2-Day Program

Sales Management

Creating a high-performance sales organization

About the program

Queen's Sales Management Program is an intensive immersion in cutting-edge sales management concepts, tools and methods. It will enhance your ability to create and lead a high-performance sales organization.

Session leaders have extensive sales and business experience and have worked with organizations worldwide to improve sales performance.

This program will enable you to:

  • Create an effective sales strategy
  • Build and manage a high-performance sales organization
  • Create value for your customers
  • Maximize return on sales assets

Who should attend

Sales managers and executives at all levels of the organization.

You might also be interested in: Marketing, Leadership

Personal benefits

Enhance your sales management effectiveness; increase your value to the organization

  • Improve your sales planning skills
  • Understand the roles and functions of a "balanced sales team"
  • Learn how to evaluate and manage the competitive landscape
  • Learn how to maximize return on sales assets
  • Gain insights into sales force structuring and deployment
  • Learn how to effectively recruit, reward, and retain superior sales professionals
  • Enhance your leadership skills
  • Network with a group of experienced sales managers and executives from a variety of industries

Organizational benefits

New sales management ideas and practices will have a profound impact on performance

  • Develop more integrated strategic and tactical plans across the organization
  • Drive sustainable revenue and profit growth
  • Realize a better return on sales asset
  • Increase employee retention
  • Develop stronger, more profitable relationships with key customers

Program content

The program leverages the educational power of multiple teaching tools, including classroom discussions and seminars, case studies, group interactions, and individual coaching.

The Program is built around a four-step process:

Building an Effective Sales Strategy

Successfully integrating the sales strategy into the corporate strategy.

  • Developing and implementing an effective sales planning process at all levels – strategic, market, territory, and account
  • Integrating sales strategy into the corporate strategy
  • Aligning marketing and sales strategies and identifying your most important customers
  • Using best practices and cutting-edge sales tools to ensure the successful execution of your sales strategy

Creating A Winning Sales Organization

Optimizing your sales structure and performance.

  • Determining optimal sales organization size, structure, and deployment and understanding the roles and functions of the "balanced sales team"
  • Analyzing your operational and transactional cost structures and improving your return on sales assets
  • Developing an effective performance appraisal system and compensation plan
  • Implementing value-creating sales models

Creating Value for Your Customer

Implementing customer service tools and techniques that add real value.

  • Understanding customer buying behaviour and how to use consultative, transactional, and enterprise selling
  • Creating a "customer first" mindset throughout the organization and sales team
  • Adding value to create customer intimacy and long-term loyalty
  • Achieving and maintaining superior levels of customer service
  • Creating strategic alliances with customers to ensure long-term revenue and profitability

Leading a High-Performance Sales Team

Using coaching and performance management techniques to create a motivated and effective sales team.

  • Understanding the factors that affect sales performance
  • Finding, selecting, and retaining superior sales professionals
  • Refining your training and coaching techniques
  • Enhancing teamwork and managing for performance

Session leaders include senior professors from Smith School of Business and knowledgeable experts from industry. These outstanding teachers are constantly in touch with today's business world through real-world business experience, Board memberships and their own consulting practices.

Jim Hamilton is a proven sales and marketing executive with over 19 years of experience in forming and growing start-up companies, as well as, leading sales and marketing teams in mid-sized and larger companies. Currently, Jim spends most of his time as an instructor. He is a lecturer at Smith School of Business where he teaches courses in marketing strategy, sales and sales management at both the graduate and undergraduate levels. He owns an advisory firm that provides reputation management, sales, marketing, and CRM strategy services to individual professionals and corporations. Some of his clients have included Bayer, Altana, IBM, and MDS Sciex. Jim obtained an Honours Degree in Actuarial Science (BSc.) from the University of Western Ontario (Canada) in 1990. He then earned an MBA from the Richard Ivey School of Business (Canada) in 1995.

John Monoky is an Adjunct Professor at the University of Michigan and a principal in Monoky Associates, a sales and marketing consulting firm. He is an active trainer and has served on the faculty of many executive development programs at several prominent U.S. universities. His primary training, consulting, and research interests focus on business-to-business marketing, sales management, and territory management.  Past clients include Bristol-Myers Squibb, BusinessWeek, Ciba-Geigy, Eastman-Kodak, General Electric, Mead Paper, Miles Laboratories, Rockwell International, Saudi Arabian Airlines, Schlumberger Technologies, Southwestern Bell, Texas Instruments, 3M, Travelers Insurance, USA Today, and Weyerhaeuser.

Enroll Now

Speak to a member of our team.
Call 1.888.393.2338 or Chat live
Monday to Friday. 8:30 am - 4:00 pm EDT

Upcoming Sessions

    Toronto, Ontario, Canada

    Smith School of Business Toronto Facility
    200 Front Street West, Suite 3020
  • Nov 16 to Nov 17


$2,900 CAD (plus applicable taxes)

Download a Case for Sponsorship

    Toronto, Ontario, Canada

    Smith School of Business Toronto Facility
    200 Front Street West, Suite 3020
  • Mar 1 to Mar 2
  • Nov 16 to Nov 17


$2,900 CAD (plus applicable taxes)

Download a Case for Sponsorship

Located in Canada?

Offset part or all of program fees through the Canada Job Grant

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