Sales specialist Jim Pancero isn’t just another sales speaker or trainer comes in and provides basic “shooting skills.” Instead, he provides advanced, leading-edge “business-to-business” sales and sales management training to experienced sales people and teams who want to increase their competitive advantage and profitability.
Pancero will invite EMDA members to determine: “Are You Ready For Your Next Generation of Sales Reps?”
What percent of your current sales team will you be losing over the next five to seven years due to retirement or health issues? 25% to 75% is a common answer. What have you been doing to prepare your organization and management team to best utilize this critical influx of new talent and opportunity?
Would you like to reorganize and refocus your sales force? Today’s average top producing senior “baby boomer” sales team is difficult to coach and lead, fiercely independent, and is very selective in the companies they sell to and even which of your products they sell. They also required little to no management assistance or support. The average sales manager today does little coaching or leadership but instead focuses all of their efforts on merely supporting their sales team with special pricing, expediting, problem solving and customer thank you calls.
As the leader of your company you have a unique opportunity to redesign, and strengthen your current sales structure as your senior “baby boomers” retire and your next generation joins your team.
Learn the organizational structures, coaching processes and selling “best practices” that can provide you and your team with a stronger competitive advantage and profitability moving forward. Understand the choices and tradeoffs you have with your sales coaching/leadership structures as well as how to best establish an entry level sales training program and ongoing account planning sessions.
In Jim’s session, you’ll learn:
- How to identify and evaluate your current sales team structure and leadership
- The benefits of “SWAT Team Selling’s” structures, processes and leadership
- Changes and decisions you will face as the senior leader of your sales team
- Processes and structures your front line sales managers will need to implement and follow
- Expectations (and changes) for your “Next Generation” sales team
- The five steps to successfully shifting to a “SWAT Team Selling” leadership approach
Jim provides the most experienced members of his audience with proven, immediately usable advanced ideas to increase their competitive advantage and enhance their selling processes. He has been directly involved in “business-to-business” selling for more than 40 years. Six of those years were spent successfully selling the largest computer systems for the Data Processing Division of the IBM Corporation. During Jim’s prestigious IBM career he earned several awards including the coveted “Golden Circle” designation annually awarded to the top 5% of their international sales force.
In 1982, Jim founded his advanced sales training and consulting company. Since then, Jim has conducted over 3,000 presentations or consulting days for 600 companies providing a career average of five events per client. Over 90% of Jim’s clients utilize his services more than once. You can learn more about Jim at Pancero.com.
Send in your registration for EMDA’s Spring Management Workshop today – you won’t want to miss this great session!