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    Executive Leadership in Sales Management

    Rethinking your sales department—align performance, compensation and structure to your company’s top-line goals

    This course is an annual top-level discussion of current sales trends, directions, influences and leadership. It is offered only once a year and changes annually to stay current. The content offered below is a guideline.

    Who benefits?

    • Vice presidents of sales
    • Vice presidents of marketing
    • Directors of sales
    • National sales managers

    Topics

    • Changing client expectations  
    • Aligning sales strategies with top line company goals
    • Managing with shrinking resources
    • Executing without excuses
    • Evaluating executive-level sales campaigns
    • Aligning compensation with task requirements
    • Promoting leadership in sales
    • Turning regional sales managers into leaders
    • Retaining key sales producers

    Day One: Recent changes in sales

    • Emerging new buying and selling models
    • Current economic stress and sales changes
    • Calling higher in client organizations
    • Tighter targeting practices
    • Aligning the sales resource with your company’s top-line goals
    • The new structure on the sales department

    Day Two Morning: Compensation

    • Matching sales types to job requirements
    • Select the compensation plan that supports your strategy and goals
    • When and how to evolve a new plan
    • Comparing retention, cost, and productivity

    Day Two Afternoon: Leadership

    • Learn the difference between leading and managing
    • The building blocks of performance
    • The 10 principles of leadership
    • Determine your style and impact as a leader

    Chuck West

    Chuck West is the program director of Sales, Sales Management, and Advanced Management programs for the Wisconsin School of Business Executive Education. Prior to joining the university faculty, West was a frequent guest lecturer and member of the school’s ad hoc faculty. He was honored for 20 years of “Outstanding Contribution in Management Development” by the university and holds the top rating on the national speakers lists of the American Marketing Association.

    Robert Wilkening

    Robert Wilkening is president and founder of Wilkening & Company, a management consulting firm dedicated to providing planning, motivation and information tools to clients. He has completed scores of sales effectiveness assignments in a broad variety of industries, ranging from financial services to heavy equipment manufacturing.