012. Make It a Process… Key Elements of Sales Management
Instructor: Joe Ellers
Level of Complexity: Intermediate
2:10 – 3:00 p.m.
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.