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Sales Management and Leadership

May 27-28, 2020

Sales Management and Leadership

Program Overview

We used to think that great salespeople had been given a gift. While that may be true, sales managers play a role in developing it. During the Sales Management and Leadership workshop, you will assess your skills at developing people and learn tools for becoming more effective in developing and coaching your team. Along with other sales managers in roles similar to yours, you will hear interesting stories from effective sales managers and participate in activities that will stretch your thinking and lead you toward being more successful.

Key Benefits

At this seminar, you will learn five keys to leading effective developmental conversations; practice handling common management situations, such as retaining good salespeople and dealing with challenging employees; and identify ways in which you can use assets you already have in order to get the most out of people you work with.

This program will help you identify the traits of successful sellers in your organization and show you how to use that information to recruit, retain, and evaluate your team. You will identify components of a strong sales culture and consider the ways you might measure and grow the culture of your team in a way that will help you and your customers be more successful.

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. There have been significant implications for the sales process and consequently, impact for sales managers. During this session, you'll explore the role of the sales manager in 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. You’ll also explore 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. Hear about 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 27-28, 2020


Purdue University, West Lafayette, Ind.

Is this workshop for you?

For questions about registration fees and more information about the program, contact:
Emily Hoeing, Key Account Manager

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