OVERVIEW

Sales Excellence Institute (SEI) faculty have developed a comprehensive knowledge base of sales and sales management competencies and best practices to be shared with the program participants so that they can appraise, compare and perfect their sales performance within their own competitive environments.

RECOMMENDED FOR:

New marketers as well as those who have limited experience and don’t have a handle on each aspect of digital, you will gain insight into the primary characteristics of effective digital marketing.

Even for those who have mastery or are a specialist in particular areas of marketing, this course will give you the high-level overview needed to understand how it all fits together.

FORMAT:

5- Day program

OBJECTIVES:

• Increase top line performance by improving sales force effectiveness
• Increase customer retention and profitability
• Increase sales force retention through exemplary leadership
• Increase the effective use of CRM and the sales process

CONTENT:

• What is Great Sales Leadership?
  • Your Sales Management Life Today
  • The Sales Leader’s Real Job
  • The Balance: Numbers vs. Relationships
  • Time Management

• Advanced Sales Strategy
  • Understanding your Market
  • How Customers Buy
  • Complex Decision Center

• Powerful Salesperson Relationship
  • Hiring, Training, and Development the Right People
  • Advanced Communication Skills
  • Coaching
  • Performance Management

• Authentic Leadership
• 5 Secrets of Authentic Leadership
• Motivation and Recognition
• Leading through Influence vs. Authority
• Thinking Big – Building Growth Strategies

• Putting It To Work at Work
  • My Sales Leader Case Study
  • My Change Contract
  • My Action Plan
  • My Progress Control

INSTRUCTORS:

Amy Vandaveer, Clinical Professor in the Department of Marketing & Entrepreneurship and sales team coach in the Program for Excellence in Selling (PES), the nation’s leading sales center. Teaching expertise & experience includes professional selling, SPIN sales technique, personal branding, communications, difficult conversations, and presentations. Certified training professional with 12 years of corporate recruiting, sales and marketing experience.

Joel Le Bon, Ph.D. Director of Professional Development and Marketing Professor. Recipient of 14 international research and teaching awards. Teaching expertise & experience includes advanced professional selling & sales negotiation, customer relationship management, marketing and sales management. 11 years faculty at ESSEC Business School in Europe and Asia. Three years strategic account manager with Xerox Corporation. Three years of sales and sales management roles in the media industry.

Randy Webb, PES Director and Executive Professor. Recipient of two Bauer College and four EMBA outstanding teaching awards. Former President of Uncle Ben’s, Inc. and Vice President of Sales at M&M Mars. Teaching expertise & experience includes corporate politics – EMBA, sales management and key account selling. 30+ years executive and sales management, consumer packaged goods industry.

Carl Herman, Director of Executive Education and Executive Professor. Former Oracle Global Account Executive, Director and Senior Manager at KPMG Consulting and Vice President of Sales for US Multinational Oil Companies at Halliburton. Teaching expertise & experience includes advance professional selling, customer relationship management, key account selling and strategic selling – MBA. 30+ years executive and sales management, high technology and oil and gas industries.