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024. Make It a Process… Key Elements of Sales Management

Instructor: Joe Ellers

Level of Complexity: Advanced
1:00 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 effort.  In this course we 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.

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