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039. New Process of Distribution Sales Management

Instructor: Joseph C. Ellers

Read more about Joseph  C. Ellers

Wednesday, March 13, 2019
8:00 am – 4:30 pm
Full Course Description: 

For years, both sales management and sales have been presented as "art forms."  The underlying assumption was that you were either a "born" salesperson/manager--or you weren't.  Today, we recognize that there are many specific processes used by the most successful sales organizations and that they can be learned and used in any organization.

This program provides a "soup to nuts" look at sales management from the process side.  Beginning at how to put together a sales plan, the course rapidly moves through all of the major elements of sales management, including: how to hire salespeople, how to compensate them, and a structured approach to sales.

Who Should Attend:

Owners, Sales Managers (veterans and rookies), Marketing Managers, Salespeople (who want to do a better job of being self-managed). This program is valid for distributors and also for manufacturers.


1. A formal planning process that (quickly) puts together sales plans that drive the "right" activity

2. A streamlined reporting approach that gives the manager what they (really) need and eliminates wasted time for the salesperson

3. More control of every part of the plan, process and team with a minimal time investment

Overall Rating: 4.7/5


"I am impressed. FANTASTIC! Possibly the best seminar I have ever attended!" -  Sales Manager

"The best description of process and procedure on sales management I have experienced. My favorite course of the week." - Sales Manager

"The tools described in this course are extremely beneficial for our company. We have tools similar in place today, but there are some things I learned today that our tools are missing and I think our reporting and sales activity will improve." - Territory Manager

"This course is extremely beneficial to manufacturers & distributors alike. Joe Ellers is an awesome presenter with great tools for the industry!" - OEM Marketing Analyst

"Great information and tools to start conversation and change in our sales management process." - Manager

At the end of each session we asked the attendees to review and rate each course. These reviews are anonymous so we can only provide their job titles. Ratings are based upon the benefit of the course, quality of the course, instructor expertise, ability to communicate and quality of visual aids and are rated on a scale of 1-5.

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