Accelerating Sales Team Performance
About This Program
To learn more about this program, download a brochure or reach out to Carol Roecklein at croeckle@umn.edu or at (612) 625-5412.
Today's front-line sales managers face significant challenges while they strive to achieve broad-based and sustainable growth. These challenges include trends toward:
- Commoditization of value (as procurement departments utilize increasingly sophisticated buying processes)
- Disruption within their industries
- Perceived diminished role of sales within the customer experience
- Evolving generational expectations of sales producers
In order to succeed within this environment, front-line sales managers must be able to lead their teams to enhanced productivity. One critical component for success includes better meeting the needs of their individual team members. This reality can be particularly challenging since many front-line sales managers have been promoted to their roles without ever receiving any sales management training or development.
This course is an interactive, three-day learning experience designed to build practical sales management capability. Participants will learn from Carlson School and industry experts as well as their peers. They'll return to work reinvigorated and ready to apply proven leadership skills to drive profitable growth.
Program Contact
- Email: croeckle@umn.edu
- Phone: 612-625-5412
- REQUEST COURSE CATALOG
Who Should Take This Course & Why
- Front-line or first-time sales managers with direct supervisory or support responsibility for producing sales representatives or independent contractors/agents.
- A greater understanding of their leadership role, its direct impact on team performance, and strategies to increase leadership effectiveness.
- Enhanced coaching and communication skills
- Strengthened business acumen to make better, faster decisions
- How to position value over price to drive profitability
- How to flex personal style to better meet the needs of individual team members
- Successful hiring, development, and retention tactics
- Development of a personalized action plan that can be immediately put into practice
Schedule
Morning
Corporate Sales and Marketing in the Global EconomyLeadership Role and Responsibility
Sales Team Communication
Afternoon
Sales Team CommunicationCoaching for Success Across Generations
Morning
Managing the Performance of Your Sales TeamPerformance Segmentations
Afternoon
Sales Talent Acquisition & DevelopmentMorning
Business AcumenSales Funnel Management
Value-Based Sales Process Part I
Afternoon
Value-Based Sales Process Part IIGroup Presentations
Morning
Corporate Sales and Marketing in the Global EconomyLeadership Role and Responsibility
Sales Team Communication
Afternoon
Sales Team CommunicationCoaching for Success Across Generations
Morning
Managing the Performance of Your Sales TeamPerformance Segmentations
Afternoon
Sales Talent Acquisition & DevelopmentMorning
Business AcumenSales Funnel Management
Value-Based Sales Process Part I
Afternoon
Value-Based Sales Process Part IIGroup Presentations
Additional Details
Faculty
John Kammeyer-Mueller teaches courses related to organizational behavior and human resources in the undergraduate, masters', and doctoral programs at the University of Minnesota. He is particularly interested in learning how interpersonal relationships with co-workers and supervisors can affect how new hires see their work environments over time.
Tony Ennis is a Principal with IMPAX, a nationally recognized sales consulting and training organization and a 2017 Selling Power Top 20 Sales Training Company. Tony’s sales leadership career with companies such as Jostens spans more than twenty years. At IMPAX, Tony is responsible for business development, client delivery, and the development of the IMPAX strategic alliance network.