032 Make It a Process…Key Elements of Sales Management
Presenter: Joseph Ellers
Date: Tuesday, March 10, 2020
Time: 8:00-11:30 am
Level of Complexity: Intermediate/Advanced
Course Description: The role of sales management has changed over the past 25 years from customer relationship management to the need for more focused, proactive sales effort. This course addresses the core elements of effective sales management, including a set of specific tools that can be implemented immediately. The participants will be challenged to develop a draft sales plan, during the class setting.
- Creating a sales plan that drives the desired activities
- Moving to repeatable processes
- Implementation of specific on-going management tools
Joe began his sales career in 1978 and sales management responsibilities in 1984. In his career, he has worked with manufacturers, reps, and distribution. His company, Palmetto Associates, has worked with over 1700 customers throughout the world. He has worked with many of the major trade associations and is a long-time faculty member with UID.
Mike Emerson, Steve Deist
Effective Sales Incentive Design for Distributors: What’s the Right Plan? is designed for top wholesale distribution executives and sales managers who are looking for the answer to this question: “How can I get my sales reps to just do what I want them to do?”