Effective Field Sales Management
November 1-3, 2011 Schedule
Tuesday Wednesday Thursday
Morning Program Introduction Organizing the Group Activity:
and Overview Sales Team Case Analysis
John Monoky Roles of the Seller Setting Objectives and Goals
Monoky & Associates
Organization and Deployment Coaching
of Selling Resources
Planning the Performance Appraisals
Sales Program Measuring the
Motivation Models
Effectiveness and Efficiency
Today’s Selling Realities Leadership Style
of the Sales Team
The Market Plan
Sizing of the Sales Force
The Account Portfolio
Territory and
The Drivers of Sales Success Account Management
Sales Leadership Audit
Setting Priorities
Focusing Resources Summary and Evaluations
Developing Sales Programs
Lunch Lunch
Afternoon The Role of the Recruiting and
Sales Manager Selecting Sellers
Job Descriptions, Functions, The Hiring/Training
and Competencies Tradeoff
Transition from Selling
to Managing Diagnosing and Improving
Sales Performance
Results-Oriented
Sales Management Identifying Performers
and Non-Performers
Priority Activities and
Time Utilization Sources of Information
Factors Impacting
the Numbers
Faculty and Curriculum Subject to Change
Executive Education
Phone: 612-624-2545, 800-388-3863 Email: execed@umn.edu
11/23/2010