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.
Tim Horan, Steve Deist
This book, by Tim Horan and Steve Deist, offers a practical but powerful approach for taking your sales force to the next level. It includes key concepts, practical ideas, and real-world stories taken from the front lines of wholesale distribution. This book will give you the essential leadership skills to keep your career and your business moving ahead and performing at higher levels.