Sales Management
Creating a High-Performance Sales Organization
3, 5-Day Program
About the program
Queen's Sales Management Program is an intensive immersion in cutting-edge sales management concepts, tools and methods. It will enhance your ability to create and lead a high-performance sales organization.
Session leaders have extensive sales and business experience and have worked with organizations worldwide to improve sales performance.
This program will enable 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
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.
Who should attend
Sales managers and executives at all levels of the organization.
Queen's Executive Certificates
This program may be taken as one of the requirements for the Queen's Executive Certificate in Leading the Sales Organization.
Learn more
Speak to a member of our team
Call 1.888.393.2338 or Chat live
Monday to Friday. 8:30am - 4pm EST
Upcoming Sessions
Organizational benefits
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
Personal benefits
Enhance your sales management effectiveness; 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
Program content
The program leverages the educational power of multiple teaching tools, including classroom discussions and seminars, case studies, group interactions, and individual coaching.
The Program is built around a four-step process:
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Building an Effective Sales Strategy
Successfully 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
-
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
-
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
-
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
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
Peter Jensen is an internationally recognized authority on high performance. Since achieving his PhD in Sports Psychology, he has attended six Olympic Games as a member of the Canadian Olympic team and has worked with over 40 medal-winning athletes and coaches. He is currently the mental training consultant for Canada's Olympic women's hockey team. He is the author of The Inside Edge, a book that describes how to improve both your personal and organizational performance under pressure, and Igniting the Third Factor, a book on how to inspire greatness in others. Dr. Jensen is the founding partner of Performance Coaching Inc., a corporate training firm. He has been featured on ABC, CBS, CBC and CTV. Past corporate clients include BP, Nexen, TD, Syncrude, Labatt, Hydro One, RCMP, GE Capital, and Royal Bank. 
Dr. John Monoky - Sales Management, University of Michigan
John Monoky is an Adjunct Professor at the University of Michigan and a principal in Monoky Associates, a sales and marketing consulting firm. He is an active trainer and has served on the faculty of many executive development programs at several prominent U.S. universities. His primary training, consulting, and research interests focus on business-to-business marketing, sales management, and territory management. Past clients include Bristol-Myers Squibb, BusinessWeek, Ciba-Geigy, Eastman-Kodak, General Electric, Mead Paper, Miles Laboratories, Rockwell International, Saudi Arabian Airlines, Schlumberger Technologies, Southwestern Bell, Texas Instruments, 3M, Travelers Insurance, USA Today, and Weyerhaeuser. 
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
Ken Wong is one of Canada’s most respected marketing professors. He has worked with the Strategic Planning Institute at Harvard University and the Conference Board of Canada, writes a regular column for Canadian Grocer and Meetings & Incentive Travel magazines and contributes to Marketing magazine, Strategy and numerous trade publications. He is a 2006 inductee into the Canadian Marketing Hall of Legends and past winner of the National Post’s Leader’s In Management Education award. He regularly judges the “Canada’s Best Managed Companies” and other competitions, addresses corporations and conventions around the world, and sits on a number of other advisory/directorship boards. He sits on the Board of Directors of the Canadian Marketing Association, and is Vice President, Knowledge Development, with Level 5 Brand Consulting Inc.
