Print Page   |   Contact Us   |   Sign In   |   Register
BTA Sales Management Workshop

Upcoming Workshop Dates and Locations:
  • To be announced
Member Tuition: $1,995*
(Additional attendee from the same dealership: $1,495)

Non-member Tuition: $2,275 (Includes a one-year BTA dealer membership with $150 member coupon applied.)

*BTA members may apply their $150 discount coupon received with their membership toward this workshop. Redeem your coupon upon registration by entering promo code:$150Coupon.

Taught by consultants with Strategy Development, this intense, two-full-day workshop will provide sales leaders (i.e., dealership principals, vice presidents of sales and sales managers) 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 from this interactive workshop and will leave with proven processes that, when implemented, will increase their effectiveness, reduce turnover and drive improved results.

What You Will Learn:
  • How to build effective sales teams
  • On-boarding and training
  • Designing individual development plans
  • Territory design and management, MPS and equipment
  • Account planning and penetration
  • Quality field time
  • Effective forecasting
  • MPS and equipment pipeline growth
You will receive a flash drive that includes:
  • Best practices for interviewing
  • Effective résumé screening tips
  • Final interview vignette
  • Customizable on-boarding schedule
  • Account planning session guidelines
  • Account planning session template
  • Individual development template
Who Should Attend: Dealership principals, sales managers

  • Day One starts at 9 a.m. and ends at 5 p.m.
  • Day Two starts at 8 a.m. and ends at 5 p.m.
Lunch and snacks provided.

Hotel Information:

To be announced

Course Instructors:

Tom Callinan is the founding principal of Strategy Development, a management consulting and advanced sales training firm for technology and outsourcing companies. From 1998 to 2005, he was an executive with IKON Office Solutions, most recently vice president and general manager of IKON's largest business unit with revenue of $1.4 billion. Prior to IKON, he was the founder and CEO of Copifax Inc.

For more than 20 years, Ed Carroll has led large, mid-size and small companies through successful turnarounds and growth cycles. As vice president of IKON's Capital Marketplace, a $150 million unit, Carroll led the sales force into professional services and facilities management and earned IKON's Chairman's Award for superior operation results. Prior to this, he was chairman and CEO of CyLex Systems Inc., a venture-funded document management company. He also had a distinguished career at Panasonic, where he was president of Panasonic Document Imaging Co. as well as president of Panasonic Document Systems Co., the direct operation he planned and started in 1995. Carroll joined Strategy Development in 2008 as partner.


"This was an excellent presentation which will greatly assist us with restructuring our sales organization. We have had no formal process in place and from the material covered, we will have a very good, structured program to go back and implement."
Jason Dodge
Bahamas Business Solutions Ltd.
Nassau, Bahamas

"David and Ed did a great job. They truly do know our industry. Everything was done very well. This workshop has given me a road map to ensure the goals that I have set for myself. Thank you!"
Mark Gardner
Perry Corp.
Lima, Ohio

"If a sales organization is not using these processes or something similar, good luck."
Damon Mercer
Copy Systems Inc.
Des Moines, Iowa

"The 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."
Lisa Chambers
Professional Business Systems
Rogers, Ark.

"Wonderful class. These principles will change the industry from box sales to 'we want to provide a solution' to improve productivity and profitability."
Sandra Rooney
Marimon Business Systems Inc.
Houston, Texas

For more Sales Management testimonials,
click here.

BTA's Vendor Members

Powered by YourMembership  ::  Legal