EXECUTIVE CERTIFICATE IN SALES LEADERSHIP NYIM executive certificate series

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1 EXECUTIVE CERTIFICATE IN SALES LEADERSHIP NYIM executive certificate series EXECUTIVE EDUCATION

2 SUPERCHARGE YOUR SALES POTENTIAL. Transform Yourself. The landscape of sales has changed dramatically over the past decade. With the advent of customer relationship management and the ever-changing and increasing customer expectations, the standard has been raised for professional salespeople. With the demands on salespeople rising, it is evident that even greater expectations have been placed on the both salespeople sales leaders within the firm. This program introduces you to cutting-edge sales techniques, leadership models and practical tools for effective sales performance. As a participant, you ll learn both strategic approaches to challenging topics and the tactical implementations of these different strategies. Led by thoughtleading faculty, each highly focused learning session features fresh insights, ground-breaking practices, interactive discussions, and real-world case studies. To earn an Executive Certificate in Sales Leadership, participants must successfully complete the following three (3) courses: 1 Professional Selling 3 Key Account Management 2 Customer Relationship Management 4 Sales Leadership KEY BENEFITS SCHEDULE AT A GLANCE Win the confidence and trust of prospects All courses will be conducted from 7AM - 9AM EST Increase success in acquiring new business and building customer loyalty. on the following dates (Mondays and Wednesdays): Professional Selling May 19, 21, 26 and 28 Customer Relationship Management June: 2 and 4 Key Account Management June 9, 11 and 16 Leading a Sales Team June 18, 23 and 25 Develop consultative selling skills and strategies to gain a competitive edge. Learn how to categorize and create an account portfolio of your customers based on current and future value. Explore different sales leadership approaches and how to implement them. Learn how to effectively manage salespeople across different levels in the organization. WHO SHOULD ATTEND The Executive Certificate in Sales Leadership is designed for sales professionals with, or about to take up, leadership or key account management responsibilities and those practitioners outside the sales discipline whose role interacts with the sales function. It is also well suited for individuals who desire to enter the sales field and learn about developing contemporary selling and leadership strategies to drive their company and industry forward.

3 Our Commitment 1Unsurpassed Learning Environment NYIM s premier technology enables action-based learning that maximizes engagement and collaboration through a wealth of features, proven instructional methodologies and pedagogies to improve learning outcomes. 2 Authoritative Faculty and Industry Experts Our programs reputation rests largely on the talent of our program s instructors. All our senior faculty are teaching at leading business schools with a minimum of over ten years of university and corporate education experience. 3Flexibility and Accessibility Participants are able to follow the program regardless of their geographic location, travel schedules and current job responsibilities. The executive design of our programs allow participants to immediately apply the skills they learn and solve real-world problems. 4 Rigor & Relevance = ROI² We go beyond connecting theory to practice. We connect theory to your practice so you can become conversant in the latest thinking about how to lead a business and achieve meaningful and real results. FORMAT The program uses a cohort design participants register for the entire program to ensure a consistent learning experience with fellow professionals facing similar challenges and opportunities. Each one of our progarms utilize a wealth of learning activities, such as: - Live lectures - Short videos and podcasts - Case studies and vignettes - Interviews with industry experts - Interactive, multimedia activities - Online tools and downloable resources - Checkpoint questions - Facilitated discussion forums - Global networking opportunities - End-of-course assessment TUITION Certificate Cost: $5,745 PROGRAM HIGHLIGHT Every session starts with concepts and fundamentals and then transitions into a case study based on real events. It is a chance to put those ideas into practice and engage with your peers. You test your analytical skills and arrive at important conclusions. This activelearning builds methodology competency and confidence. Executive Certificate in Sales Leadership (ECSL) 2 PROFESSIONAL SELLING (Four Class Sessions) This module details a set of selling skills that is backed by rigorous academic research. Through interactive discussions pertaining to each element of the sales process, participants will practice how to prospect, approach customers, ask questions, negotiate, and close effectively. In addition, they will learn the language of sales, which allows them to walk away with expertise in the area of persuasion and have the ability to share this newfound knowledge with others in their organizations. Special attention is given to certain skills, including cold calling, behavioral style recognition, and adaptive selling. - Build SMART goals. - Manage a buying center. - Take control of the sales process. - Engage in efficient needs discovery. - Deliver impactful value propositions. - Understand different customer types. - Effectively negotiate final agreements. CUSTOMER RELATIONSHIP MNGNT (Two Class Sessions) This module moves away from one-to-one sales interactions and takes a 30,000-foot view of sales. The result is a comprehensive framework that allows participants to move on and excel as relationship managers. Key concepts that are taught include territory management, pipeline management, and customer lifetime value. Overall, these skills equip professional salespeople with know-how that allows them to avoid typical customer relationship management pitfalls (i.e., time wastes, effort drains, and lost opportunities). In addition, these skills allow salespeople to build account portfolios that maximize sales, profit, and customer satisfaction. - Calculate customer lifetime value. - Manage a sales pipeline optimally. - Align goals based on customer data. - Develop relationships based on trust. - Create and leverage a customer-centric culture. - Determine which Key Performance Indicators to pursue. - Understand the role of technology to capture customer data.

