Sales Management and Leadership
May 30-31, 2018
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.
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.
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 the following:
- 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.