Santa Clara University

Effective Sales Management: Motivating and Managing to Maximize Your Sales

October 10-12, 2007
8:30 a.m. to 4:30 p.m.
Santa Clara University campus

Program Fee $1,725 (includes continental breakfast, refreshments, and materials. A one hour, one-on-one consulting session at SCU with Professor Corio within 60 days of session completion is also included in the program fee.)

Effective Sales Management will provide participants with basic and advanced sales management tools and techniques necessary to successfully manage the sales function. Based on formal sales management development programs utilized for over three decades by companies distinguished by their sales excellence (e.g. IBM), the design of the program will enable you to understand and effectively utilize advanced sales management tools and techniques that will:

• heighten sales rep morale and loyalty
• significantly reduce and limit turnover
• maximize customer satisfaction, and
• maximize performance for the enterprise

After participating in this program, you will be better equipped to:

• develop the most highly skilled sales people in the field
• implement effective territory planning and business management
• optimize resource planning and organizational management
• utilize proven personnel management and development techniques
• develop high leverage sales incentive and compensation plans

Program Structure

This three-day program will consist of multiple modules focused on individual skill requirements for managing the sales function. Each module addresses the most critical skills necessary to both manage the functional sales organization as well as the sales individuals within it. The program is highly interactive and will provide attendees with an opportunity to discuss the concepts covered in the contexts of their own businesses. The skills development methodology used in this program is based on concept presentations followed by examples, quizzes and work group labs.

Program Modules and Content

• Advanced Questioning and Sales Techniques Review
• Resource and Capacity Planning
• Structuring The Sales Organization - SBUs and Specialization Territory and Key Account Strategies and Planning
• Territory and Sales Rep Management
• Performance Planning, Counseling, Appraising and Development
• Sales Incentive and Compensation Plans
• Presentation Skills

Who Should Attend
This program is valuable for:

• Managers new to the sales management function
• Sales Managers looking to enhance their sales effectiveness
• Individuals aspiring to sales management positions
• Business Development Managers
• Technical Support Managers
• Marketing Managers with Integrated Sales Support Responsibility

Faculty

Stephen J. Corio is founder and president of Corio Consulting, Inc. and "The Advanced Sales Skills Institute". Steve provides sales management consulting and advanced sales skills training to large and small companies alike. Steve is an Adjunct Professor in Santa Clara University's MBA program, where he teaches "Sales Management", "Marketing Management" and "Competitive Marketing Strategies".

Steve began his career by spending six years in Accounting and Finance management with Standard Oil of Ca, Itel/ISS and Chemelex/Raychem Corp. Steve then entered the field of sales and marketing where after five years of field sales, he spent the next 22 years in a variety of sales training, marketing management and sales executive positions with the IBM Corporation. Prior to his retirement from IBM, his most recent positions were as Storage Systems SI/ISV Market Segment Executive, Manager of Worldwide Sales for Optical Storage Subsystems, Business Unit Executive of Custom Manufacturing and Manager of Worldwide Sales for Mobile and Wireless Systems.

Steve has a Bachelor of Arts Degree in Economics and an MBA from Santa Clara University.