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‘BTA Sales Management Workshop’ Set for Sept. 16-17

26 Aug, 2009

‘BTA Sales Management Workshop’ Set for Sept. 16-17

Kansas City, MO (August 2009) — On Sept. 16-17 at the Mandalay Bay Resort and Casino in Las Vegas, the Business Technology Association (BTA; www.bta.org) and Strategy Development (www.strategydevelopment.org), a management consulting and advanced sales training firm, will host the “BTA Sales Management Workshop” — a two-day educational opportunity for office technology dealerships.

Taught by Tom Callinan and Ed Carroll of Strategy Development, this intense workshop will provide dealership principals and sales managers at all levels a framework and tools so they can develop their sales employees and drive new business and more “share of wallet” in current accounts. This interactive workshop will help attendees form a business plan that they can implement upon returning to their dealerships.

Among the topics covered in this two-day course: recruiting and assessing talent; the interview process; on-boarding; objective territory/quota design; effective account planning sessions; top customer reviews; individual development plans; forecasting; pipeline management; effective field time; monthly sales meetings; and metrics to measure sales leadership's effectiveness. Each attendee will leave with a flash drive that includes: best practices for interviewing; effective résumé screening tips; final interview vignette; an on-boarding schedule that can be customized; account planning session guidelines; account planning session template; and individual development template.

Past attendees are saying this about the workshop:

"Being new to the manager role, this workshop opened my eyes and provided me with how a person should be managed. This was a high-energy course that was filled with ideas I can bring to my company." — Margaret Sholl, Advanced Business Machines, Rockford, Ill.

"This course was very beneficial. It is a tall order to break down your current culture procedures and methodologies. This course will help me provide a roadmap to do it. The industry is changing and my company recognizes the need to change. [The] workshop not only provided a roadmap for assisting my team, but it also gave me a great list of walk-aways to enhance the things we're already doing well." — Eric Kennedy, Martin Whalen Office Solutions Inc., Bradley, Ill.

"Excellent management course — I would recommend it for any sales entity. I feel that it should help managers and sales reps focus on leverage." — Tom Jennings, Office Business Systems, Lincoln Park, N.J.

Callinan is the founding principal of Strategy Development. From 1998 to 2005 he was an executive with IKON Office Solutions, most recently vice president and general manager of IKON's largest business unit with revenue of $1.4 billion. Prior to IKON, he was the founder and CEO of Copifax Inc.

Carroll, who joined Strategy Development as a partner in 2008, most recently served as vice president of IKON's Capital Marketplace, where he led the sales force into professional services and facilities management. Prior to that, he was chairman and CEO of CyLex Systems Inc. He also had a distinguished career at Panasonic, where he was president of Panasonic Document Imaging Co. as well as president of Panasonic Document Systems Co.

For more information or to register for the workshop, visit www.bta.org/SalesManagement or call (800) 505-2821.

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