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The Certificate Program in Strategic Sales Management is designed to meet the needs of sales managers who want to learn the best methods for accelerating sales and driving profits. The program is designed and taught by world-class professors and world-tested sales executives who know how to link sales strategy with business strategy in a way that dramatically improves profitable growth. If you are serious about improving your sales management skills while at the same time learning best-in-class sales leadership techniques, then this program is for you!
The Strategic Sales Management Certification Program is designed based on research-validated theories that have proven time and time again to have real-world application and value. The content is developed and delivered by world-renowned professors and senior executives who have extensive experience in sales, sales management and sales training. The faculty director for this program, Professor Jim Boles, is the Director of the Professional Selling and Sales Leadership Program at the Georgia State University Robinson College of Business.
The Certificate Program in Strategic Sales Management is designed to meet the needs of sales managers who want to learn the best methods for accelerating sales and driving profits. Program participants will include a blend of newly-appointed sales managers and seasoned sales managers who want to:
Presenters use multi-media presentations, case studies, small-group exercises, simulations and “best-practice panels” to provide the opportunity to interact with other successful sales leaders. The program’s key topic areas include:
Most sales managers were very successful individual contributors before being promoted into their leadership role. Too often, sales professionals struggle with transitioning from selling to managing. The skills and activities that made them successful as a rep do not necessarily make them successful leaders. Day one focuses on two critical areas that enable good sales managers become great sales leaders—people and process. Several senior sales executives—led by Drew Nathan, Senior Vice President of Sales for Equifax Information Services—will present best practices in the following key areas:
This module focuses on providing you with proven tools and methodologies that deliver critical, data-driven insights of your sales organization and how you “stack up” when compared to the industry. Experts from CSO Insights and TechCSO will help you determine and develop the metrics that will give you the most accurate picture of the health of your sales organization. The goal is to help you find the data you’ve been missing to make the “right things” happen for your company as a whole.
The Sales Opportunity Snapshot® (SOS) is the next generation in opportunity management for enterprise sales organizations. It provides a structured and scalable process for qualifying and winning strategic sales opportunities. Karen Jackson, a former Fortune 500 Business Development Executive who sold IT and professional services deals ranging from $750M to $5B in 12 countries, will help you learn how to qualify deals more quickly, improve forecast accuracy, and identify key stakeholders both internal and external to the client space. Key content areas for this session include:
D. Keith Pigues and Jerry Alderman, authors of Winning with Customers: A Playbook for B2B, will help you answer the question: “Do your customers make more money doing business with you? The session facilitators will provide invaluable lessons learned from a nearly decade-long journey focused on perfecting the business science of creating value for customers in the business-to-business segment of commerce. They will offer proven methods on how to “win with your customers” and ultimately increase the value of your business. The key topics include:
The last day of the program features a world-class professor and two world-tested sales executives presenting best-in-class approaches to key areas that every sales manager needs to master in order to transition from a good sales manager to a great sales leader. The topics that will be covered include talent acquisition and retention, building a strategic bridge between sales and marketing, and harnessing the power of sales technologies.
During the program there will be lunch-time, afternoon or evening speakers on topics such as:
The Certificate Program in Strategic Sales Management, led by faculty director Professor Jim Boles, Ph.D., director of the Professional Selling and Sales Leadership Program at the Robinson College of Business, is designed and taught by world-class, world-tested sales executives. The program facilitators are current or former senior sales executives, top sales management consultants, and/or authors of practical, hard-hitting sales management books. The program faculty anticipated to teach in the program include:
JERRY D. ALDERMAN is co-author of Winning with Customers: A Playbook for B2B and co-author of Beyond Six Sigma. Jerry is a recognized business science thought leader who is a frequent speaker on achieving profitable growth through customer value creation, and has developed an innovative approach to building corporate competitive advantage through using and executing on unique and deep customer insights. He is founder and CEO of Valkre Solutions, Inc., a product and services company that develops capability with business-to-business companies to use deep customer understanding to build and execute customer-driven operating plans. His company has developed these solutions with numerous companies including Owens Corning, Kimberly-Clark, Tyrtle Wax, RR Donnelley and more.
MIKE ALLRED, the founder and president of SalesLeaderDNA and The Allred Company, which is a strategic sales advisory firm focused on maximizing a company’s sales efforts with a special focus on helping Board Members better understand their role in revenue governance. With more than 30 years of experience as a salesman, sales manager, general manager and CEO, Mike brings a unique depth and breadth to the topic of strategic sales management. He is a recognized expert in identifying the right skills, knowledge and character traits of top sales talent and senior sales executives. Mike has taught numerous executive education courses on how to identify, attract and retain the best salespeople and the best sales leaders. During his career, Mike was a partner at Heidrick and Struggles, a senior director at Spencer Stuart and CEO/President at Vitec, a $20m start-up in image processing. He has proven to be a top performer in all sales roles regardless of company or solution. Mike is a graduate of the Georgia State University.
