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Bill
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SALES SYSTEM MANAGEMENT
EXECUTIVE TRAINING PROGRAM
Classic sales management
focuses on sales methods. It views sales as an organization unit where
management must keep cost under control, find the right organization, provide
the right tools (for example "deal management", "key account management", "value
based selling", "CRM") and motivate sales people and pay fairly by performance.
Modern sales management focuses
on leading sales with a system approach. It views sales as a business system which
management must lead to healthy sales growth, recognizes how its own decisions
constrain that system, resolve these constraints and thus leads the sales
system as the primary value creating element of the enterprise.
This event focuses on top management's tasks
in leading sales with a system approach (sales system management, SSM).
It consists of a 2-day program of
intensive coaching and training sessions in which participants learn to view and lead their
sales as enterprise wide system (sales system management). Participants create:
-
a view of their company's sales
system,
-
a diagnosis of their fitness to lead that
sales system,
-
an operational plan for leading their
sales system to healthy, sustainable sales growth.
In view of this focus participants
at this event must be "sales" managers with executive responsibility - for example CEOs,
sales executives, marketing executives, sales region managers, country sales
managers or product line managers.
Please find the next dates in our
event calendar.
PROGRAM LEADER
<top>
Dr.
Dietrich Legat
Day 1
9:30
Introduction
10:00 10:45 Our Sales System
o
The company business
system
o
The company's eco-system
o
The sales system
10:45 11:00 Break
11:00 12:30 Working session
1: Defining the sales system
12:30 14:00 Lunch
14:00 15:00 The goals for our
sales system
o
Process management and
management projects
o
Executive roles in
system leadership
o
Company goals and
system performance
14:45 15:00 Break
15:00 16:00 Working session
2: Setting goals for the sales system
16:00 17:00 The operational
plan for the sales system
o
Operational planning
of company business systems
o
Defining system
critical operational actions
Day 2
9:30 12:00 Working session
3: Developing the operational plan for the sales system
10:30 10:45 Break
12:00 14:00 Lunch
14:00 15:00 Leading the sales
system with the operational plan
o
Even the best plans
fail
o
Successfully leading
operational plans
15:00 15:15 Break
15:15 15:45 Our improvement
plan - self diagnosis and improvement plan
15:45 16:00 Discussion
We are happy to answer your questions. Please send
us an
e-mail.
To register please use our
registration form.
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Our
Seminars for Chief Sales Officers
Unblock the Power of Your Sales
Force!
German:
Feb.16, 2010, Vienna, Austria
English: March 2, 2010, Geneva, Switzerland
German:
March 18, 2010, Grosshartpenning, Germany
German:
April 20, 2010, Vienna, Austria
English; June 9, 2010, Geneva, Switzerland
DELTA T-Selling Consultants
School
April
12-16, 2010, Geneva, Switzerland
Our Books
Sales management with a system approach based on Goldratts theory of constraints
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31,90 / 28,80 (plus shipment)
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Leading Key Account Sales Organizations
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Our Seminars
DELTA T-Selling
Consultants School
Oct 19-23, 2009
- in English
Geneva,
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Unblock the Power of Your Sales Force!
September 22, 2009 - in English, Geneva, Switzerland
November 4, 2009 - in German, Linz,
Austria
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Latest
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Protecting Sales in Times of Financial Crisis
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