Transformational Sales & Business Leadership

Date:
Oct 06 - 10, 2014
Time:
Beginning Noon October 6 
Running through Noon October 10, 2014
Location:
Terry Executive Education Center
3475 Lenox Road, Atlanta, GA 30326
Cost:

General: $4,500
Early Registrant: $4,300
Alumni: $4,000
 

Early Registration Deadlines

September 8, 2014

* To receive the early registrant rate, 
registrants must pay before the early bird deadline.

Program Details

Where high potential sales leaders go to accelerate growth and achieve breakthrough success
 
Are you...
 
Chasing a quarterly number, but want to drive the business to new heights?
 
Struggling to make your voice heard in the organization, and to marshal the resources to bring dramatically new value to your customers?
 
Caught in price wars and frustrated with your team’s inability to make customers into true believers in your offering?   
 
Looking to break out of your functional silo, broaden your impact, and increase your value to your business’s bottom line?
 
Someone with little patience for classroom theory, but a hunger to transform the way you lead your team, and to move up in the organization?

 
Unlike traditional executive education programs targeting salespeople, this course will provide high potential sales leaders with the business acumen to become leaders in their organizations.   Faculty include Senior VP of Equifax Information Services LLC, Drew Nathan; VP - Sales & Professional Sales of Lexis Nexis, BJ Schaknowski and two best selling leadership authors Lisa Earle McLeod and Amanda Setili.  
 

Transformational Sales and Business Leadership is a five-day program offered by UGA’s Terry College of Business that will redefine effective sales leadership by introducing a new way of thinking about the sales manager’s role. 

This program gives new sales leaders the financial acumen and tools to understand how what they sell affects their company’s balance sheet and that of their customers.  This knowledge, combined with hands-on instruction on tactical planning and objectives-setting and real-world exercises, will enable course participants to become more effective, strategic sales leaders who create opportunities for building their company’s business.

You’ll learn how to lead a sales team and how to identify the drivers for profitable growth, so your team knows what products or services to focus on. More importantly, you’ll become a strategic asset to your company.  

Monday (afternoon only): 

  • Lunch Program Introduction
  • Sales Leadership 2.0  - How the role has changed and the critical success factors.
     
Tuesday (8 a.m. to 5 p.m.)
  • Sales Planning  & Forecasting – Tools to make it easy, fair and credible
  • Building a Rock Star Sales Team – Who should stay, who should go, and how to accelerate growth with your top performers.
     
Wednesday (8 a.m. to  5 p.m.) 
  • Sales Training –  What works, what doesn’t and how to get the most for your training investment.
  • Business Objectives –  Linking revenue targets and strategy
 
Thursday (8 a.m. to 5 p.m.)
  • Compensation &Performance Appraisals – Managing for peak performance.
  • Leadership & Motivation – Creating teamwork and drive; identifying and capturing growth opportunities.
 
Friday (8 a.m. to Noon) 
  • Sales Plan Presentations
  • Closing Session

Drew Nathan, Senior Vice President
Equifax Information Services LLC

BJ Schaknowski, Vice President – Sales & Professional Services
LexisNexis – Business of Law Software Solutions

Sam Daniels, program faculty director. An executive with four decades of global management and sales leadership experience, Daniels has held a variety of executive positions in both private and publicly held corporations, primarily in the manufacturing sector. Daniels’ expertise includes organizational and business development as well as acquisitions.   He led all sales, marketing and operations worldwide for the $650 million Acuity Brands division, Zep Manufacturing, a market leader in industrial chemicals and one of the largest direct selling organizations in North America.  In 2005, Daniels founded Algonquin Products, which provides cleaning and sanitation solutions, primarily for the food processing industry.
 
Scott B. Law currently serves as Atlanta Managing Partner for Tatum, a Randstad Company and was previously VP for global outplacement consultancy at Challenger, Gray & Christmas, Inc. An MBA graduate of Terry, he was founder and managing partner of human capital advisory firm, McCormick & Associates, LLC. He also was controller for the Home Depot At-Home Services Division.
 
Lisa Earle McLeod, creator of the popular business concept Noble Purpose, and author of best selling book. Selling with Noble Purpose. Organizations like Apple, Google and Kimberly-Clark hire McLeod to help them create passionate purpose-driven sales organizations.  She is the sales leadership expert for Forbes.com and has been featured on the Today Show and Good Morning America.   The founder of McLeod & More Inc,, McLeod’s is a sought-after keynote speaker who works senior leaders around the globe.
 
Amanda Setili, Amanda Setili is managing partner of the strategy consulting firm, Setili & Associates and author of The Agility Advantage, How to Identify and Act on Opportunities in a Fast-Changing World. Organizations like Coca-Cola, Delta Airlines, The Home Depot, and Walmart hire her to give them unbiased advice about their strategic direction. Before starting Setili & Associates, she consulted for McKinsey & Company, and worked in engineering and operations at Kimberly-Clark. Setili served as an adjunct professor at Emory’s Goizueta Business School. She earned her degree in Chemical Engineering from Vanderbilt, and her MBA with distinction from the Harvard Business School.
 

 "It's hard for sales leaders to be in sync with other managers in their business.

They often don’t get the opportunity to learn the drivers of their business from a financial standpoint, yet sales leaders make decisions every day that affect their company’s income statement. This course will turn sales leaders into strategic business leaders for their organizations." 
 

Sam Daniels, Adjunct Professor, Terry College of Business

end quote
Sam Daniels
Founder, Algonquin Products

Sam Daniels led all sales, marketing, and operations worldwide for the $650 million Acuity Brands division, Zep Manufacturing, a market leader in industrial chemicals and one of the largest direct selling organizations in North America.  In 2005, Daniels founded Algonquin Products, which provides cleaning and sanitation solutions, primarily for food processing.

Lisa Earle McLeod
Founder, McLeod & More Inc.

Creator of the popular business concept Noble Purpose, and author of best selling book. Selling with Noble Purpose. Organizations like Apple, Google and Kimberly-Clark hire McLeod to help them create passionate purpose-driven sales organizations.  She is the sales leadership expert for Forbes.com and has been featured on the Today Show and Good Morning America.   

Amanda Setili
Managing Partner Setili & Associates

Author of The Agility Advantage, How to Identify and Act on Opportunities in a Fast-Changing World. Organizations like Coca-Cola, Delta Airlines, The Home Depot, and Walmart hire her to give them unbiased advice about their strategic direction. Before starting Setili & Associates, she consulted for McKinsey & Company, and worked in engineering and operations at Kimberly-Clark. Setili served as an adjunct professor at Emory’s Goizueta Business School. She earned her degree in Chemical Engineering from Vanderbilt, and her MBA with distinction from the Harvard Business School.

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