Sales Management Conference & Expo — Seminars
Pre- & Post-Conference Seminars
Complete your sales management education by attending these full-day and half-day seminars held before and after the three-day conference. These detailed sessions explore a subject in-depth in a classroom-style setting and will send you back to the office with solutions you can implement immediately. See the Registration Page for more information.
Pre-conference Seminars, Monday, July 28, 1997
Morning Sessions, 9:00 a.m. - 12:30 p.m.
Afternoon Sessions, 2:00-5:00 p.m.
Post-conference Seminars, Friday, August 1, 1997
Full-Day, 9:00 a.m. - 5:00 p.m.
Leveraging Technology for Training & Performance
Lance Dublin, Chairman and CEO
Dublin Group
Sponsored by Training Magazine
Monday, 9:00 a.m.-12:30 p.m.
The challenges facing business organizations today and in the next few years are daunting — fewer and fewer people to do more and greater tasks, in shorter and shorter cycle times, surrounded by more and more competitors, overwhelmed with data and information, and dependent upon increasingly sophisticated technologies. Typical training activities alone are not adequate to address this situation. Gain an overview of the range of technology-enabled tools and approaches available for supporting workers at all levels in achieving levels of superior performance.
- Critical Success Factors for Working with New Tools and Approaches
- New Ways to Produce Powerful Results which Can Be Measured
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Benchmarking the Sales Process
Gil Cargill, Principal
Cargill Consulting Group
Monday, 9:00 a.m.-12:30 p.m.
You’ll learn how to avoid the Ready, Fire, Aim...OOPS!!! Syndrome. This problem causes costly sales automation, training, and deployment miscues. Mr. Cargill shows you how to identify, measure, and prioritize all sales process problems. Understand how to "think outside the box" to increase sales production. Topics covered are:
- Calculating your "Prospectshare"
- Determining Sales Process "Bottlenecks"
- Measuring and Comparing Sales Time Versus Non-Sales Time
- Calculating the Revenue Generated per Selling Hour
- Why Traditional Sales Improvement Strategies Fail
- Getting Extraordinary Performance from Ordinary Salespeople
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Upgrade Your Sales Force
Dave Kurlan, Principal, Objective Management Group and
Author, Unreal Sales Calls
Monday, 2:00-5:30 p.m.
To grow your sales organization, you must determine whether your sales people "have the right stuff". Attendees will learn the ten crucial elements needed for success and how to determine which of your salespeople have them and what to do if they don't. This session offers an intensified look at your sales force and helps you determine what to do IMMEDIATELY to make changes necessary to grow sales.
- Learn How to Identify, Find, Interview, Recognize, Hire and Keep Strong Sales People
- Determine Which of Your Sales People not only Can, but Will Sell
- Know which of Your Team Are Actually Trainable
- Identify which Strengths Are Working and which Weaknesses Are Decreasing Revenues and Profits
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The Art of Relationship Marketing
Hal Brierley, President, Brierley & Partners
Rik Danielson, Sr. VP Group Director, Brierley & Partners
Monday, 2:00-5:30 p.m.
Today's hottest marketing topic is "customer loyalty." By retaining and maximizing customer relationships, organizations will gain market share and share of customer. This intensive seminar demonstrates a step-by-step approach to develop relationship management principles as an integral part of your marketing strategy. Key questions addressed include:
- How Much to Spend on Customer Retention Versus Customer Acquisition?
- Can Rewards Really Build Customer Loyalty?
- Are Customer Loyalty Programs Simply a Fad?
- What Should My ROI Be for Customer Loyalty Spending?
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Writing and Presenting Winning Proposals
Tom Sant, President & CEO
Thomas Sant & Associates, Inc.
Friday, 9:00 a.m. - 5:00 p.m.
In professional sales, the salesperson must be perceived as a well-trained professional, an expert, who can provide solutions to tough, critical business problems. Proposal and presentations are the mediums by which the salesperson communicates those solutions. Increasing your skill in these areas will show a big payoff on the bottom line.
- Quickly Organize Ideas and Insights into a Writing or Presentation Plan
- Use 12 Key Principles to Increase the Persuasiveness and Clarity of Writing
- Move a Presentation to Closure
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Achieving Total Sales Quality Through Virtual Selling
Mary Committe, President
Marketing Mastery
Friday, 9:00 a.m. - 5:00 p.m.
This hands-on workshop focuses on how companies can make the vision of Total Sales Quality through Virtual Selling a reality. Virtual Selling is the result of the application of the state-of-the-art in management principles, information technology and communications technology to the selling process. If you are in the process of implementing or evaluating using technology to leverage the effectiveness of your sales organization, this is a must attend session.
- Maximize the Individual's Selling Time
- Position the Salesperson to Independently Make Critical Decisions that Best Serve Both the Immediate and Long-Term Needs of the Customer
- Providing Complete Access to All Relevant Corporate and Market Data to Make the Sale
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