DR. JIM BOLES, Ph.D., professor of marketing and director of the Professional Selling and Sales Leadership Program at the Georgia State University’s J. Mack Robinson College of Business. Professor Boles has been selected to be the faculty director for the Certificate Program in Strategic Sales Management. Jim’s primary research and teaching focuses on sales force performance and turnover. He has conducted extensive research in the areas of customer satisfaction, customer loyalty, work-family conflict, and sales ethics. Jim is a recognized expert in sales, sales management and buyer-seller relationships. He earned a Ph.D. from Louisiana State University, a B.A. and a M.B.A. from the University of West Florida. He is the author or co-author of numerous sales management articles published in both academic and business publications.
JIM DICKIE is a managing partner with CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process and technology to optimize the way they market to, sell to and service customers. He has over 29 years of sales and marketing management experience. Jim began his career with IBM and Sterling Software and then went on to launch two successful software companies. Jim is also a contributing editor for CRM Magazine, CRM Guru, SoftwareMag.com and Harvard Business Review; he is also the author of The Chief Sales Officers Guide to CRM, Insights into High Tech Sales and Marketing, and the co-author of The Sales & Marketing Excellence Challenge and The Information Technology Challenge. Over the past 12 years, CSO Insight's survey of more than 7,000 sales excellence initiatives worldwide has become the benchmark for tracking the evolution of how the role of sales is changing, the challenges that are impacting sales performance, and most importantly how companies are leveraging people, process, technology and knowledge to address those issues.
KAREN JACKSON is the lead facilitator for day three of the program.
She was (until August of 2006) Director, Computer Sciences Corporation (CSC) ‐ Business Development Group ‐Americas, in Falls Church, Virginia. In that role, she was responsible for global deployment of business development methodology, commercial sales support and global improvement of sales delivery processes. Throughout her 14 year career with the company, she was directly involved in building client relationships at the executive level, complex strategic planning and creating partnerships to facilitate long‐term business success. As an example, Ms. Jackson played an integral role in winning a $5 billion dollar opportunity for the company that has yet to be duplicated. Karen has over 20 years experience leading efforts focused on designing, implementing, evaluating and transforming organizations and business processes. Her multi‐cultural, multi‐industry experience in successful business development, organizational transformation, business process re‐engineering (BPR) and client focused process improvement has enabled her to turn the mantra “blending people, process and technology” into a reality for clients confronted with implementing aggressive growth strategies across a broad range of market and organizational dynamics. Karen is now President of her own consulting company, C‐Change Work, based in Atlanta where she delivers, reinforces and coaches various methodologies, including Selling at the Executive Level (SellXL) and Sales Opportunity Snapshot (SOS).
DREW NATHAN is the lead facilitator for day one of the program.
He is Senior VP of Sales for Equifax Information Services here, in Atlanta. With nationwide responsibility, Drew’s organization sells a number of complex solutions to a variety of vertical industries including financial services, insurance, healthcare, government, retail, auto and collections. Over the last five years Drew has lead this group of sales professionals to grow the book of business to over $140 million and has consistently been the top sales leader in the company. With over 30 years of sales and sales management experience, Drew has held positions as a sales rep, national account rep, and office automation specialist. His management experience started at Digital Equipment Corporation, where he grew revenues from $11 million to over $70 million in four years. In each of his leadership roles, Drew has consistently exceeded the revenue and profit goals he has been given. He has created and executed strategic go-to-market strategies that have included both direct and indirect channels. While he has continued to grow his business, he has also been recognized for his ability to grow his people and has been recognized as a net exporter of talent. He brings a wealth of practical experience on how to build high performance sales teams.
D. KEITH PIGUES is co-author of Winning with Customers: A Playbook for B2B and a recognized leader of strategic growth and marketing, developing new growth strategies and marketing capabilities, creating valuable brands, building effective global marketing teams and increasing profitable revenue growth through strategy and marketing excellence. Keith was just recently chosen to be the Dean of the Business School at North Carolina Central University. Prior to his appointment as dean, he was senior vice president and chief marketing officer at Ply Gem, Inc., responsible for corporate branding, marketing, strategic planning and international expansion. Keith has also held senior marketing positions with CEMEX, RR Donnelley and ADP, as well as sales positions with IBM and Hewlett Packard.
The Certificate Program in Strategic Sales Management can also be customized to fit the unique needs of your organization. For details contact Dan Stotz, Senior Director of Executive Education, by phone at 404.413.7407 or by email at dstotz@gsu.edu.
| Regular price: $3,950 Early bird/team price: $3,450 Early bird deadline: Friday, September 21, 2012 Custom client, non-profit and GSU alum/faculty/staff price: $2,950 Length: 5 days When: Monday-Friday October 22-26, 2012 Time: Continental breakfast - 8 a.m. Class: 8:30 a.m. - 4 p.m. Location: Buckhead Center directions » Brochure: download »  Register:  |
The Certificate Program in Strategic Sales Management can also be customized to fit the unique needs of your organization. For details contact Dan Stotz, Senior Director of Executive Education, by phone at 404.413.7407 or by email at dstotz@gsu.edu.
Download the program brochure »
