Bryn Mawr, PA, - Strategy Development, a leading management consulting and advanced sales training firm, along with BTA, is conducting their BTA MPS Sales Workshop on August 9-10 and their Sales Management Workshop on August 11-12, 2011 in Minneapolis, MN.  Both classes will be held at Katun Headquarters.

"To be successful in today's unstable economy, it is imperative that you have the best trained sales professionals," said Tom Callinan, Managing Principal of Strategy Development.  "And to have the best trained sales teams, you need to have dynamite sales managers who know how to develop, manage and retain their people.   Our BTA Sales Management Workshop will not only teach your sales managers how to develop great sales people, but it will also show them how to significantly grow their business. "

Taught by Strategy Development consultants, Ed Carroll and David Ramos, the BTA Sales Management Workshop will provide sales leaders a framework, process and tools concentrated on developing sales professionals, uncovering new business and expanding share of wallet with current customers.  All sales leaders, or sales professionals moving into a management position, will benefit greatly from this interactive workshop.  They will leave with proven processes that, when implemented, will increase their effectiveness, reduce turnover and drive improved results.

Lisa Chambers of Professional Business Systems in Arkansas said, "The BTA Sales Management workshop material was valuable and should provide great ROI for our business. This workshop was also motivational and it has helped to ignite excitement in current areas of struggle and opportunity."  And Margaret Sholl of Advanced Business Machines in Illinois had this to add, "Being new to the manager role, this workshop opened my eyes and provided me with how a person should be managed. This was a high-energy course that was filled with ideas I can bring to my company."

Some of the topics covered in this two-day workshop include:  how to build an effective sales team; territory design and management with focus on MPS and equipment; designing individual development plans; account planning and penetration; and, effective forecasting.  All attendees will leave with templates for account planning sessions and development planning as well as a customizable on-boarding schedule.

The BTA MPS Sales Workshop, also taught by Carroll and Ramos, is designed to provide sales leaders with a systematic and proven methodology to establish and maintain a profitable MPS program.  Participants will learn how to uncover new revenue streams, significantly increase the quantity of captured prints, lock in customers, enable differentiation from competitors, and, ultimately, sell more hardware.

Topics covered in this two-day workshop include: understanding the print space (the opportunity, IT's involvement, the sales approach and target markets); getting the appointment; presenting a value proposition; conducting an assessment; developing a strategy and tactics; building an MPS proposal that sells; pricing an MPS contract; expanding the opportunity after the sale; and preparing for quarterly business reviews.

The BTA MPS Sales workshop has been met with rave reviews:

Jackson Jordan of Advantage Business Systems said, "Great workshop!  Straight forward, easy to understand approach to MPS.  They give you the tools needed to implement a profitable MPS program.  Thank you Strategy Development!"

Richard Detwiler of Digital Business Machines in Nashville commented, "The knowledge that I acquired from real-world experiences, as well as the documentation examples, have given me the confidence to launch a print management division in our company. You have broken the process down to a step-by-step building block approach that makes the target very visible and achievable. I look forward to implementing the program in our company."   

For more information or to register, please contact Tom Callinan at [email protected] or at 610-527-3317.