The ever-increasing importance of the sales force requires professional sales managers. This practical program provides the tools to create and lead an effective and efficient sales team that adapts to changing customer demands. Learn to develop and sustain salespeople’s motivation, improve their performance, and measure sales effectiveness against meaningful benchmarks for better-informed decision-making.
October 15–17, 2012 / 8:00 a.m.–4:30 p.m. / $3,000
Good sales leaders can flex their styles to bring out the best in their sales teams. They build confidence and competency, which ultimately ensures hitting the sales target on a consistent basis. An organization’s ability to meet its business objectives depends on the ability of sales managers to create a competent and motivated sales force that quickly adapts to changing customer demands. As markets and customers evolve, the successful sales manager will be the one capable of reinventing a sales organization before market trends make it obsolete.
This program addresses the changing business environment and the key role that sales management plays in creating a market-driven organization. You will learn to assess the strengths and weaknesses of their present sales organization, analyze how target customer segments define value when purchasing products and services, and allocate the necessary resources to capture target markets. You will learn how to identify and replicate specific activities that produce long-term results, identify and overcome barriers to results-oriented sales management, develop and sustain salespeople’s motivation, improve the performance of salespeople, and measure sales effectiveness against meaningful benchmarks for better decision-making.
Carlson School of Management
University of Minnesota
321 19th Ave. S.
Minneapolis, MN 55455-0438
Benefits of Attending
Attendees have the opportunity to share ideas with peers – both in and out of the classroom. The program offers excellent opportunities for making contact with sales executives from a variety of organizations and geographical areas. Participants often come to these programs thinking, “My business is different,” but they leave with the understanding that many sales management problems, solutions, and opportunities are universal.
A discount of 15% will apply to registrations of 3 or more people from the same company registering as a group for the same specific program. Please note that this offer is contingent upon all registrants enrolling in the same program having the same start date. Program cancellations and program transfers affecting the minimum number of people enrolled in the program for which the discount applied will void the discount.
"Time and money well spent. Looking forward to putting the new knowledge to work with my sales team."
– James Gil
Supplier Engineering Manager
Richard Wolf Medical
"This program was right on for what I needed to help me better understand my role - tools and information to focus me, guide me, and inspire me."
– Don Finck
Western Region Manager
Arctic Cat Sales, Inc.
"Great information that can be applied to almost all industries with strategies to address all roles/levels of the sales team."
– Jay Curcio
North East Regional Manager
Richard Wolf Medical
Business Development Manager