Upcoming Sessions:
June 4 - 6, 2012
October 15 - 17, 2012
Developing Your
Sales Organization
for Strategic Success
Created for experienced executives and managers responsible
for sales operations and product-line profitability. Learn to
lead high-performance sales organizations.
Developing a world-class sales
organization requires advanced
leadership tools.
I
n any business, developing and managing a high
performance ‘sales organization’ extends well beyond
sales managers and account teams. It includes managing
effective leadership interfaces down into your organization,
out to your customers, up to managing executives, and
across to other key departments such as marketing,
production and customer service.
Enroll today
to earn your
certificate
3
This is the only program of its kind in Canada that helps
leaders influence external and internal customers. It will
help you develop new strategies in five vital teaching
module areas that drive sales organization success.
WAYS TO
REGISTER
SEE OVER
Review complete program content inside
The Best Part:
You will have the chance to apply four customized leadership
and management assessment tools to build organizational
sales performance – a $500 value.
OPEN ENROLLMENT • Marketing & Sales
Sales Leadership Excellence:
What You Will Learn
1. A 360° leader’s perspective on managing
effective sales interfaces: up, down, across
and outside your organization
Sales Leadership Excellence: Developing
Your Sales Organization for Strategic Success
Bonus Teaching Tools and Leadership Materials:
Pre/Post-Seminar
2. Study seven performance drivers of sales
Each participant will apply advanced leadership and sales organization tools
(a $500 value) prior to the program, including:
3. Identify the most attractive market
yy Completion of the personal
leadership profile assessment
to maximize your management
effectiveness
yy Completion of a high-performance
team-building instrument to measure
key engagement levels of your team
with professional instructor feedback
4. Use a DISC Leadership Effectiveness
yy Receive a 75+ page resource guide
to implement new action strategies
yy Receive a 1-hour post-seminar
coaching session to review your
progress and leadership action plan
organization success – apply immediately
to improve performance
opportunities using the Sextant
Opportunity Matrix
Assessment to introduce new team
leadership approaches
5. Measure your employees’ key perceptions
towards achieving success
6. Plan for success by assessing your
company’s culture, your competitors’
strengths and weaknesses, and your
customers
Bonus:
Includes four
key assessment
tools!
7. Understand successful sales team
dynamics
8. How to use power and authority between
team members and departments
9. Setting team purpose, values and goals
to create potent sales leadership plans
What Participants Say:
“This course will provide insights into yourself,
your team and your company. Along with
these will come tools to build and improve
your business.”
M. Feron, National Sales Manager
ITW Construction Products
“Excellent course. Amazing facilitator. Will
absolutely recommend to colleagues.”
K. Treuer, New Business Channel Manager
DLM Foods Canada
Apply the latest leadership and management assessment tools to your current business situations.
Next Session: June 4 - 6, 2012 • See back panel for three easy ways to register
Program Content
PART 1: Creating a World-Class Sales
Organization – a 360° Leadership
Perspective
yy The role of executives overseeing
divisional sales/profit performance
yy The cost of low-performance
environments
Managing Key Relationships
From Four Leadership Perspectives
yy Down into your organization
yy Across key support departments
yy Out to external customers/clients
yy Up to owners and senior executives
yy Which departments/leaders contribute
to your sales organization success?
yy Measuring and comparing each of the
seven drivers in your operations
PART 4: Sales Growth – Identifying
Best Customer Opportunities
Leadership Assessment Tool
Strategic Planning for Sales Leadership
yy Measuring your personal style in
leadership, power and authority
yy Setting yourself improvement goals
yy Leadership for higher sales results,
productivity and job satisfaction
PART 3: Your Team’s Dynamics –
Engaging Employees to Drive Business
Growth and Success
The Causal Drivers of High-level
Employee Engagement
yy Focus, will and executional capability
yy Building high-trust relationships
with key departments
yy Supportive business culture – how does
your business measure-up?
yy Balancing competing motivations,
power and authority
Conducting a Sales Organization
Capabilities Assessment
PART 2: Your Leadership Approach –
Performance Drivers and Behaviours
Overview of Research Findings
of High Performance Behaviours
yy Winning behaviours: the high- performance leadership model
Who
Should
Attend
yy The model for human behaviour –
DISC methodology
yy 24 key employee measurements that
impact team performance
yy High performance assessment results
of your sales team’s engagement
This course is ideal for any leader who has a direct profit
responsibility for their division or company:
yy Sales managers
yy Vice presidents
yy Business owners
yy Regional managers
yy Steps to establishing long-term team
purpose, values, and goals
yy Business strategies to improve sales team
engagement, departmental cooperation
and customer loyalty
yy Developing potent sales leadership plans
to drive superior sales results
yy Managing social networks
Using a Market Opportunity Methodology
to Prioritize Best Opportunity Customers
yy Evaluate your customers/prospects
yy Know your competition
yy Leveraging key market segments
PART 5: Measuring Performance and
Building Pivotal Staff Relationships
yy How to provide important feedback
without losing trust
yy The cost of low-trust management
relationships; the profit in high-trust
yy Helping under-performers set new goals
yy Eliminating power struggles: using the
seven performance drivers to overcome
difficult work relationships
In-Company Training
This and all SEEC programs can be delivered
on-site or customized for your group’s needs.
