JAMES B. HENRY CENTER FOR EXECUTIVE DEVELOPMENT
M A R K E T I N G & S A L E S
MAY 1-2, 20191
MAXIMIZINGSALES TEAM
PERFORMANCE: TRANSITIONING FROM INDIVIDUAL
CONTRIBUTOR TO SALES TEAM LEADER
PROGRAM INTRODUCTION:A large percentage of sales supervisors and managers are promoted from within the ranks of the sales force. However, the competencies required for thriving in a managerial capacity and for driving sales team success are different than that required to be an effective individual sales performer. This program is designed to build the skills that new sales managers need to maximize organizational performance.
KEY LEARNING OUTCOMES:After attending this program, participants will be able to better:
• Understand and harness the drivers of sales team performance
• Create a winning sales culture that maximizes the individual potential of sales team members
• Motivate your sales team to reach higher sales goals
• Increase the impact of team meetings and individual coaching sessions
• Enhance ability to attract, develop, and retain talent
• Strategically and tactically leverage information for sales success
• Efficiently manage time, prioritize effectively, and excel at the many facets of the sales manager role
WHO SHOULD ATTEND:Individuals recently promoted into the role of sales manager or sales supervisor in both large and small companies, as well as other individuals seeking to improve their sales management abilities or gain additional insight into sales management fundamentals. This program is intended for people with direct reports or soon to be in a role managing and supervising sales managers.
PRICE & REGISTRATION:$2395 – full tuition (includes materials, meals and certificate of completion)
$1995 – early bird registration (available until 30 days before program date)
FACULTY INSTRUCTOR:Doug Hughes, Ph.D., Chairperson, United Shore Endowed Faculty Fellow In Sales Leadership, Department of Marketing, Broad College of Business
SCHEDULE:Day 1:9 a.m. Managing People • Leadership • Organizational Culture • Motivation & Control Systems • Sales Contests & Incentives
12 p.m. Lunch
1 p.m. Managing Internal/External Relationships • Hiring and Training • Coaching • Customer & Channel Relationships • Managing Up & Across
Day 2:9 a.m. Managing Information • Sales Planning • CRM & Competitive Intelligence • Forecasts, Quotas, & Goals • Performance Tracking & Management
12 p.m. Lunch
1 p.m. Performance Management (Role Plays)
2:30 p.m. Managing Time • Importance • Principles • Inhibitors • Tools • Practices
3:45–4 p.m. Wrap-up, Conclusions, Evaluations
Program content is correct at the time of printing, but may be subject to change.
For more information, go to: broad.msu.edu/executive-education
SELECT LIST OF PAST PARTICIPATING COMPANIESAcme Building Materials American Label & Tag, Inc. Armor Express BioMed Specialty Pharmacy Bridgestone Tire, LLC Cambridge Consulting Group Cardinal Commerce Corporation CH Robinson Demmer Corporation DENSO Int’l America, Inc. DeWys Manufacturing, Inc. Duro-Last Roofing, Inc. Earthy Delights Genesis Energy, LP Grand Rapids Chair Company Greenlee-Textron GreenPath GreenStone Farm Credit Services HealthPlus of Michigan I.H.S. Automotive Insurance One Agency, Inc. KS Kolbenschmidt US, Inc. Kar’s Nuts Lacks Enterprises Lane Automotive Laser Dynamics LaVanture Products Company MAPAL, Inc. Magna E-Car Systems McDonald Modular Solutions, Inc. Michigan Chamber of Commerce Michigan Packaging Michigan Public Health Institute National Food Group Omni Quality Assurance, LLC Proper Group International Quality Aluminum Products, Inc. Quality Edge SME Spartan Chassis, Inc. Spider Staging St. John Providence Stoneridge, Inc. Sunset Healthcare Solutions Therma-Tru Doors Thompson Reuters UBS Financial Services Ultimate Software
M A R K E T I N G & S A L E S
CO
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TS F
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: “I
feel
like
this
pro
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cov
ered
a lo
t of m
y bi
gges
t ch
alle
nges
and
con
cern
s. T
he g
roup
wor
k an
d
disc
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wer
e he
lpfu
l to
hear
com
mon
them
es
and
idea
s on
way
s to
add
ress
cha
lleng
ing
issu
es.”
“I li
ked
the
mix
of p
rese
ntat
ion
and
grou
p di
scus
sion
. I r
eally
like
d th
e ca
se s
tudi
es a
nd b
reak
ing
into
gro
ups
for d
iscu
ssio
n.”
“The
wid
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nge
of to
pics
cov
ered
was
ver
y he
lpfu
l to
a n
ew m
anag
er o
f sal
es.”
“Gre
at p
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am! I
will
use
man
y of
thes
e to
pics
in
my
daily
job—
very
pra
ctic
al s
olut
ions
to m
ake
im
prov
emen
ts a
nd e
nhan
ce m
y pe
rfor
man
ce
and
my
team
’s p
erfo
rman
ce.”
Exe
cuti
ve D
evel
op
men
t P
rog
ram
s M
ichi
gan
Stat
e U
nive
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Th
e Ja
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B. H
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Cen
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fo
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Dev
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men
t
3535
For
est
Roa
d La
nsin
g, M
I 489
10-3
831
Non
profi
t O
rg.
U.S
. PO
STA
GE
PAID
La
nsin
g, M
I Pe
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#24
9
CO
NTA
CT:
ed
p@br
oad.
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.edu
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7-35
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su.e
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tive-
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