How non-sales lab managers can achieve sales success from their outreach programs
Managing a team of laboratory salespeople can be challenging, especially if, like most lab executives, your expertise is in the operational side of things. More and more these days, lab managers are tasked with hiring, training, and setting goals and expectations for a sales team even though they have limited (or no) formal training on how it should be done.
If youâ€™ve suddenly found yourself responsible for your labâ€™s outreach program, or are in any way involved in its success, make sure you attend the special two-hour Executive War College session â€śLab Outreach Sales Management for Non-Sales Managersâ€ť featuring James Root and Kathleen Murphy of Chi Solutions. Youâ€™ll get practical, hands-on training to help you create a sales-function framework for your lab.
This session gets down to business right from the start. After a brief introduction, participants will do a quick assessment of their own laboratory outreach programs, creating a list of things that work and identifying which areas need the most attention.
Find out what activities make for a successful outreach program, from creating sales and go-to-market strategies, to drivers that help achieve sales effectiveness and the composition of the team (sales versus service). Youâ€™ll even learn how the roles of each team member should be structured and what size your outreach sales force should be.
Murphy, CEO of Chi Solutions will be joined by Root, who is an advisor and senior consultant for Chi. Together, theyâ€™ll help you assess your own labâ€™s situationâ€”including its structure, performance, and compensationâ€”and compare it to what theyâ€™ve learned through extensive surveys and real-world experience is the ideal for outreach programs in the laboratory industry. Youâ€™ll come away with recommended strategies that can reduce turnover and allow you to recruit a better, more motivated sales force for your labâ€™s outreach program.
Youâ€™ll learn how to:
~ Recruit, train, compensate, and incentivize an effective lab outreach sales team.
~ Manage performance more efficiently, including deciding whether sales quotas make sense.
~ Develop a better culture among your field reps.
~ Keep existing customers happy and generate additional sales from them.
â€¦and much more!
One low registration fee gives you access to all the invaluable sessions during this two-day eventâ€”including this one. Register today for the 17th Annual Executive War College on Laboratory and Pathology Management, May 1-2, 2012 in New Orleans, then join us for â€śLab Outreach Sales Management for Non-Sales Managersâ€ť with Kathleen Murphy and James Root.
With the Executive War College only two weeks away, thereâ€™s no time to waste, so be sure you register today to guarantee yourself a seat at what is always the best and most complete resource for information on laboratory and pathology management.
Four Easy Ways to Register for Executive War College 2012:
1. Register ONLINE
2. Call 512-264-7103. Our friendly staff can register you quickly and easily, as well as answer any questions you may have.
3. Fax this complete registration form to 512-264-0969
4. Mail the one page form with payment to:
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