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  • 1. March 17–19, 2010 | Arlington, VA Learn New Ways to Lead Your Sales Team to Improved Performance Sales Management Training Forum Featuring Three Interactive Trainings: Day One: Advanced Sales Management • Improve your sales team performance through effective mentoring and coaching • Develop your decision making and problem solving techniques Day Two: Build a Strong and Competitive Sales Team • Create measurable metrics to monitor performance • Optimize your sales funnel and improve territory planning Day Three: Customer Service Excellence • Create long-term customer relationships and gain repeat business • Increase customer satisfaction through various sales techniques and strategies Earn up to 18 CPE credits Learn How to Sell Through the Slump www.ASMIweb.com/Sales
  • 2. Sales Management Training Forum day one March 18, 2010 Advanced Sales Management Training 8:30 Registration & Continental Breakfast 9:00 Develop Your Organization’s Sales Strategy • Compare business realities with the customer value set to develop preliminary critical objectives • Discover why situational analysis lays the groundwork for the majority of sales management activities 10:30 Break & Refreshments 10:45 Prepare for Tomorrow Using the Tools of Today • Set objectives for an evolving business environment through the application of trend-analysis tools • Learn to leverage today’s social networking tools to achieve success 12:00 Lunch Break 1:00 Create a Capable and Professional Sales Force • Understand how to prepare and set standards of performance for team members • Recognize effective methods for applying the performance standards to new hires and existing personnel 2:00 Break & Refreshments 2:15 Locate the Talent • Identify best practices for hiring creative and qualified sales professionals • Learn how to protect your organization from potential legal and ethical challenges 3:00 Strengthen Your Sales Team • Understand the importance of linking the sales force to the rest of the organization through the use of technology and social networking • Develop individualized training programs that improve the performance of your entire team 4:00 Day One Adjourns 2 www.ASMIweb.com/Sales
  • 3. Sales Management Training Forum day two March 18, 2010 Build a Strong and Competitive Sales Team Training 8:30 Registration & Continental Breakfast 9:00 Discover Programs that Drive Greater Performance • Design a compensation plan that will lead to the increase of sales • Adjust the compensation plan to make it applicable to a continuously changing business environment 10:30 Break & Refreshments 10:45 Manage and Measure Performance • Discover how to evaluate changes in sales territories and determine their effect on sales performance • Use essential evaluation tools for forecasting results 12:00 Lunch Break 1:00 Discover the Benefits of Coaching and Counseling your Staff • Coach individual sales team members in order to achieve higher performance • Recognize when there are problems and properly identify how to counsel the individual 2:30 Break & Refreshments 2:45 Properly Prepare for the Future by being a Strong Leader • Create a plan for turnover and succession • Understand what it takes to become a strong leader 4:00 Day Two Adjourns what you will learn: Understand how the role of sales Create a winning sales culture in a management has evolved difficult economy Adequately prepare your sales workforce Learn how to improve sales effectiveness, for the future and its challenges decrease costs and enhance the customer experience www.ASMIweb.com/Sales 3
  • 4. Sales Management Training Forum day three March 19, 2010 Customer Service Excellence Training 8:30 Registration & Breakfast 9:00 Recognize the Benefits of Excellent Customer Service • Focus on improving customer service and learn how to win and keep customers • Understand how customer service not only creates revenue but also a healthy organization 10:15 Break & Refreshments 10:30 Manage Customer Expectations • Understand that customer satisfaction is based on perceptions • Deal with customers by knowing how and where they are coming from 12:00 Lunch Break 1:00 Enhance Your Listening Skills • Identify your customer’s and your own listening style • Create a rapport with customers more easily and have more influence 2:00 Break & Refreshments 2:15 Deal with Difficult Customers • Develop strategies for keeping composed under pressure and remaining optimistic • Turn a dissatisfied customer into a repeat customer using a recovery system 3:15 Thrive Under Pressure • Write quick and short e-mails that the customers will read and understand • Recognize and respond effectively to specific customer behaviors 4:00 Forum Adjourns who should attend: Sales Executives Sales Operations Managers Directors Sales Compensation Professionals Managers 4 www.ASMIweb.com/Sales