4 3 KEY ACCOUNT MANAGEMENT (Three Class Sessions) Key account management is at the frontier of professional selling and sales force management, and with it comes added complexity. This module, developed based on practices used by the world s most sophisticated KAM organizations, prepares practitioners to operate in this environment. Selling across geographic boundaries and business unit lines effectively takes skills beyond those taught in the professional selling module. These skills include knowing how to leverage internal resources, map accounts, and forecast sales. On top of learning the skills needed to succeed in KAM, participants will develop a deep understanding of the role key account managers assume and the way they contribute to corporate strategy. - Analyze and categorize accounts. - Develop account strategies and blueprint. - Create a matrix to visually map all accounts. - Properly forecast and set goals for accounts. - Distinguish between descriptive and predictive metrics. - Effectively and efficiently allocate resources to each account. - Understand strategic alignment, as well as risk and competitive standing. 4 LEADING A SALES TEAM (Three Class Sessions) This module covers sales leadership topics from an informal leader perspective. Ideal for salespeople who operate in sales team environments, it explores and practices the fundamentals of motivation. Without formal power or incentives to motivate, salespeople need to know how to lead by example, inspire a vision, and facilitate group goals. Micro-management is rejected by all but the most novice coworkers, so we deliver a set of skills that help salespeople lead and prepare for more responsible roles in the sales organization. - Utilize coworkers as resources. - Coach and motivate coworkers intrinsically. - Develop a leadership competency framework. - Define decision-making processes and criteria. - Leverage the strengths of your sales force structure. - Develop strong training strategies and hybrid learning techniques. FACTS 98% of those taking NYIM classes would recommend them to others. 4.5 is the average course evaluation out of years of experience on average in university / corporate education for our faculty. 30+ features for a collaborative learning environment 40+ live contact hours on average required for our Certificate programs. 2 months or less is the average length of our certificates.

5 Program Faculty MICHAEL AHEARNY Michael Ahearne is the C.T. Bauer Professor of Marketing and Executive Director of the Sales Excellence Institute at the University of Houston. He is also a principal at ZS Associates, responsible for the development of innovative methods across its various practice areas. He has a Ph.D. and MBA in Marketing from Indiana University as well as a BS in Mathematics with honors from Worcester Polytechnic Institute. Michael s research has primarily focused on improving the performance of salespeople and sales organizations. He has published over 50 articles in leading journals throughout the marketing and sales fields. This research has established best practice benchmarks in a number of industries, including high tech, financial services, travel, transportation, pharmaceuticals, energy, and CPG. He was recently recognized by the American Marketing Association as one of the 10 most research productive scholars in his field. His research has been profiled in the Wall Street Journal, Business 2.0, Business Investors Daily, and Fox News. Michael s book "Selling Today: Partnering to Create Customer Value" is the highest grossing professional selling textbook in the world, with copies being distributed in over forty countries. Paired with the many teaching awards he has won at the MBA and undergraduate levels in Sales, Sales Management, and Key Account Management, Michael has a proven track record of excellence when it comes to disseminating knowledge in his field. He was recently honored as the inaugural winner of the Sales Education Foundation's Research Dissemination Award for the impact of his research on business practice. ADAM RAPP Adam Rapp is currently the D.Paul Jones and Charlene Jones Endowed Chair in Services Marketing at the University of Alabama. Prior to joining the faculty at Alabama, he was an assistant professor at Clemson University and Kent State University. He has been a visiting lecturer at the Vlerick Leuven Gent Management School in Belgium and the Athens University of Economics and Business in Greece. Adam s research examines factors influencing the performance of frontline service and sales personnel. He has published in the Journal of Marketing Research, Management Science, Journal of Applied Psychology, International Journal of Research in Marketing, Industrial Marketing Management, Journal of Business Research, and the Journal of Personal Selling and Sales Management, among other journals. Adam has won teaching awards at the University of Houston, University of Connecticut, the overall business school teaching award at Kent State and Clemson Universities, and most recently the Board of Trustees Award for Teaching and Research at Clemson University. Adam s work on sales teams has been highlighted by professional selling textbooks and industry magazines such as CRM Magazine. He has a Ph.D. from the University of Connecticut, an M.B.A. from Villanova University with a specialization in strategic marketing, and an undergraduate degree from Penn State.

6 EXECUTIVE CERTIFICATE IN SALES LEADRESHIP May19 - June 25, 2014 October 27 - December 17, 2014 The New York Institute of Management The New York Institute of Management is an independent, mission-driven organization committed to advance the management practice and enhance organizational performance. As a trusted partner of some of the world s leading academic institutions NYIM is pioneering new approaches to flexible corporate education that connects practitioners to capture knowledge, build skills, solve problems and generate innovative business ideas. t.: , m.: exec.programs@nyimexec.com 330 East 46th Street, New York, NY