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Mid-New Jersey - Professional Development Network Business Plan
Mid-New Jersey - Professional Development Network Business Plan
Mid-New Jersey - Professional Development Network Business Plan
Mid-New Jersey - Professional Development Network Business Plan
Mid-New Jersey - Professional Development Network Business Plan
Mid-New Jersey - Professional Development Network Business Plan
Mid-New Jersey - Professional Development Network Business Plan
Mid-New Jersey - Professional Development Network Business Plan
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Mid-New Jersey - Professional Development Network Business Plan

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  • 1. Mid-NJ ASTD Sales Training PDN Business Plan for FISCAL YEAR 09 Contributors: Catherine Baker: Chairperson Kim Rowe: Core Committee Member Lisa Ogen: Core Committee Member Bob DeCarlo: Chapter President
  • 2. Business Plan — Mid-NJ ASTD Sales Training PDN Executive Summary Mission statement The members of this community are committed to their own growth and development, and to helping others reach their full potential, through the following ―cross-pollination‖ activities: Networking; we believe that each member of the community brings tremendous resources of knowledge and contacts, and, by sharing with one another, we will all grow more effectively. Sharing best practices; we believe that our professional development depends on continuously learning and being challenged by those who can share their expertise. We will emphasize the practical, real-life applications of training practices. Helping others; since some who join our community will be searching for new professional opportunities, we will actively reach out to others in this and other communities and share ourselves and our resources. Business opportunity The PDN wants to provide a very tailored professional development network and learning opportunities to those that have specific interest in directly driving performance in the sales function. The Mid-NJ Sales Training PDN exists to provide a forum for professional and personal growth through networking, sharing best practices, and helping others. Financial projections Our goal is to hold at minimum 4 and maximum 6 events and to achieve 25% over our per participant fees. Revenues will go towards covering events fees, speaker awards, meeting incidentals, and miscellaneous costs related to the PDN. 5/13/2010 Business Plan — Mid-NJ ASTDSales Training PDN Page 2 Confidential
  • 3. Business Plan — Mid-NJ ASTD Sales Training PDN Industry Environment Overview of the industry The industries which the PDN serves are multiple. Primary industries in the tri-state area that encompass Mid-NJ include pharmaceuticals, medical device, telecommunications, and financial services. This PDN consists primarily of people involved in the training and development of sales people throughout the NJ area, from any industry. Projected position for the future The PDN will serve as an organization that offers a non-intrusive and ―sell free‖ environment for the learning and professional development of those that function in a sales training, sales, and/or sales management capacity. Potential customers The PDN’s customers include anyone who serves in the sales training, sales management, or sales function. The function or customer group we service is sales in the essence of furthering training and development to those that support this function. Both ASTD practitioners and vendors are invited. Others interested in networking and sharing with this community are welcome, including the broader NJ ASTD membership, and those in career transition. Direct competitors There are no direct competitors to this PDN at the current time. 5/13/2010 Business Plan — Mid-NJ ASTDSales Training PDN Page 3 Confidential
  • 4. Business Plan — Mid-NJ ASTD Sales Training PDN Marketing Business opportunity All events will be designed to drive professional development of attendees and advance the presentation profiles of our speakers. It is with this intent that as an additional outcome, we will attract new Mid-NJ ASTD members to help grow the chapter. PDN strategy To serve as a professional resource for: Networking; we believe that each member of the community brings tremendous resources of knowledge and contacts, and, by sharing with one another, we will all grow more effectively. Sharing best practices; we believe that our professional development depends on continuously learning and being challenged by those who can share their expertise. We will emphasize the practical, real-life applications of training practices. Helping others; since some who join our community will be searching for new professional opportunities, we will actively reach out to others in this and other communities and share ourselves and our resources. 5/13/2010 Business Plan — Mid-NJ ASTDSales Training PDN Page 4 Confidential
