Sales Management Workshop FAQs

Who should attend?

Our Sales Management Workshop is designed for senior managers who are responsible for directing a sales force. Participant titles include CEO, president, owner, partner, vice president of sales, vice president of sales and marketing, director of sales, director of sales and marketing, regional sales manager, national sales manager, international sales manager, and director of business development.

Is there any work I have to do before the seminar starts?

There will be some articles to read. You will also be required to gather some sales information about your organization to use in our worksheets for your personal analysis. No financial information will be shared with other participants.

Do I need to bring a laptop or a calculator?

No.

What is the dress code?

The dress code is business casual.

I want to arrange some dinner meetings while I'm in town, are there any nights that have group work or long assignments?

All work will be completed during seminar hours (typically 9 to 6). You are free to schedule your own dinners.

I will need to keep up with work from the office. How much homework is there?

We have designed the seminars to give you plenty of time to contact your office and do your e-mail in the morning, during the lunch break, and in the evening.

Could you give me some more detail on the topics that will be covered?

• Strategy and Positioning: You cannot start a sales program without a strategy. We will discuss possible market strategies depending on the characteristics of your organization.
• Sales Concepts: Sales is a process, and as a process it is composed of stages and has a terminology of its own. We will define these concepts.
• Sales Management: How do you know if your reps are on-track to meeting your goals? How do you measure their performance? Are you compensating the right behaviors? What is your pipeline? Do you actively manage it?
• Sales and Marketing Management tools: An overview of Sales Management tools and how to use them in the sales process.
• How to use research in sales: Tips on how to read research reports and how to motivate your salespeople to sell -- and your clients to buy -- using market intelligence and information.
• Sales Team profile and location: What are the best strategies for hiring and training salespeople? Should you hire a sales rep in Alaska? Do you have to hire someone with experience in localization?
• Sales Team compensation and quotas: How to define commissions and quotas.
• Target Markets: Calculating market size and potential for territory and sales quota determination.
• Vertical Market and Geographical Sales Strategies: Pros and cons of vertical market and geographic sales. Assignment of accounts to salespeople based on vertical market and sales expertise.
• Lead Generation Activities: How to get qualified lists of prospects.
• Marketing Materials and Campaigns: Are they useful? How to take advantage of marketing concepts to generate leads and close sales.
• Pipeline Management and Forecasting: Creating a pipeline and managing it to generate reliable information on future sales.
• Client Mapping: Techniques to penetrate major accounts.
• Client Profiles: Who buys translation services.