How to Appraise Your Sales Team

1 Full Day | .6 CEUs

The human side of the sales manager's environment is a key determinant of sales success. Managers are often faced with situations in which an existing organizational and sales culture must be assessed. This course is designed to assist the manager in developing his/her sales force by examining their competencies, their behaviors, attitudes and techniques, engaging in performance reviews, mentoring, motivating, developing, and perhaps reassessing the organizational relationship with individual salespeople.

Program Description

Topics include:

~	The key elements of Sales Force Assessment
~	Sales force motivation
~	Performance management
~	Overview of coaching/counseling
~	The elements of a successful sales force culture
~	Developing and implementing a plan to change a sales force culture

Audience

This program is designed for sales managers and those looking to become a sales manager.

Delivery

Any of the executive education programs offered by the Hudson Center of Entrepreneurship and Executive Education (HCEEE) can be delivered to your organization at your location Please contact us for more information.

Program Fee

Program fee varies based on the size of your group and includes tuition, instructional materials and lunch. Please contact us for more information.

Instructor

John F. Riggs, D.B.A.

Dr. Riggs is an Assistant Professor of Marketing at Nova Southeastern University. He has more than 25 years of professional and managerial sales expertise. His experience ranges from sales representative to area and regional sales director all the way to VP of sales. Dr. Riggs has worked in pharmaceuticals at such companies as MedPointe, Aventis, and The Medicines Company, as well as in corporate and international sales management. Today, he has entered the academic arena, where he teaches the sales managers of tomorrow. In addition to his professional accolades, Dr. Riggs is a renowned speaker who will teach you skills that will help you become a more successful and effective sales executive. Bottom line–you will learn how to immediately increase sales productivity and improve your company's revenue.

Comments From Past Participants

"Appraising your team, and yourself is one of the most valuable exercises you can undertake, and this course delivers tools to do so."
Frederick Hickey, President | Trumeter

"Very helpful you can apply in a business or in personal life."
Adriana Guimaraes, Vice President | Green Mood Fresh

Course Customization

Using core programs, we can customize the material to fit your corporate training needs. With our extensive resources and program facilitators, we will design a program that is tailored to fit your specified objectives and requirements.

Contact Information

For additional program information, please contact us at:

Hudson Center of Entrepreneurship and Executive Education
H. Wayne Huizenga College of Business and Entrepreneurship
Nova Southeastern University
Carl DeSantis Building, Suite 2088
3300 S. University Drive,
Fort Lauderdale, FL, 33328-2004
Tel: 954.262.5161
Toll Free: 800.672.7223, ext. 25161
Fax: 954.262.3188
E-mail: execed@nova.edu

Want more information about this program or any of our course offerings? Fill out the form below and an executive education enrollment counselor will respond to your message within the next 24-48 hours. Thank you for your interest in the executive education programs from NSU's Huizenga College of Business!