8:30am-10:00am

Sales Productivity―Defined and Measured

• The Compelling Case for Improving Sales Productivity
• Definition of Sales Productivity
• Sales C.A.R.E.S.
• Sales Productivity Metrics
• Sales Management Model―How Sales Departments Work
• Sales Growth Model and the Evolution of Sales Resources

Sales Productivity Levers

• Lead the Sales Force
• Call on the Right Customers
• Optimize Sales Force Structure
• Improve Quality of Sales
• Increase Selling Competency
• Increase Performance Accountability

Sales Productivity Improvements―Assessment and Design

• Business Unit Alignment
• Measurement Methods
• Assessment Validation
• Program Design
• Shift and Lift
• Sales Strategy Plan

Program Implementation

• Executive Team Support
• Leadership/Merchandising
• Sales Transformation
• Multi-Year Commitments
• Your Action Plan