  • 5. Business Plan — Mid-NJ ASTD Sales Training PDN Benefits matrix Below is a summary of topics identified for the 2009 year: Topic [& Customer Pain Points] Benefits Learn approaches to: Creative Approaches to the Sales Training Function—A Panel Discussion Avoid relocation and the costs associated with it Effectively promote remote opportunities [In times of a slow economy and within the sales training function declining real estate market, relocation has become a deterant Recruite the best talent for many organizations who are trying Effectively lead and work in remote to attracts sales training talent] teams Measuring the ROI of Assessing Customer Engagement Learn approaches to: Assessing customer engagement [Organizations overlook the negative Interpret customer engagement and impact that low performers may what it means to the sales organization have on customers and the benefit of assessing customer engagement and Create strategies to address customer aligning their business strategies needs and wants accordingly] Sales Business Etiquette for Millenials Learn approaches to: Recognize there are variations in generational expectations [Customers are of all generations and yet we still see a gap in the Align professional presentation (dress, professional presentation of Millenials makeup, etc.) with generational which can negatively influence expectations credibility, trust, respect, and buying] Make a positive impact on customers 5/13/2010 Business Plan — Mid-NJ ASTDSales Training PDN Page 5 Confidential
  • 6. Business Plan — Mid-NJ ASTD Sales Training PDN Generational Relations in Sales Learn approaches to: Recognize variations in generational expectations [Connecting will all generations is more critical than ever to align Align communication to generational business strategy and expectations communication to further business Align business strategy to generational growth] expectations ―Beyond the Grinder‖—Creative Approaches to Make Sales Training Learn approaches to: Stick Drive creative strategies in the sales training function [Sales training can be mundane, new Deliver training that is engaging methods to learning that include assessing strengths and applying Deliver training that is impactful talents, modeling, etc can help make training more relative engaging, and sustainable] Succession Planning—Retaining and Promoting Top Talent in the Sales Function Learn approaches to: Identify top performers [Top talent can become disengaged Keep top performers engaged with an organization if there is no Groom talent for career advancement opportunity for professional growth or advancement apparent] Hear: Sales Training Best Practices Showcase Sales Training Best Practices from multiple organizations Meet: [There are limited resources that allow sales training professionals to Sales Training vendors learn from the success of others] Other Sales Training professionals 5/13/2010 Business Plan — Mid-NJ ASTDSales Training PDN Page 6 Confidential
  • 7. Business Plan — Mid-NJ ASTD Sales Training PDN Operations Organizational structure The Sales Training PDN will be led by a steering or ―Core‖ committee, guided by a Chairperson (selected annually) who operates under the oversight of a Mid-NJ ASTD Board Member. The steering committee and other willing volunteers will distribute logistical planning responsibilities among themselves. The PDN will be organized as follows: Catherine Baker: Chairperson Home Office #: 732-928-2569/Corporate Office #: 732-681-1100 x21 cbaker@midnjastd.org Kim Rowe: Core Committee Member Office #: 908-359-9665 krowe@agentive.com Lisa Ogen: Core Committee Member Home #: 856-988-1018 lisaogen@yahoo.com TBD: Logistics Specialist and Communications Specialist Bob DeCarlo: Chapter President as PDN Oversight Capital requirements Achieve 25% over break even margin. Initial Mid-NJ ASTD Chapter funds available to the PDN are ? Core operations PDN functions will be organized and implemented by the Core Committee with input and guidance from the Mid-NJ ASTD Board. The Sales Training PDN will plan to meet approximately four to six times per year; generally, once every two months. To avoid conflicts with chapter events, we will schedule PDN events on the first Thursday of the month. Meetings will include some combination of speaker presentations, discussions, and networking. 5/13/2010 Business Plan — Mid-NJ ASTDSales Training PDN Page 7 Confidential
  • 8. Business Plan — Mid-NJ ASTD Sales Training PDN Financial Projections At this time it is the PDN’s goal to shoot for an average attendance of 50 participants per event with a per head cost at minimum of $12-$15 for a standard morning event and maximum of $20 for a special event, plus potential vendor sponsorships. These figures are designed to cover all event expenses including any location fees and catering. Incidental expenses will be will be minimal to include printing of event signs, registration sheets, name tags, evaluations, and gifts for event speakers. Estimated revenue at $12/head: 50 x $12 = $600 – $400 (estimated overhead for event) – $75 (incidental expenses) = $125 Revenue per event = $125 Number of Annual Events = 6 Estimated Revenue = $750 Number of Annual Events = 4 Estimated Revenue = $500 Estimated revenue at $15/head: 50 x $15 = $750 – $400 (estimated overhead for event) – $75 (incidental expenses) = $125 Revenue per event = $225 Number of Annual Events = 6 Estimated Revenue = $1350 Number of Annual Events = 4 Estimated Revenue = $900 5/13/2010 Business Plan — Mid-NJ ASTDSales Training PDN Page 8 Confidential

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