Bryn Mawr, PA - Strategy Development, a management consulting and advanced training firm, has scheduled Developing Your Sales Team into Sales Project Specialists, the January installment of their educational webinar series, sd|webEd. The 60-minute webinar, presented by David Ramos, will take place at 11am Eastern, on January 25, 2011.
As sales management, it is clear what you want from sales team. You test for it, background-check for it, and interview endlessly for it, yet hiring errors keep happening and development is stagnant and turnover remains high. Most of the imaging sales world long ago moved from the idea of selling “widgets” to providing solutions. The next giant step is from the consultative sale to managing the complex sale—not as a transaction, but as a project. This requires the development of new set of sales skills to create a sales project specialist, or SPS. This is someone who manages the sales process from suspect identification, pre-call planning, initial sales call, discovery, negotiation and implementation process—ensuring that there is an effective plan in place, that the steps in it make logical sense, that the right resources (whether human or material) are available, and that it all works out to achieve a consistent result. This work requires someone who is has skill sets in six critical areas. Join us for a 60-minute presentation on the essential skills your team needs to develop to be successful in managing the complex sale cycle.
The speaker, David Ramos, Sales Operations Consultant with Strategy Development, has over 15 years of experience in the imaging industry. As a top producing business development and management professional, Ramos held positions in both the U.S. and Mexico. At IKON Office Solutions, positions of increasing responsibility led to director of sales with responsibility for eight sales managers and over 70 sales reps. As a senior trainer at IKON University, Ramos co-developed the sales training program. Prior to that, Ramos was a major accounts manager at Xerox Corporation.