JAMES B. HENRY CENTER FOR EXECUTIVE DEVELOPMENT

M A R K E T I N G & S A L E S

MAY 1-2, 20191

MAXIMIZINGSALES TEAM

PERFORMANCE: TRANSITIONING FROM INDIVIDUAL

CONTRIBUTOR TO SALES TEAM LEADER

PROGRAM INTRODUCTION:A large percentage of sales supervisors and managers are promoted from within the ranks of the sales force. However, the competencies required for thriving in a managerial capacity and for driving sales team success are different than that required to be an effective individual sales performer. This program is designed to build the skills that new sales managers need to maximize organizational performance.

KEY LEARNING OUTCOMES:After attending this program, participants will be able to better:

• Understand and harness the drivers of sales team performance

• Create a winning sales culture that maximizes the individual potential of sales team members

• Motivate your sales team to reach higher sales goals

• Increase the impact of team meetings and individual coaching sessions

• Enhance ability to attract, develop, and retain talent

• Strategically and tactically leverage information for sales success

• Efficiently manage time, prioritize effectively, and excel at the many facets of the sales manager role

WHO SHOULD ATTEND:Individuals recently promoted into the role of sales manager or sales supervisor in both large and small companies, as well as other individuals seeking to improve their sales management abilities or gain additional insight into sales management fundamentals. This program is intended for people with direct reports or soon to be in a role managing and supervising sales managers.

PRICE & REGISTRATION:$2395 – full tuition (includes materials, meals and certificate of completion)

$1995 – early bird registration (available until 30 days before program date)

FACULTY INSTRUCTOR:Doug Hughes, Ph.D., Chairperson, United Shore Endowed Faculty Fellow In Sales Leadership, Department of Marketing, Broad College of Business

SCHEDULE:Day 1:9 a.m. Managing People • Leadership • Organizational Culture • Motivation & Control Systems • Sales Contests & Incentives

12 p.m. Lunch

1 p.m. Managing Internal/External Relationships • Hiring and Training • Coaching • Customer & Channel Relationships • Managing Up & Across

Day 2:9 a.m. Managing Information • Sales Planning • CRM & Competitive Intelligence • Forecasts, Quotas, & Goals • Performance Tracking & Management

12 p.m. Lunch

1 p.m. Performance Management (Role Plays)

2:30 p.m. Managing Time • Importance • Principles • Inhibitors • Tools • Practices

3:45–4 p.m. Wrap-up, Conclusions, Evaluations

Program content is correct at the time of printing, but may be subject to change.

For more information, go to: broad.msu.edu/executive-education

SELECT LIST OF PAST PARTICIPATING COMPANIESAcme Building Materials American Label & Tag, Inc. Armor Express BioMed Specialty Pharmacy Bridgestone Tire, LLC Cambridge Consulting Group Cardinal Commerce Corporation CH Robinson Demmer Corporation DENSO Int’l America, Inc. DeWys Manufacturing, Inc. Duro-Last Roofing, Inc. Earthy Delights Genesis Energy, LP Grand Rapids Chair Company Greenlee-Textron GreenPath GreenStone Farm Credit Services HealthPlus of Michigan I.H.S. Automotive Insurance One Agency, Inc. KS Kolbenschmidt US, Inc. Kar’s Nuts Lacks Enterprises Lane Automotive Laser Dynamics LaVanture Products Company MAPAL, Inc. Magna E-Car Systems McDonald Modular Solutions, Inc. Michigan Chamber of Commerce Michigan Packaging Michigan Public Health Institute National Food Group Omni Quality Assurance, LLC Proper Group International Quality Aluminum Products, Inc. Quality Edge SME Spartan Chassis, Inc. Spider Staging St. John Providence Stoneridge, Inc. Sunset Healthcare Solutions Therma-Tru Doors Thompson Reuters UBS Financial Services Ultimate Software

M A R K E T I N G & S A L E S

CO

MM

EN

TS F

RO

M

SEM

INA

R P

AR

TIC

IPA

NTS

: “I

feel

like

this

pro

gram

cov

ered

a lo

t of m

y bi

gges

t ch

alle

nges

and

con

cern

s. T

he g

roup

wor

k an

d

disc

ussi

ons

wer

e he

lpfu

l to

hear

com

mon

them

es

and

idea

s on

way

s to

add

ress

cha

lleng

ing

issu

es.”

“I li

ked

the

mix

of p

rese

ntat

ion

and

grou

p di

scus

sion

. I r

eally

like

d th

e ca

se s

tudi

es a

nd b

reak

ing

into

gro

ups

for d

iscu

ssio

n.”

“The

wid

e ra

nge

of to

pics

cov

ered

was

ver

y he

lpfu

l to

a n

ew m

anag

er o

f sal

es.”

“Gre

at p

rogr

am! I

will

use

man

y of

thes

e to

pics

in

my

daily

job—

very

pra

ctic

al s

olut

ions

to m

ake

im

prov

emen

ts a

nd e

nhan

ce m

y pe

rfor

man

ce

and

my

team

’s p

erfo

rman

ce.”

Exe

cuti

ve D

evel

op

men

t P

rog

ram

s M

ichi

gan

Stat

e U

nive

rsity

Th

e Ja

mes

B. H

enry

Cen

ter

fo

r Ex

ecut

ive

Dev

elop

men

t

3535

For

est

Roa

d La

nsin

g, M

I 489

10-3

831

Non

profi

t O

rg.

U.S

. PO

STA

GE

PAID

La

nsin

g, M

I Pe

rmit

#24

9

CO

NTA

CT:

ed

p@br

oad.

msu

.edu

51

7-35

3-87

11

broa

d.m

su.e

du/e

xecu

tive-

educ

atio

n