For more information call 416-360-8850 or
visit www.seec.schulich.yorku.ca.
Instructor Profile
What Participants Say:
George Anastasopoulos
“I valued the opportunity to learn more about
my leadership style and how to simply identify
ways to better connect with my team and
customers.”
George Anastasopoulos is founder, president, and head coach at Leadership Fundamentals
Inc. He is a highly experienced executive, leadership coach, facilitator and instructor, who
has worked with hundreds of marketing and sales professionals to help them develop both
their leadership style and tactical sales skills. In addition to sales organizational planning,
his teaching areas include negotiations skills, account management and relationship
management and sales distribution.
C. Hogan, Director, Business Development
Sun Life Financial
Enjoy our 100% Satisfaction Guarantee!
Upcoming Sessions:
Sales Leadership Excellence: Developing
Your Sales Organization for Strategic Success
Ways to Register
Online
www.seec.schulich.yorku.ca
Fax
Download a registration form
at www.seec.schulich.yorku.ca
and fax to 416-736-5689
Mail
Download a registration form
at www.seec.schulich.yorku.ca
and mail to the address under
Payment Options at right
y that
This is to certif
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EXECUTIVE
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SCHULICH SCHOO
Signed at Toronto,
HORVÁTH
DR. DEZsÖ J.
Dean,
Chair in
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Ontario, Canada
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ALAN C. MIDDLE
Executive Director,
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Course Tuition & Registration Details
Program Tuition: $2395.00 + applicable taxes. This includes instruction, all
seminar materials, lunches, refreshments, but not hotel accommodations.
Special Team Savings: Save $150 each when two or more team members
from the same organization register for this program at the same time.
Please Note: Fees, dates, speakers and applicable taxes are subject to
change. York’s liability is limited to reimbursement of paid tuition fees.
One free transfer is permitted, provided written notice is received at least
14 days in advance of the seminar start date. Late transfer requests, less
than 14 days in advance of the start date, will incur a $100 fee. Additional
transfers are $200 each. Cancellations received in writing at least 14
days in advance of the seminar start date will receive a full refund.
Written cancellations received less than 14 days prior to the seminar will
be subject to a $500 administration fee. Participants must attend all
program days and fulfill all program requirements in order to receive a
certificate. HST# R119306736.
Program Location(s)
Payment Options
Your course will take place at
the following SEEC facility from
9:00 am to 4:30 pm each day:
SEEC accepts Visa, MasterCard,
American Express and cheques.
The Miles S. Nadal Management
Centre, 222 Bay St., 5th Floor,
Ernst & Young Tower,
Toronto, Ontario M5K 1K2
Tel: 416-360-8850
Optional Accommodations
Includes a handsomely framed
Certificate of Course Completion.
This and all SEEC open enrollment
programs allow you to:
yy Rapidly update your education to
an executive level in areas key to
your success
yy Link theory to practice with a
hands-on, action-based learning
curriculum
June 4 - 6, 2012
October 15 - 17, 2012
Nadal Management Centre
For sessions at The Miles S. Nadal
Management Centre, please call
The Fairmont Royal York Hotel
at 416-368-2511 and ask for the
SEEC/York University corporate
rate. Book at www.fairmont.com.
Experience
The Schulich
Executive
Learning
Difference...
World class faculty
and instructors
If paying by mail, registration
forms can be sent to:
Schulich Executive Education
Centre, The Executive Learning
Centre, Schulich School of Business,
York University, 4700 Keele Street,
Toronto, ON M3J 1P3
Please make cheques payable to:
York University – Schulich
Executive Education Centre
State-of-the-art
learning facilities
Contact Us
Call us at 416-736-5079 (1-800667-9380 toll free), or email
execedinfo@schulich.yorku.ca.
Comprehensive
take-home materials
yy Enjoy immediate ROI through
application of your learning right
away
yy Share experiences and knowledge
with other professionals in limitedsize classes
yy Leverage the expertise and insight
of industry savvy, real-world
instructors
yy Network among graduating
colleagues to develop lasting
business friendships
YK9544