Effective Sales Management

Terry Executive Education Center
3475 Lenox Road, Atlanta, GA 30326

General: $2,950
Early Registrant: $2,650 
Alumni: $2,500

Program will run in Fall of 2014

Program Details

Effective Sales Management is a comprehensive four-day program that includes a cutting-edge, integrated sales curriculum based on both real-world experience and leading academic thought models. Course instructors include Terry’s talented business faculty and senior-level sales leaders with substantial experience in Fortune 500 companies. These instructors know what you face every day, and will give you the tools and expertise to re-think how you drive revenue generation in your organization.

Whether you are responsible for $50 million a year in sales or $500 million, Terry’s Effective Sales Management program will enhance your leadership skills, give you the tools for better planning and decision-making, and help you identify the gaps and leverage the strengths of you and your team. Specifically, the program delivers what sales managers and executives need to be successful:

  • Understanding your leadership style and how it affects the sales organization.
  • Develop a framework to build a high-performance sales organization—from sales process to forecast planning and pipeline management—including how to better size and coach your sales force.
  • Strategic Thinking Skills to connect your team’s sales performance to the goals of the business, and the ability to innovate the sales process to increase the value derived from each customer relationship.
  • Recruiting and coaching techniques to help you identify, develop and retain A-class performers with reward systems that incentivize them.
  • Real-world application to translate what you learn into an actionable sales plan tailored for your organization. You then present it for immediate feedback before a panel of visiting sales executives.

Who Should Attend?

  • Sales managers on the fast track in their organizations who aspire to be Chief Sales Officers
  • Mid- to senior-level sales managers responsible for P&L performance of a team or division
  • Newly appointed or early-career sales managers seeking to learn sales leadership best practices
  • Entrepreneurs looking to build a high-performance sales team to grow their business

Don’t miss a unique, hands-on learning experience The University of Georgia’s Effective Sales Management, a certification program presented by the Terry College of Business.

 For years I've been asked to perform tasks within our organization

that were vital to solid growth. This course has helped me to understand how these tasks link together from A-Z for sounds application as well as implementation.

Ron Morle, Director of Sales, Avio-Diepen, global aerospace leader

end quote
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