The New Executive Master of Science in Sales Leadership at RBI

Transcription

1 The New Executive Master of Science in Sales Leadership at RBI David A. Reid, Executive Director Russ Berrie Institute for Professional Sales William Paterson University USA GSSI Conference 2008 Athens, Greece June 26, 2008

2 Drivers for EMSSL Limited educational opportunities available for sales managers Increasingly competitive environment Rapidly changing competitors, products and strategies More demanding and knowledgeable customers Diminishing loyalty (both customer and employee) Increasing technology and global-based challenges demand new solutions and better trained personnel Importance and cost of building, managing and operating a sales force Sales force one of most important assets and expensive investments Increasing consolidation in many industries

3 Program Development Team RBI Sales faculty University Advisory Board Business executives Sales management practitioners Surveys completed by area firms External reviewer

4 EMSSL Degree Program Overview Approved by NJCP in April 2008 First separate graduate degree in sales leadership in U.S. Focused on key sales leadership competencies Designed specifically for working professionals in: sales management sales leadership positions transition to sales leadership positions Emphasis on best in class practices to improve : Applied industry / business knowledge Managerial performance Specialized sales competencies and expertise Leadership and interpersonal competencies

5 EMSSL Degree Program Objective Effectively prepare participants to meet sales management challenges in a diverse, competitive and global environment.

6 Purpose of EMSSL Identify, attract, recruit working sales professionals seeking to improve performance, career potential and contributions to firm. Provide individuals with an experiential learning curriculum Create real world and simulated sales management business challenges, Create a unique learning environment

7 Six Sales Leadership Competencies Strategic Sales Leadership Interpersonal Management Skills Financial Analysis & Business Acumen Organization Planning and Development Sales Information Systems Professional Sales Issues

8 Sales Leadership Competencies Strategic Leadership Strategic planning processes Leadership practices Developing effective sales strategies Managing sales talent Interpersonal Management Skills Assessing, developing and improving personal leadership style Understanding sales management skills Coaching, counseling, and development of sales personnel skills, style and sales performance Financial Analysis And Business Acumen Reading and interpreting client financial data, trend analysis and industry standards Understanding of key financial indicators and ratios Proposal development using financial data

9 Sales Leadership Competencies (cont.) Organization Planning And Development of Sales Force Recruiting and selection Training & developing sales talent Establishing business and personal goals Designing, implementing, and managing compensation, motivation, and incentive programs Sales Information Systems Sales force automation Customer relationship management Territory management and reporting Professional Sales Issues Ethical, social, demographic and cultural issues Global, legal, and competitive factors

10 Target Population Individuals: Currently in sales management/leadership positions With significant sales experience seeking a sales management position In non-sales management positions transitioning into sales management Targeted for sales leadership/management positions by employer

11 Program Details 11 month program Cohort begins in September completes program following July Open enrollment and in-house programs available Taught by RBI and external sales faculty Five distance learning courses Six 2-day residencies Three sales leadership projects Total of 30 credits Tuition set at $45, start date

12 EMSSL Courses Sales Leadership (4) Sales Talent Acquisition, Development, and Management (4) Financial and Business Acumen (4) Sales Force Automation and Technology (4) Sales Planning and Processes (4) Industry Analysis A Sales Management Perspective (3) Leading Major, National and Key Account Sales Forces (3.5) Corporate Sales Assessment and Strategy (3.5)

13 Expected Impact of EMSSL On RBI Enrich faculty Increase enrollment Increase corporate exposure Generate additional training opportunities Generate additional revenue On Business/ Academic World Better prepared sales leaders Spur growth of graduate programs in sales Increased emphasis on sales management/leadersh ip preparation Spur additional research on sales leadership