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New BTA Sales Management Workshop Scheduled for June 6-8

Monday, May 09, 2016  
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On June 6-8, the Business Technology Association (BTA) will host the inaugural BTA Sales Management Workshop at the InterContinental Kansas City at the Plaza in Kansas City, Missouri. This new BTA workshop is a career development "must-have" for sales management at all levels, and provides the knowledge, skills, process and tools to immediately increase effectiveness and achieve higher levels of success.

Taught by well-known industry trainer and facilitator Kim Ward of Learning Outsource Group (LOG), the workshop focuses entirely on the "how-to" skills that will help attendees reach their full potential as great sales leaders and coaches, as well as best practices to build and sustain elite, high-performance sales teams. The program includes a complete tactical plan and covers the following key modules:
  • Awareness and the Changing Sales Management Role
  • Maximizing Return on Effort
  • Recruiting, Interviewing and Selection
  • Performance Coaching, Sales Metrics, Forecasting and Funnel Strategy
  • Communication and Sales Employee Retention
  • Leadership
  • Program Action Mapping and Team Development Plan
The program also includes a customized sales manager toolkit with more than 35 specific tools to increase consistent execution of workshop strategies and overall sales manager effectiveness.

As an additional bonus to attendees, LOG will provide all attendees with video reinforcement modules to support program implementation success, as well as a free coaching hotline to LOG consultants for 12 months.

In addition, all participants will receive a comprehensive Sales Leader Playbook, Sales and Sales Manager Effectiveness Assessment Guide, SelectQuest Interview Guide, FYI Book and more.

"Our commitment to the BTA organization spans nearly two decades," said Tom Cooke, founder and CEO of Learning Outsource Group, Ormond Beach, Florida. "This new formal training alliance will allow the industry to more readily leverage our best-in-class training resources. An investment in sales management development is no longer an option for dealers at all levels to successfully grow their businesses. We look forward to working with an even larger number of dealers to accelerate their success in this dynamic industry."

Dave Quint, 2015-16 national BTA president, said he believes the alliance between BTA and LOG is "a great fit" and views the workshop as an "outstanding addition" to the educational offerings.

"We hold Tom and Kim in high regard; they are true professionals in every way and are dedicated to helping independent dealerships reach new heights with the sales management 'operating system' taught in this workshop," he said. "I recently attended Learning Outsource Group training and greatly benefited from the insight and guidance I received. I can assure BTA members that this workshop will be a great resource to sales managers in any dealership."

BTA member tuition for the BTA Sales Management Workshop is $1,895 and an additional attendee from the same dealership is $1,695. Non-member tuition is $2,325 and includes a one-year BTA dealer membership. BTA members may apply their $150 educational discount received with their membership toward this workshop (coupons do not apply for additional attendee registrations). And, as a front-runner workshop to the 2016 BTA National Conference, attendees will receive free registration to the conference, as well as entrance to BTA at 90: A Celebration.

Ward is the director of training and education for Learning Outsource Group and shares the same responsibilities for Print Management Solutions Group. He has been involved in the training and consulting industry in a variety of capacities since 1990 and, most recently, authored the company's newest advanced consultative selling program, Cooperation Selling. Ward is a nationally recognized speaker, facilitator, consultant and coach to the office technology industry, and has personally worked with more than 20,000 industry professionals. During the past 20 years, he has worked extensively with a large number of industry OEMs as well as hundreds of office technology dealers.

For more information or to register for the workshop, visit www.bta.org/SalesManagement or call (800) 843-5059.

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