Executive. Education. Sales. Leadership. certification INCREASE SALES TEAM PERFORMANCE.

Transcription

1 SEI Executive Education Sales Leadership certification INCREASE SALES TEAM PERFORMANCE

2 1 The Challenge Sales team management has been a neglected element of management training, yet the sales manager s responsibility managing the entire interface with the customer is probably the most critical of all in terms of ultimate success for the organization. Czinkota, Kotabe and Mercer The program The Sales Leadership Certification is a 5-Day Program which extensively covers sales managers needs, tools and leadership skills required to achieve sales teams high performance goals. The program pace and content incorporates SEI s experience, expertise and insights from its global network of corporate sales leaders. Core competencies covered in The Sales Leadership Certification: (1) Fundamentals of Great Sales Leadership, (2) Creating and Managing Sales Strategy and Tactics, (3) Managing Sales Team Relationships and Performance, (4) Inspiring and Empowering Teams to Achieve Success, (5) Motivating and Communicating to Create Change Key takeaway from The Sales Leadership Certification: A Personalized Action-Plan and Change Contract that empowers you to implement what you learned. This unique Program Follow-Up Webinar and Personalized Coaching Session provide participants the guidance they need to make an impact in their careers and with their teams. Great Sales Managers lead teams that always achieve their goals They execute corporate strategy They motivate sales people They hire, train and develop the right people AMBITIOUS BENEFITS Increase top line performance by improving sales force effectiveness and performance Increase customer retention and profitability They create a competitive advantage that drives individual results They provide the continuity and business acumen to create and maintain great customer relationships Increase sales force retention through exemplary leadership Increase the effective use of CRM and the sales process 5 day 1 day 3 PRogram outline What is great sales leadership? Powerful salesperson relationships Advanced sales strategy day 2 AUTHENTIC leadership day 4 day 5 Putting it to work at work Program follow-up My personalized action plan

3 6 A UNIQUE LEARNING MODEL Come with a personal sales management case study problem and solve it after the program! The Sales Leadership Certification offers participants a unique opportunity to identify a real sales leadership problem they would like to address and the ability to solve their personal case study after the program through personal coaching sessions. This Personal Action-Plan starts with a Change Contract where participants commit to incorporate specific concepts and tools presented during the program into their at work routine. 7 SEI BENEFITS AND STRENGTHS A Sales Leadership Certification from the University of Houston Bauer College SEI A unique Personal Action-Plan and Change Contract based on the Program Follow-Up Webinar and Personalized Coaching Session Cutting-edge sales leadership education rooted into SEI award winning faculty and experts knowledge and experience which made the University of Houston Bauer College SEI the world s leading university in sales research and education SEI faculty have developed a comprehensive benchmarking knowledge base of sales and sales management competencies and best practices to be shared with the program participants so that they can appraise, compare and perfect their sales performance within their own competitive environment An opportunity to network with peers and find solutions for common sales management problems

4 The Sales Leadership CertIFIcation The Sales Leadership program is particularly suited for: High potential salespeople to be promoted Sales Managers Recently promoted Sales Managers Experienced Sales Managers looking for knowledge improvement and cutting-edge sales leadership education Program structure & content DAY 1 DAY 3 DAY 5 What is Great Sales Leadership? Your Sales Management Life Today The Sales Leader s Real Job The Balance: Numbers vs. Relationships Time Management Powerful Salesperson Relationships Hiring, Training and Developing the Right People Advanced Communication Skills Coaching Performance Management Putting it to Work at Work My Sales Leader Case Study My Change Contract My Action Plan My Progress Control DAY 2 DAY 4 Program follow-up Advanced Sales Strategy Understanding your Market How Customers Buy Complex Decision Centers Managing Customer Relationships and Information Authentic Leadership 5 Secrets of Authentic Leadership Motivation and Recognition Leading through Influence vs. Authority Thinking Big Building Growth Strategies My Personalized Action Plan The Post-Program Webinar My Personal Development Plan My Personalized Coaching Session My Action Plan Results investment The Sales Leadership program is offered during the second week of January and the third week of May each year. See program dates, and complete the application form at the following address: The sessions starts at 8:30 a.m. and ends at 5:30 p.m. with networking and lunch breaks. The Friday session ends at 12:30 p.m. Evenings are dedicated to course preparation, reading and interacting with program participants either on or off campus. Tuition fee: $5,495 for the five day program. Early bird registration: $4,995 (Please refer to the program website for the early bird discount deadline). Billed after acceptance and must be settled before the program begins. The tuition fee covers lectures, teaching materials, the Program Follow-Up Webinar and a Personalized Coaching Session, breaks refreshments, breakfast and lunch on working days and the graduation dinner Thursday evening. Accommodation is not included in the tuition fee. For participants convenience hotel rooms can be reserved by SEI at the Hilton University of Houston which is located on campus.

