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Sales Manager's Forum

Overview of the Forum:

The AICC’s 2008 Sales Leaders’ Forum, to be held on October 9 – 10, just prior to the Annual Meeting, will give Sales Managers an opportunity to meet with their peers for a lively discussion of the issues they feel are most important in today’s challenging business environment.

This year’s format will focus heavily on interactive group discussions of topics submitted by the Sales Managers in advance, as well as, contemporary subjects including the impact of globalization on our industry. Teams will address specific issues and draw on the vast experience of the group for new ideas and a fresh perspective.

Who should attend: Sales Managers and future Sales Managers

What you will take away: This day and a half Forum will use a team approach to tackle your sales managers’ most challenging issues. Each team will develop action plans to address the issues and present the plans to the group. Other group discussions will focus on:

·        The impact of globalization on our industry

·        Measuring for success

·        Developing a Company-wide perspective – bringing Sales, Customer Service and Production together to achieve Company goals.

·        Motivating your senior sales representatives

This year’s Forum will have the Sales Managers returning to work confident, energized and loaded with new ideas on how to deal with the challenges they face every day.

Agenda

Course begins at 8:00 AM Day 1. Course ends at noon of Day 2

• Introduction and Overview
• Why are we here?
• Develop list of important issues the attendees want to be addressed - include in program and discussion groups

• The Buying Process - How and why customers buy from us
• The Value Proposition
• Developing a "Buyer Focus" - Overview of Huthwaite Advanced Level Sales Training
• Class exercise - Break out groups

• Defining and Measuring Core Values, Capabilities and Performance
• What is important and how do we measure it?
• Developing a "Company-wide perspective"
• Bringing Sales, Customer Service and Production together to achieve the Company’s goals.
• Killing the "sacred cow" - overcoming entrenched practices
• The Impact of Globalization and Technology
• What skills and services will be required to be successful in the global economy?
• Emerging market threats and opportunities
• Maximizing your systems
• Group Topics - Discussions and Break-out session

12:00 - 1:00 p.m. Lunch

1:00 - 5:00 p.m.

• Who’s on your team? - Rookie to Senior Sales Professional
• Setting meaningful goals
• Defining activities to achieve goals and objectives
• Keys to a Successful Compensation Plan - reward profitability, not just sales volume
• Motivating the Senior Sales Professional
• Group discussion and break-out session

• Presentation and discussion of the Plans

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