BTA Sales Management Workshop Scheduled for May 12-13 in Chicago14 Apr, 2010
BTA Sales Management Workshop Scheduled for May 12-13 in Chicago
Kansas City, MO — On May 12-13 in Chicago, 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 Ed Carroll and David Ramos 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 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.
Here is what past attendees are saying about the workshop:
"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.
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.
David Ramos is a consultant with Strategy Development. He has more than 12 years of experience in the imaging industry as a top-producing business development and management professional. Ramos' career experience spans from working for Xerox Corp. as a major accounts manager to IKON Office Solutions, where he held various positions including director of sales. He also worked at IKON University as a senior trainer and co-developed IKON's sales training program.
For more information or to register for the workshop, visit www.bta.org/SalesManagement or call (800) 843-5059.
Founded in 1926, the Business Technology Association serves office technology dealerships, resellers, manufacturers, distributors and service companies. Its core members — office technology dealerships — consult, sell and service hardware, software and supplies with the goal of helping businesses maximize their investment in devices and technology.Through the association's various educational programs, information, research, legal services, publications;and guidance, BTA member dealerships are positioned to be the premier source of the office technology used by businesses throughout the United States every day.For more information on BTA, see its Web site at http://www.bta.org or call (800) 505-2821. The fax number is (816) 941-4838. You may also write to: BTA, 12411 Wornall Road, Kansas City, MO 64145.