strengths can maximize team performance.
  • Identify components of a strong sales culture and ways to measure and grow your team’s culture.

Program Content

The Future of Selling and Metrics for Sales Outcomes

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. This has caused significant implications for the sales process, consequently impacting sales managers. During this session, you’ll explore sales managers’ role in prioritizing and allocating resources and measuring efforts and results.

Development Assets and Engaging with Your Salespeople

This session will focus on the assets salespeople and managers use to maximize sales performance and ways managers can draw from these assets to develop others. You’ll also explore research on the frequency in which these tools are used in agribusiness today.

Changing Sales Organization Culture

Changing company sales culture can be a major challenge for any organization. Hear real-life examples of organizations that have successfully shifted their sales culture and processes.

Coaching at Work

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

Intentional Planning for Interactions with Your Salespeople

From baby boomers to millennials, retaining good employees is critical. This session will help you understand the importance of giving feedback and having a career path for individuals across generations.


Program Agenda

*Please note Indiana is on Eastern Time (ET).
*A printable pdf of the agenda is available for download here.

Schedule at a Glance

Day One

8:00 am
Program Kick-Off and Overview

8:30 am
The Future of Selling
Dr. Scott Downey

9:30 am
Metrics for Managing Sales Outcome
Dr. Scott Downey

10:30 am
Identifying Characteristics of Good Salespeople
Dr. Dave Downey

12:00 pm
Lunch

1:00 pm
Developmental Assets
Dr. Scott Downey

Common Challenges for Sales Managers – Mini-Case Scenario Activity
Dr. Scott Downey

Summarize Challenges and Ways to Address
Drs. Dave and Scott Downey

4:30 pm
Coaching Skills
Dr. Scott Downey

5:00 pm
Conclude Day 1

5:30 pm
Dinner at Nine Irish Brothers

Day Two

7:15 am
Shuttle departs Hilton Garden Inn and transport to Purdue Boathouse

7:30 am
Purdue Athletics Field Experience – Coaching and Culture Building in Action

9:30 am
Transport back to hotel for refresh

10:15 am
Meet at Krannert 758

11:00 am
Enculturation and Changing the Sales Culture
Drs. Dave and Scott Downey

10:30 am
Debrief and Reflect on Day 1
Dr. Scott Downey

12:00 pm
Working Lunch – Tim’s Target Ag

1:00 pm
Intentional Planning with Salespeople
Dr. Dave Downey
Sam Faggetti

2:30 pm
Sales Management Strategies for the Future
Dr. Scott Downey

3:00 pm
Conclude Day 2

Travel and Information

Program Location

Purdue University
Krannert Building, Room 758
403 Mitch Daniels Blvd.
West Lafayette, IN 47907

Hotel

A block of rooms has been reserved at the Union Club Hotel located at the heart of Purdue’s campus in West Lafayette. Contact the Union Club Hotel at (765) 494-8922 or click here to make your reservation. Remember to mention that you are with the Sales Management and Leadership (group code SML 2024) to receive the $169/night room rate. Check-in is 4:00 p.m. and check-out is 11:00 a.m. The room block and discounted rate will expire at 5:00 p.m. on April 22.

Union Club Hotel
201 Grant St, West Lafayette, IN 47906
(765) 494-8922
Across the street from Krannert
Locate with Google maps

GETTING TO PURDUE UNIVERSITY: DIRECTIONS AND MAPS

Meals

Please plan to eat breakfast before attending the program. Lunch will be provided for you on both program days, and coffee, soft drinks and refreshments will be available throughout each day.

What to Wear

The attire for the conference is business casual. The average temperature in West Lafayette in May ranges from a high of 74 degrees to a low of 54 degrees. Layers are recommended for the classroom.

Materials

Materials will be provided for you throughout the program. The presentations will also be emailed to you following the program.

Seminar Payment/Cancellation

Payment for the program is due upon registration. Please refer to our cancellation policy for full details and information.

For more information, contact:

Cooper House
Event Manager
(765) 418-6993
chouse@purdue.edu

Program Cancellation Policy

If a participant is unable to attend a Purdue University Center for Food and Agricultural Business program, the participant may choose to: 1) transfer their registration fee to another participant within the same company, or 2) choose to receive a credit for the same program or another program that takes place within the 12 months following the originally booked event. However, a request to use a credit must be received no less than 30 days prior to the program start date, otherwise the credit will not be valid. No refunds will be issued regardless of cancellation date.

The Center for Food and Agricultural Business reserves the right to cancel a program due to low enrollment or other circumstances which would make the program non-viable. If a program is cancelled, registrants will be offered a full refund. Should circumstances arise that result in the postponement of a program, the Center for Food and Agricultural Business has the right to either issue a full refund or transfer registration to the same program on the new future date. The Center for Food and Agricultural Business will not be responsible for reimbursement of any participant expenses related to the cancellation or postponement of an event.