R25 - Building Your Company’s ‘Dream Team’—and Training Them to Win!

Type: Seminar
Date: 10/08/12 4:00 PM CT - 10/08/12 5:30 PM CT
Location: Chicago, IL United States
Web site: http://graph12.mapyourshow.com/5_0/sessions/sessiondetails.cfm?ScheduledSessionID=18A9CCC6&CFID=53045184&CFTOKEN=a52f8826944bb6e8-3B4482A8-E197-9F00-5C12F34B420BD228

Fee: $125 (or counts as 1 session towards a value package)

Date: Monday, October 8
4:00 pm - 5:30 pm

Speaker: Mike Philie

Description:

As printing companies transform to take advantage of the structural shift within the industry and redistribution of the business, one area that cannot be ignored is the sales team. What did the reps do well in the past? Where are they succeeding today? And more importantly, where are the gaps? Filling those gaps and building a team that is responsive to the monumental shifts in business are crucial elements to leveraging your company’s successful transformation in order to thrive in the years to come.

You Will Learn:

  • How to best evaluate your current sales team
  • What to do with your legacy sales reps
  • What has changed relative to “relationship selling”
  • How to establish your recruiting guidelines, interview process and goals for hiring the most qualified team members
  • What skills to hire for to fill the gaps
  • Setting expectations for new and existing reps driven by your sales plan, and the discipline to manage those activities
  • Team selling opportunities and compensation
  • What you should “stop” doing
  • New opportunities don’t look like the old ones…how to prepare your team for success
  • Your role as the leader—what’ s different today and how you can make a difference

Who Should Attend:
Owners, Presidents, Sales Managers, and Senior Management Team Members.

Business Categories:
Executive, Management, Sales and Marketing

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