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Queen's Sales Management Program
Who Should Attend
Sales managers and executives at all levels of the organization.
Upcoming Sessions
- May 27 to Jun 1, 2012
- $8,900*
Accommodations and meals included
Discounts for Charitable Organizations
*Fees do not include HST
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Creating a High-Performance Sales Organization
Queen’s Sales Management Program is an intensive 5-day immersion in cutting-edge sales management concepts, tools and methods. It will enhance your ability to create and lead a high-performance sales organization.
This program may be taken as one of the requirements for Queen's Executive Certificate in Leading the Sales Organization.
Learn more>>
This program will allow you to:
- Create an effective sales strategy
- Build and manage a high-performance sales organization
- Create value for your customers
- Maximize return on sales assets
Session leaders have extensive sales and business experience and have worked with organizations worldwide to improve sales performance.
Practical and relevant content delivered by exceptional speakers, and a commitment to unrivaled customer service, have made Queen’s Sales Management Program one of North America’s most popular sales management programs.
Program Content
The program leverages the educational power of multiple teaching tools, including classroom discussions and seminars, case studies, group interactions, and individual coaching.
Call toll free
1.888.393.2338
- Find more information in the Queen's Sales Management Brochure
The Program is built around a four-step process:
1. Building an Effective Sales Strategy
Successful integrating the sales strategy into the corporate strategy
- Developing and implementing an effective sales planning process at all levels – strategic, market, territory, and account
- Integrating sales strategy into the corporate strategy
- Aligning marketing and sales strategies and identifying your most important customers
- Using best practices and cutting-edge sales tools to ensure the successful execution of your sales strategy
2. Creating A Winning Sales Organization
Optimizing your sales structure and performance.
- Determining optimal sales organization size, structure, and deployment and understanding the roles and functions of the “balanced sales team”
- Analyzing your operational and transactional cost structures and improving your return on sales assets
- Developing an effective performance appraisal system and compensation plan
- Implementing value-creating sales models
3. Creating Value for Your Customer
Implementing customer service tools and techniques that add real value.
- Understanding customer buying behaviour and how to use consultative, transactional, and enterprise selling
- Creating a “customer first” mindset throughout the organization and sales team
- Adding value to create customer intimacy and long-term loyalty
- Achieving and maintaining superior levels of customer service
- Creating strategic alliances with customers to ensure long-term revenue and profitability
4. Leading A High-Performance Sales Team
Using coaching and performance management techniques to create a motivated and effective sales team.
- Understanding the factors that affect sales performance
- Finding, selecting, and retaining superior sales professionals
- Refining your training and coaching techniques
- Enhancing teamwork and managing for performance
Enhance your sales management effectiveness; increase your value to the organization.
The program will provide you with an understanding of accounting and financial concepts, and the tools with which to make better business decisions. This will enhance your management effectiveness and increase your value to the organization.
- Improve your sales planning skills
- Understand the roles and functions of a “balanced sales team”
- Learn how to evaluate and manage the competitive landscape
- Learn how to maximize return on sales assets
- Gain insights into sales force structuring and deployment
- Learn how to effectively recruit, reward, and retain superior sales professionals
- Enhance your leadership skills
- Network with a group of experienced sales managers and executives from a variety of industries
- Learn how to lead a healthy and balanced life through the Program’s optional Lifestyle Component
New sales management ideas and practices will have a profound impact on performance.
- Develop more integrated strategic and tactical plans across the organization
- Drive sustainable revenue and profit growth
- Realize a better return on sales asset
- Increase employee retention
- Develop stronger, more profitable relationships with key customers
Outstanding Session Leaders
Session leaders include senior professors from Queen’s School of Business and knowledgeable experts from industry. These outstanding teachers are constantly in touch with today’s business world through real-world business experience, Board memberships and their own consulting practices.
Dr. Peter Jensen - Founder and CEO, Performance Coaching Inc
Dr. John Monoky - Sales Management, University of Michigan
Dr. Shawna O'Grady - Human Resources and Team-Building,
Queen's School of Business
Dr. John Pliniussen - Marketing and Innovation,
Queen's School of Business
John Pliniussen is an authority on innovation, sales management and e-marketing. He has worked or consulted for several Fortune 100 companies, some of Canada’s fastest growing SMEs, many federal and provincial ministries, and numerous agencies and NPOs. His past clients include IBM, London Life, Torstar, Schindler, GM, Constellation Software, and many federal and provincial ministries.
Mr. Ken Wong - Marketing, Sales and Business Strategy,
Queen's School of Business
Session Leaders are subject to change.
