Dates: October 25-27, 2016
Maximizing sales performance is one of the most critical challenges of any organization. An effective salesforce is the engine that drives the growth and profitability of any company, and every successful sales team needs capable management to help it reach its full potential. Driving and sustaining results from the sales team can be a difficult task, especially in a global market that is becoming increasingly competitive. UNC’s sales management program is designed to provide the knowledge, skills, and experience that sales managers need to be effective, with tools and frameworks to better manage their organizations' salesforces.
This Sales Management program is for high-potential and mid-level managers or directors who:
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- Have a minimum of five years of experience
- Are concerned with the translation of their marketing strategy through a sales force
- Have a direct responsibility for the organization’s selling efforts
- Are involved in sales team management
In this Sales Management program, you will learn how to:
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- Design an effective sales force management strategy
- Organize your sales force to get superior results while keeping head count down
- Put the right people in the right job
- Manage sales force turnover to your firm’s advantage
- Maximize your sales training dollars through the content, frequency, and length of your sales training opportunities
- Compensate your people to achieve maximum motivation from the money spent
- Use the proper measures to control, evaluate, and motivate your sales force
- Motivate your sales force using involvement, trust, and pride
- Select, develop, and train an effective field sales management organization
- Use automation where it counts
- Keep your sales force small while achieving big results
- Adapt your sales force efforts to the special needs of the major sale
- Develop an effective sales lead management system
Our Sales Management program incorporates the following key concepts:
The Importance of Salespeople in Today's Environment
You will gain a deeper understanding of the peculiar nature of the selling job and develop a scheme for analyzing sales force issues related to market strategy implementation.
Superior Salespeople: What Are They Like?
You will take a look at how the act of selling has changed from the past and how it will change in the future. You will hear about the modern sales personality and the characteristics of super salespeople, and you will discover how high performers differ from average performers. It will become evident why hiring the right person results in peak sales performance, and you will understand how and why sales management has evolved over the years.
The Sales Climate: Critical Importance of Effective Field Sales Management
You will determine whether your sales management team is effective and who should be on this team. You will take a look at best practices in field sales management training and review what methods leading companies incorporate into their training efforts. As you identify the characteristics of effective sales management, you will define the sales manager's job and review the importance of knowing when to get out of the salesperson’s way to allow each individual to get his or her job done.
The Sales System: Its Elements and Its Design
You will review three basic sales management questions: What must my salespeople do? What must my salespeople know? What must my salespeople be? You will also learn about the individual elements of the sales system: organization, deployment, selection, training, compensation, control, and evaluation.
Selecting, Finding and Training Superior Salespeople
You must be able to understand and correctly define the sales job in order to effectively match specific people to the specific needs of the job. You will learn to look for recruits inside and outside of the firm and incorporate business sales training into your sales management efforts. In your effort to find and keep superior salespeople, you will have to tackle dealing with incompatible demands.
Sizing, Organizing and Deploying the Sales Team
You will learn about new tools for handling complexity in a large, varied sales team and how to understand the inherent tradeoffs in each decision.
Motivating, Compensating and Evaluating Sales People
You will need to identify what really counts to your sales force, in addition to money, and to measure the proper result. You will review the pros and cons of current sales management strategies on motivation, compensation, and evaluation.
Managing the Major Sale
You will review how sales management’s tasks change with major sales in complex selling environments.« PrevNext »
The Sales Management program features several esteemed members of the UNC Kenan-Flagler Business School faculty. Listed below is a sample of the faculty and topics that are typically included in this three day program.
Michael Christian is an assistant professor of organizational behavior whose teaching interests include leadership coaching, leading effective teams, and organizational change at UNC Kenan-Flagler.
Noah Eisenkraft is an assistant professor of organizational behavior who teaches negotiations in the MBA Program and conducts negotiations workshops with leaders in the public and private sector.
Dave Roberts is an assistant professor of marketing who has spent more than 25 years helping organizations improve their performance in sales, sales consulting, and sales management.« PrevNext »
This Sales Management program is held at the Rizzo Conference Center, our world-class facility in Chapel Hill, North Carolina. The Rizzo Conference Center was designed to foster executive management education and is wired for business so we can integrate new technologies into our teaching methodologies.« PrevNext »
Below you will find links to additional information on the Sales Management open enrollment program:
Program Brochure of the Sales Management program
Sample Schedule for the Sales Management program