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2010 PTDA Canadian Conference
June 3-5, 2010
Marriott Montréal Château Champlain
Montreal, Québec, Canada
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Session Summary: Joe Ellers, Sales Management Excellence
Drawing on years of experience as a sales manager and trainer, Joe
Ellers outlined his ten rules for achieving sales management
excellence. Throughout the session, Ellers expanded on each rule
with practical take-home ideas for participants to put in place
immediately.
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Decide how to grow: How do we want to grow?
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Focus on the right products: What do we want to sell?
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Focus on the right customers (and prospects): Who do we want
to sell it to?
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Focus on “good” orders: What does a good order
look like?
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Use target account lists.
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Focus on sales calls.
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Make joint calls part of your management.
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Look forward.
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Manage your opportunity backlog.
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Put it all together.
Key takeaways from Ellers’ presentation were the need for
constant, focused, specific communication between sales management and
sales force and directing sales activity to where potential exists,
recognizing that this may not be where the sales are coming from
today.
Download Ellers' presentation. 
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