Complete Story
12/04/2023
029. Make it a Process…Key Elements of Sales Management (afternoon)
Instructor: Joe Ellers
Level of Complexity: Intermediate/Advanced
1:30 PM - 4:30 PM
The role of sales management has changed over the past 25 years. The primary change is a shift from customer relationship management to the need for more focused, proactive sales efforts. In this workshop, Joe will address the core elements of effective sales management including a set of specific tools that can be implemented immediately: The Sales Planning Matrix; Product/Market Focus; Target Accounts (and Prospects); Calendar Management; Opportunity Management; and Joint Calls. Participants will be challenged to develop a draft sales plan, during the class setting.
Bookstore
Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully
Mike Marks
It takes a long time to develop good distributor-supplier relationships; unfortunately, it only takes a short time to destroy them. Best seller Working at Cross-Purposes, written by Mike Marks, Tim Horan, and Mike Emerson, takes a look at what really drives these relationships, how often they go bad, and why.