Executive Leadership in Sales Management
The latest trends in sales leadership, structure and compensation
Who should attend
- Vice presidents of sales
- Vice presidents of marketing
- Directors of sales
- National sales managers
Topics
- Changes in client expectations
- Re-thinking the sales function and structure
- Aligning business plans with sales strategies
- Managing with shrinking resources
- Execution without excuses
- Evaluating executive-level selling campaigns
- Aligning compensation with task requirements
- Leadership in sales
- Setting sales people up to succeed
- Turning regional sales managers into leaders
- Retaining key sales producers
Schedule
8:15 a.m. – 5:00 p.m. each day
Faculty
Chuck West
Chuck West is director of the sales and sales management program for Executive Education at the University of Wisconsin’s School of Business. Chuck held sales and marketing positions at Ford, Honeywell, 3M, and West and Associates Consulting in St. Paul for 20 years.
Bob Shaver
Are your questionnaires delivering the info you need to make meaningful business decisions? Ask Bob Shaver. He holds graduate and undergrad degrees in business and communication, spent two years in survey design at the University of Wisconsin-Madison, did survey research training at the University of Michigan and did survey training at Burke Institute. Bob also has practical experience designing and critiquing hundreds of surveys, primarily in the areas of customer satisfaction and employee attitudes. His unique instructional style uses an interactive process that validates what you’re doing right in questionnaire development and identifies ways to improve. Bob is a member of the Executive Education faculty of the School of Business at University of Wisconsin-Madison.
Bob Wilkening
Bob Wilkening is president 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.
Darrell Wilk
Darrell Wilk most recently has been vice president, worldwide director of sales for ITT Electronic Components. He has directed sales and marketing globally at ITT for the past 25 years. Prior to joining ITT, Darrell held positions in applications engineering, sales and marketing management at 3M Company.
“Good overview of subject matter. Really enjoyed looking at trends in the function and the application of those to daily life. The great two-day overview gets you focused on the activities that will drive change in your organization.“
Frank Solofra, Director of Sales, LDV, Inc., Burlington, WI
“Outstanding! Excellent course that would truly benefit any sales professional. Bob’s delivery was far beyond my expectations, thoroughly informative and applicable to my sales responsibilities. Chuck is an excellent speaker and his presentation was extremely informative and productive. I look forward to applying his strategies to my sales force. This was truly an educational experience that I will utilize with my sales force.”
Paul Olson, President, Space Saver Corporation, Fort Atkinson, WI
“Exceptional, practical and relevant. Questions were answered with measurable and strategic ideas to help meet goals with real solutions.”
Eric DeWerd, Sales Manager, Standard Imaging, Middleton, WI
The University of Wisconsin-Madison, as a member of the University Continuing Education Association (UCEA), authorizes this course for 2.1 Continuing Education Units (CEUs)