The Role of the Sales Dept in the Organization


Michael Burns, 18.02.2010, M6 Educational Centre

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How will you benefit?
The sales force in various organizations is often underutilized and does not perform to its full capacity. Mr. Burns will share with us the Lee Dubois training methodology which has dramatically improved sales performance of companies such as Ford, Chrysler, Allianz, Nationwide Insurance, Bear Stearns, US Steel, John Deere, Time Warner and Holiday Inn. The focus of this seminar will be two-pronged, dealing with both winning sales strategies and management of sales staff.

Who Should Attend
Senior Management, and in particular the heads of the Sales and Marketing departments where attendance of middle management is recommended.

Agenda

9:00 Registration

9:30 – 10:00 Module 1: Corporate perceptions - The weight of internal positioning and structure
· The Role of the customer in corporate thinking.
· The Sales Force-An investment or cost? Departmental perceptions and corporate communications.

· How the Recession has re-aligned our Selling Perspective.

10:00 – 11:00 Module 2: Recruiting and Motivating Top performers - A strategic perspective
· The HR function- Winning Characteristics . . . "What Works" and "Who will Work?"
· Goal Consistency between Sales Management & Recruiters
· Hygiene Factors in your Motivational Selling Climate -Relevance of Retention.

11:00 – 11:15 Coffee Break

11:15 – 12:45 Module 3: Enhancing effectiveness in difficult times
· Understanding our differences. · How Top Management measures your Management Potential · Fitting field Sales Tactics into strategic Company Objectives · Motivation vs Movement during recession.

12:45- 13:30 Lunch Break

13:30 – 14:45 Module 4: The Alpha and Omega of Professionalism- the Key to sales success
· What is a true “Sales Professional”? · The Science of Consultative Selling. · Ethical considerations and learning from the financial crisis
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Michael Burns
Mr. Burns is the Chief Sales Officer and Managing Partner for the TMM Group, he is a also a Professional Sales and Sales management training advisor with top training from the Chartered Institute of Marketing (CIM-UK), the University of Ulster , The National Association of Pharma. Reps (NAPSR-USA), Lee Dubois Technologies –Talent and Leadership Development Training (USA). Mr. Burns is a former multiple performance award winning Sales rep and manager with US fortune 500 companies including- Harley Davidson, Ford and Chrysler, and has provided Professional Sales Training (Lee Dubois ciric.) in the region.
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