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Designing the Sales Force in 2011

Discover 10 Best Practices Proven to Deliver Results

Description

We rely on the success of sales organizations. We feel we need to do our part to make them successful in 2011. Therefore, we have built an educational program that provides you The Ten Best Practices Proven to Deliver Results. The 90 minute presentation covers:

  1. Causes of sales force re-design: Assessing how customers, competitors, and the business environment have changed and how you should respond.
  2. Sales Force Sizing: Determining how many reps you need next year through five tests.
  3. Configuring the sales force: Lowering costs and increasing productivity through sales force specialization.
  4. Channel Optimization: Determining which channels are needed to drive efficiency and which channels are needed to drive effectiveness?
  5. Account Segmentation: Assigning accounts to reps to improve coverage, increase productivity, lower costs, and boost morale.
  6. Key Account Management: Properly resourcing the company’s top asset -- its key customers.
  7. Compensation planning: Using sales incentive plans to drive results.
  8. Talent management: Defining ‘A’ player profiles, finding and developing top sales talent.
  9. Performance management: Using leading indicator sales metrics to manage the sales force.
  10. Win/Loss Forensics: Capturing customer input as to the reasons opportunities are won or lost and what to do about it.

Dates: May 2010 - September 2010. Request your tour date below.
Location: Your place of business.
Who Benefits: CEO and Head of Sales.
How Executive Benefit: Compare 2011 planned sales force design vs. world class companies.
What Executives Get: Top 10 sales force design best practices.
Cost: $0. The tour has been sponsored by author’s publisher.
To Register: See registration request form below.

Registration Request

Past Participants

Past Participants

Speaker

Event Speaker - Greg AlexanderGreg Alexander is author of Making the Number: How to Use Sales Benchmarking to Drive Performance and Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives.

He serves as CEO of Sales Benchmark Index. SBI is a professional services firm focused exclusively on sales force effectiveness. SBI is differentiated through its application of benchmarking method to improve sales results

Alexander has been profiled in The Wall Street Journal, appeared on MSNBC, and featured in Fortune Magazine, Inc. Magazine, Investor’s Business Daily and other leading publications.

Sales and Marketing Management Magazine named Alexander “Sales Manager of the Year” for his work leading EMC Corporation’s sales force, prior to joining Sales Benchmark Index. Mr. Alexander also served as Vice President of Sales and Marketing for Recall Corporation, where he was responsible for creating and implementing the sales strategy across the United States, Canada, and Mexico.

Greg’s client list includes leaders from many industries. Adobe, Eloqua, Reed Elsevier, Emerson Electric, Fairchild Semiconductor, Forrester Research, Integrated Device Technologies, Phase Forward, Safety-Kleen, Genzyme Biomedical, Conoco Philips and many others. He earned an MBA from Georgia Tech and an undergraduate degree from the University of Massachusetts.