How to Appraise Your Sales Team

1 full day  |  .6 CEUs
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Building a Winning Sales Team The human side of the sales manager's environment is a key determinant of sales success. Managers are often faced with situations in which an existing organizational and sales culture must be assessed. This course is designed to assist the manager in developing his/her sales force by examining their competencies, their behaviors, attitudes and techniques, engaging in performance reviews, mentoring, motivating, developing, and perhaps reassessing the organizational relationship with individual salespeople.



Program Description

Topics include:

~ The key elements of Sales Force Assessment
~ Sales force motivation
~ Performance management
~ Overview of coaching/counseling
~ The elements of a successful sales force culture
~ Developing and implementing a plan to change a sales force culture

Audience

This program is designed for sales managers and those looking to become a sales manager.


Program Dates / Locations

While this course is not scheduled at this time, any of the executive education programs offered by the Hudson Center of Entrepreneurship and Executive Education (HCEEE) can be delivered to your organization either in our classroom or at your location. Please contact us for more information.

Program Fee

Fee of $395 includes tuition and instructional materials.

Instructor

John F. Riggs

Dr. Riggs is an Assistant Professor of Marketing at Nova Southeastern University. He has more than 25 years of professional and managerial sales expertise. His experience ranges from sales representative to area and regional sales director all the way to VP of sales. Dr. Riggs has worked in pharmaceuticals at such companies as MedPointe, Aventis, and The Medicines Company, as well as in corporate and international sales management. Today, he has entered the academic arena, where he teaches the sales managers of tomorrow. In addition to his professional accolades, Dr. Riggs is a renowned speaker who will teach you skills that will help you become a more successful and effective sales executive. Bottom line–you will learn how to immediately increase sales productivity and improve your company's revenue.

Comments From Past Participants

"Appraising your team, and yourself is one of the most valuable exercises you can undertake, and this course delivers tools to do so."
Frederick Hickey, President | Trumeter

"Very helpful you can apply in a business or in personal life."
Adriana Guimaraes, Vice President | Green Mood Fresh

Course Customization

Using core programs, we can customize the material to fit your corporate training needs. With our extensive resources and program facilitators, we will design a program that is tailored to fit your specified objectives and requirements.


Substitution, Cancellation, Fee and Transfer Policies

We realize that occasionally you need to cancel your registration. You can substitute another individual in your place at any time prior to the first day of a program.

If you wish to receive a credit toward a future program: we will allow you to transfer you registration to a future date of the same program you are enrolled in currently, provided we receive written notice two weeks prior to the start date of the class you are currently registered in. You are permitted to re-register only one time.

If you wish to receive a refund: written cancellations received 30 calendar days before a program begins will be issued a full refund, less a $150.00 processing fee; written cancellations received 6 to 29 calendar days prior to the start of a program will get 50 percent of the registration fee refunded. We apologize but we cannot provide a refund if we receive your written cancellation in five or fewer business days prior to the start of the program.

In the event of non-payment, the responsibility for any fees incurred in collecting the payment is the responsibility of the customer.

Fees and dates are subject to change without notice.


Contact Information

For additional program information, please contact us at:

Hudson Center of Entrepreneurship and Executive Education
H. Wayne Huizenga School of Business and Entrepreneurship
Nova Southeastern University
3301 College Avenue, Carl DeSantis Building, Suite 2088
Fort Lauderdale-Davie, FL 33314
Tel: 954.262.5137
Toll Free: 800.672.7223, ext. 25137
Fax: 954.262.3188
E-mail: execed@huizenga.nova.edu

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    Program Staff

    Niemah Butler, Course Curriculum Specialist | niemah@huizenga.nova.edu
    Brian Morgan, Business Development Specialist | briamorg@huizenga.nova.edu
    Christine Belyeu, Administrative Assistant II | cmartinez@nova.edu