Sales Strategy Tour

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Presenter Details:

Tour Speaker:
Greg Alexander, CEO of Sales Benchmark Index

gregalexander

  

Greg Alexander serves as CEO of Sales Benchmark Index (SBI), a professional services firm focused exclusively on sales force effectiveness.

Greg’s recent client list includes: Adobe, Eloqua, Reed Elsevier, Emerson Electric, Fairchild Semiconductor, Forrester Research, Integrated Device Technologies, Terremark, Ryder, Phase Forward, Safety-Kleen, Genzyme Biomedical, ConocoPhillips, Dow Jones, Kronos, and others.

Sales and Marketing Management Magazine named Alexander “Sales Manager of the Year”.  Alexander’s work has been profiled in The Wall Street Journal, MSNBC, Fortune Magazine, Inc. Magazine, Investor’s Business Daily, etc..

Greg Alexander is also the author of three critically acclaimed books:

  • The CEO's Guide to Getting More Out of the Sales Force (2010)
  • Making the Number: How to Use Sales Benchmarking to Drive Performance (2008)
  • Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives (2008)

Prior to SBI, Alexander served as Vice President of Sales and Marketing at Recall Corporation. In addition, Alexander spent 10 years in sales management at EMC Corporation, known as the “gladiator academy for sales people”.

He earned an MBA from Georgia Tech and an undergraduate degree from the University of Massachusetts.
 

Research Tour: Designing Your Sales Strategy for 2012

  • Date: The 2011 Tour is over. If you would like to be reminded of when the 2012 registration opens, please email info@salebenchmarkindex.com
  • Location: Your place of business or via online webinar

Who Benefits: Chief Sales/Marketing Officer, VP Sales/Marketing, Director of Sales/Marketing Ops

How Executives Benefit: Compare 2012 planned sales strategy vs. world class companies

What Executives Get: Top 10 sales strategy best practices

Cost: $0. The tour has been sponsored by the author’s publisher

Register: A member of our staff will handle logistics after submiting the form

Value

Sales excellence is equal parts the talent of the organization and the performance conditions upon which that talent is placed. This educational program reveals a blue print to build optimal performance conditions in 2012 that enables top talent to thrive. The 90-minute presentation covers:

Creating Performance Conditions to Win:

  1. Compensation Programs- Paying reps for the value they create for the organization. Balancing rewards for revenue, margin, new accounts, retention, etc.
  2. Organizational Models- Putting the right number and type of reps in optimized territories with reasonable goals.
  3. Lead Generation Programs- Providing a steady stream of quality leads for the sales force to call on.
  4. Selling Methodologies- Updating the sales process to reflect the changes happening in the way buyer’s buy.
  5. Modeling Segment Potential- Analytics used to forecast demand and estimate appropriate penetration rates.

 

Attracting and Developing the Best Talent:

  1. Attracting “A” Players- Demonstrating to the labor market why your firm is a great home for super star sales talent.
  2. Selecting The Best- Talent assessment methodologies which distinguish between average and top performers.
  3. On Boarding New Talent- Systems to co mpress the time it takes for a new hire to reach full productivity.
  4. Developing Future Stars- Approaches to unlocking the trapped potential inside of average producers.
  5. Sales Management’s Role- Making sure the most important job in the company is performed correctly.
 

Sample List of Previous Participants