  • 5. Sales Management Training Forum In-House Training In-House Training One of the more popular vehicles for accessing the Institute’s educational offerings is the delivery of on-site trainings and management facilitations. Bringing a training or facilitation in-house gives you the opportunity to customize a program that addresses your exact challenges and provides a more personal learning experience, while virtually eliminating travel expenses. Whether you require training for your department or for an organization-wide initiative, the advanced learning methods employed by the American Strategic Management Institute will create an intimate training atmosphere that maximizes knowledge transfer to enhance the talent within your organization. Customization We realize that not all obstacles can be overcome by applying an “off-the-shelf” solution. While many training providers will offer you some variation of their standard training, the American Strategic Management Institute’s subject matter experts will work with you and your team to examine your programs and determine your exact areas of need. The identification of real life examples will create a learning atmosphere that resonates with participants while at the same time providing immediate return on your training investment. Using interactive exercises that employ actual projects or scenarios from your organization, instructors can address specific challenges and align the curriculum of each session to your objectives. While the majority of on-site trainings are focused on smaller groups, the American Strategic Management Institute also has the ability to accommodate organization-wide training initiatives. Utilizing multiple instructors, The Institute has the capacity to deliver courses to groups of up to 300 participants per day. Areas Of Expertise On-site delivery of single courses, certification programs and entire packages of specialized courses are available in the following areas: Strategic Planning Workforce Management Program Evaluation Performance Measurement Budgeting and Forecasting Administrative Management Project Management Contracting Change Management Lean Six Sigma Performance Reporting Balanced Scorecard For more information about in-house training options available to you, please contact Blake Zach at 202-739-9548 or email him at Blake.Zach@ASMIweb.com sponsorship opportunities: ASMI offers four different pre-designed sponsorship packages: Event Co-Sponsor Luncheon Sponsor Session Sponsor Exhibit Booth Sponsor To learn more about exhibiting and sponsorships at the Sales Management Training Forum please contact Meredith Mason at 202-739-9707 or MeredithMason@ASMIweb.com www.ASMIweb.com/Sales 5
  • 6. Sales Management Training Forum Forum Sales Management Training Logistics & Registration Venue and Hotel: CPE Credits The Sales Management Training Forum will be held Delivery Method: Group-live at The Performance Institute Conference Center in Program Level: Beginner Arlington, VA, just one block east of the Courthouse Prerequisites: None Metro stop on the Orange Line. A public parking Advanced Preparation: None garage is located just inside of the building for $10/day. CPE Credits: 6 Credits for each day of training 18 Credits for the full three day forum The Performance Institute Training Center The American Strategic Management Institute (ASMI) is registered with 1515 N. Courthouse Rd., Suite 600 the National Association of State Boards of Accountancy (NASBA) as a Arlington, VA 22201 sponsor of continuing professional education on the National Registry of 703-894-0920 CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding sponsors may be addressed to the National Registry of CPE Sponsors, 150 A limited number of rooms have been reserved at Fourth Avenue North, Nashville, TN 37219-2417. Website: www.nasba.org. the Arlington Rosslyn Courtyard by Marriott at the Quality Assurance prevailing rate of $233 until February 22, 2010. Please call the hotel directly for reservations and ASMI strives to provide you with the most productive and effective educational experience possible. If after completing the course you feel reference code Performance Management Training there is some way we can improve, please write your comments on the Forum. The hotel is conveniently located three blocks evaluation form provided upon your arrival. Should you feel dissatisfied with your learning experience and wish to request a credit or refund, from the Rosslyn Metro station. Please ask the hotel please submit it in writing no later than 10 business days after the end of about a complimentary shuttle that is also available for the training to: ASMI: Corporate Headquarters; 805 15th Street NW, 3rd your convenience. Floor; Washington, D.C. 20005 Arlington Rosslyn Courtyard by Marriott Note: As speakers are confirmed six months before the event, some speaker changes or topic changes may occur in the program. ASMI is not 1533 Clarendon