March 17–19, 2010 | Arlington, VA

                                                        Learn New Ways to Lead Your Sal...
Sales Management Training Forum
day one

                 March 17, 2010
                 Advanced Sales Management Traini...
Sales Management Training Forum




                                                                                      ...
Sales Management Training Forum
day three

                   March 19, 2010
                   Customer Service Excellenc...
Sales Management Training Forum

Speaker Biographies
Day One
Kelly Harman: Vice President of Sales; TriNET Systems, Inc
Ke...
Sales Management Training Forum Forum
                  Sales Management Training

          In-House Training
          I...
Sales Management Training Forum

Logistics
Venue and Hotel:                                              CPE Credits
The S...
Visit                                                        Fax this form to                               Call
         ...
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  1. 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 • Use essential evaluation tools for forecasting results 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. 2. Sales Management Training Forum day one March 17, 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. 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 Manage and Measure Performance • Discover how to create your dashboard of metrics: what to measure and why • Use essential evaluation tools for forecasting results 10:30 Break & Refreshments 10:45 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 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. 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. 5. Sales Management Training Forum Speaker Biographies Day One Kelly Harman: Vice President of Sales; TriNET Systems, Inc Kelly Harman is Vice President of Sales, Mid Atlantic for TriNET Systems, a $60 million integrator of voice, data and mobility solutions for the public and private sector. Prior to joining TriNET in September 2009, Kelly was the President and founder of Zephyr Strategy, a strategic marketing and technology consulting firm located in Virginia with a local, national and international roster of clients. A serial entrepreneur, Kelly helped grow a leading videoconferencing systems integrator from $8 million to $100 million in five years, she was involved in six M&As and assisted with the branding and launch of four technology companies. She is also the founder of a gourmet dessert company named “A Spoonful of Sin, Inc.” and previously owned a children’s outerwear company. Kelly serves on the boards of Women In Technology, the Prince William County Regional Chamber of Commerce and BARN Transitional Housing for Women. She is a past board member of the City of Manassas Business Council and the former Chairman of the Board for Success in the City. She was the 2009 recipient of Women In Technology’s “Entrepreneur of the Year” leadership award. Day Two Amy Palmer: President; Blue Sky Coaching & Consulting Amy’s sales and leadership style revolves around three key concepts: Build trust. Create a true connection. Be passionate about what you do. The foundation of the Blue Sky method is based on the belief that each of us has strengths and assets that we should capitalize on your best assets and develop a sales and leadership style around that. As an award-winning former actress, a nationally recognized salesperson, a top-producing sales manager and a graduate of Coach U Amy brings all of her experience together to help business professionals at all levels develop effective sales and leadership skills. Before launching Blue Sky in early 2005, Amy served as VP of Sales responsible for a $50 million dollar revenue budget and over 55 locations. She has served as the Facilitator for the DC Chapter of the Women Presidents’ Organization, and has worked with companies in a variety of industries including Sylvan Learning Centers, Jenny Craig Weight Loss Centers and Wegman’s Foods. Day Three April Stern Riccio: Founder; ASR & Company April Stern Riccio founded ASR & Company – a public relations firm that specializes in transition marketing and popup public relations. Ms. Riccio draws from her years of experience in event planning and marketing for such noted retailers as Neiman Marcus, Saks Fifth Avenue and Lord & Taylor. ASR & Company specializes in customer service strategies, sales promotion, marketing, public relations, special events, publicity, and fund raising. Ms. Riccio has worked with a wide range of influential businesses, a large number of which are nonprofit organizations. She has developed an extensive network of clients and professional contacts. Throughout her career in the luxury brands business, Ms. Riccio has established herself as a highly qualified professional who creates flawless events and fund raising projects. Ms. Riccio holds a BA degree in Visual Communication and Journalism from Ohio State University. She also completed photography studies at Harvard University and journalism studies at Indiana University along with postgraduate work in communications. www.ASMIweb.com/Sales 5
  6. 6. Sales Management Training Forum Forum Sales Management Training 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 6 www.ASMIweb.com/Sales
  7. 7. Sales Management Training Forum Logistics 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 garage Advanced Preparation: None 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 prevailing rate of $233 until February 22, 2010. Quality Assurance Please call the hotel directly for reservations and ASMI strives to provide you with the most productive and reference code Performance Management Training effective educational experience possible. If after completing Forum. The hotel is conveniently located three blocks the course you feel there is some way we can improve, please from the Rosslyn Metro station. Please ask the hotel write your comments on the evaluation form provided upon your about a complimentary shuttle that is also available arrival. Should you feel dissatisfied with your learning experience and wish to request a credit or refund, please submit it in writing for your convenience. no later than 10 business days after the end of the training to: ASMI: Corporate Headquarters; 805 15th Street NW, 3rd Floor; Arlington Rosslyn Courtyard by Marriott Washington, D.C. 20005 1533 Clarendon Blvd. Arlington, VA 22209 Note: As speakers are confirmed six months before the event, Phone: 703-528-2222 / 1-800-321-2211 some speaker changes or topic changes may occur in the www.courtyardarlingtonrosslyn.com program. ASMI is not responsible for speaker changes, but will work to ensure a comparable speaker is located to participate in the program. Tuition & Group Discounts: If for any reason ASMI decides to cancel this conference, ASMI accepts no responsibility for covering airfare, hotel or other costs The tuition rate for attending the Sales Management incurred by registrants, including delegates, sponsors and guests. Training Forum is as follows: Discounts Offerings Regular Rate *Early Bird Rate • All ‘Early Bird’ Discounts must require payment at time of Each One Day registration and before the cut-off date in order to receive any $699 $599 discount. of Training • Any discounts offered whether by ASMI (including team Sales Management discounts) must also require payment at the time of registration. $1699 $1599 Training Forum • All discount offers cannot be combined with any other offer. • Discounts cannot be applied retroactively *For the Early Bird rate, register before February 17, 2010 Payment must be secured prior to the conference. If payment is not received by the conference start date, a method of For more information on Rates and Group Discounts payment must be presented at the time of registration in order to for the Sales Management Training Forum please guarantee your participation at the event. contact Paul Rogers at 858-866-9386 or email him at Paul.Rogers@ASMIweb.com www.ASMIweb.com/Sales 7
  8. 8. 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

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