5 Founded in 1927, the University of Houston is the leading public research university in the vibrant international city of Houston. Each year, we educate more than 39,800 students in more than 300 undergraduate and graduate academic programs, on campus and online. UH awards more than 7,800 degrees annually, with more than 200,000 alumni. About C. T. Bauer College of Business The University of Houston s C. T. Bauer College of Business is Houston s most comprehensive business school. Bauer provides an excellent environment for an outstanding education. Bauer s home at UH in one of the world s most global cities attracts students from 70 countries making it the single most diverse business school in the United States. Bauer faculty are distinguished scholars who take an innovative approach to teaching. Many have substantial experience in the professional world. Students graduate from Bauer standing motivated, ready and prepared to successfully navigate the world. In fact, more c-suite executives graduated from Bauer than any other school in Houston. About the Sales Excellence Institute Following eight successful years of continued growth of the University of Houston s Sales Program, the SEI was formed in 2004 at the C. T. Bauer College of Business as a result of the demand from corporations for sales research and training. Leveraging research, conferences and alliances, SEI empowers today s business professionals and executives to influence the industry now. Its foundation is built upon education, research and partnership. A Comprehensive approach Small group not exceeding 20 participants to ensure personal attention and productive interaction Online Pre-Training Assignments Challenging Lectures Video Role Plays Teamwork Workshops Leading Guest Speakers Personal Action-Plan and Change Contract Program Follow-Up Webinar and Personalized Coaching Session Online Post-Training Blog Community SEI faculty SEI Executive Education programs blend a unique combination of executive professors who have at least three decades of Fortune 500 sales and sales management experience with PhD research professors who are today s leading, most widely published authors in the sales discipline. SEI faculty possess an exclusive and worldwide network of leading researchers and experts that expands its knowledge creation. Dr. Mike Ahearne, SEI Executive Director and CT Bauer Chair Professor. Leading researcher and co-author of the book Selling Today: Partnering to Create Customer Value. Teaching Expertise & Experience: Introduction to Professional Selling, Advanced Professional Selling. 5 Years Eli Lilly Marketing and Sales Operations. Dr. Joel Le Bon, Director of Executive Education and Executive Professor. Recipient of 12 international research and teaching awards. Teaching Expertise & Experience: Advanced Professional Selling, Customer Relationship Management, Marketing & Sales Management. 11 Years Faculty at ESSEC Business School in Europe and Asia. 3 Years Strategic Account Manager with Xerox Corporation. 3 Years of Sales and Sales Management roles in the media industry. Professor Amy Vandaveer, Clinical Professor in the Marketing Department and Sales Team Coach in the Program for Excellence in Selling, the nation s leading sales center. Teaching Expertise & Experience: Introduction to Professional Selling, Personal Branding, Certified Training Professional, 10 years of corporate sales and marketing experience. Professor Randy Webb, PES Director and Executive Professor. Former President of Uncle Ben s, Inc. and Vice-President of Sales at M&M Mars. Teaching Expertise & Experience: Corporate Politics emba, Sales Management, Key Account Selling. 30+ Years Executive and Sales Management. Consumer Packaged Goods Industry. Professor Carl Herman, Director of Operations and Executive Professor. Former Oracle Global Account Executive, Director and Senior Manager at KPMG Consulting, and Vice President of Sales for US Multinational Oil Companies at Halliburton. Teaching Expertise & Experience: Advance Professional Selling, Customer Relationship Management, Key Account Selling, Strategic Selling MBA. 30+ Years Executive and Sales Management. High Technology and Oil and Gas Industries.

6 CONTACTS Prof. Joel Le Bon, Ph.D. Director of Executive Education Phone: Fax: Prof. Carl Herman Director of Operations Phone: Fax: University of Houston C. T. Bauer College of Business Program for Excellence in Selling 334 Melcher Hall, Suite 375, Houston, TX t: f: The University of Houston is an EEO/AA institution C. T. Bauer College of Business is an AACSB accredited business school.