Blvd. responsible for speaker changes, but will work to ensure a comparable Arlington, VA 22209 speaker is located to participate in the program. Phone: 703-528-2222 / 1-800-321-2211 If for any reason ASMI decides to cancel this conference, ASMI www.courtyardarlingtonrosslyn.com accepts no responsibility for covering airfare, hotel or other costs incurred by registrants, including delegates, sponsors and guests. Discounts Tuition & Group Discounts: • All ‘Early Bird’ Discounts must require payment at time of registration and The tuition rate for attending the Sales Management before the cut-off date in order to receive any discount. • Any discounts offered whether by ASMI (including team discounts) must Training Forum is as follows: also require payment at the time of registration. • All discount offers cannot be combined with any other offer. • Discounts cannot be applied retroactively Offerings Regular Rate *Early Bird Rate Payment must be secured prior to the conference. If payment is not Each One Day received by the conference start date, a method of payment must $699 $599 be presented at the time of registration in order to guarantee your of Training participation at the event. Sales Management $1699 $1599 Training Forum *For the Early Bird rate, register before February 17, 2010 For more information on Rates and Group Discounts for the Sales Management Training Forum please contact Paul Rogers at 858-866-9386 or email him at Paul.Rogers@ASMIweb.com 6 www.ASMIweb.com/Sales
  • 7. Sales Management Training Forum Logistics & Registration Visit Fax this form to Call www.ASMIweb.com/Sales 866-234-0680 877-992-9521 Registration Form Yes! Register me for the Sales Management Training Forum Yes! Register me for the following one day course(s) only: Day One Day Two Day Three Please call me. I am interested in a special Group Discount for my team Delegate Information Name Title Organization Dept. Address City State Zip Telephone Fax Email Payment Information Check Purchase Order/Training Form Credit Card Credit Card Number Expiration Date Verification no. Name on Card Billing Zip Please make checks payable to: The Performance Institute CANCELLATION POLICY: ASMI will provide a full refund less a $399 administration fee for cancellations requested four weeks prior to the event start date unless cancellation occurs within two weeks prior to the event start date. If a cancellation is requested less than two weeks prior to the event start date, no refund will be issued. Registrants who fail to attend and do not cancel prior to the event will be charged the entire registration fee. All cancellations must be requested through the cancellation link found in your attendance confirmation email. Please note that cancellation is not final until you receive a cancellation confirmation email. I have read and accepted the Cancellation Policy above. ACKNOWLEDGED AND AGREED By: __________________________________________________________________________________________ Date: _______________________ Priority Code: B315-WEB www.ASMIweb.com/Sales 7
  • 8. ASMI’s Vision In this challenging economic landscape, organizations must develop and execute innovative strategies to survive and thrive. Performance and process improvement methodologies give managers the tools they need to run leaner, more efficient businesses. The mission of the American Strategic Management Institute (ASMI) is to connect business leaders with best-in-class practices and training to address management challenges and improve results. ASMI has grown into one of the nation’s most innovative training providers, combining market research and industry insight to deliver experiences and tools to inspire leaders and grow businesses. Through virtual sessions, national summits, training programs and consulting services, ASMI brings together leaders to share insights, ideas and actions to transform organizations. Areas of Focus: • Performance Management: Using business analytics to drive strategy • Process Improvement: Leaning processes for efficiency and quality improvement • Financial Management: Budgeting and forecasting for better decision-making • Project Management: Managing projects to deliver results on time, within scope and in budget • Leadership Development: Building leadership skills to manage in times of change and conflict Services: Virtual Training Briefings 90-minute training sessions for the latest tools and techniques to deliver results. National Summits National events allowing business leaders to share best practices and strategies for success. Training Programs Methodology-based training modules in management competencies, offered publicly or custom-designed for your organization Consulting Services Field experts who can bring bold change to your workforce, planning processes. ASMI Corporate Headquarters 805 15th Street, NW, 3rd Floor Washington, DC 20005 Ph: 877-992-9522 Fax: 866-234-0680 www.ASMIweb.com