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 efforts. In this workshop, Joe 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. Participants will be challenged to develop a draft sales plan, during the class setting.