Scores of professional managers have responsibility for a sales force, even though their title is something other than “Sales Manager.” Executives, General Managers, small-business owners - all of these may find sales management a daunting challenge. This webinar imparts a framework relevant to any professional manager expected to impact sales organization performance. It is intended for managers interested in developing best practice sales management techniques, or practicing sales mangers new to the profession.
Delivered by Schlumberger Oilfield Services’ JP Amlin, a Sales Management Association contributor and Board Member, this webinar considers three essential sales management skills: pipeline management, opportunity management, and coaching the sales call. Participants in this webinar will learn how sales managers engage with their sales force in reviewing a pipeline, how to develop strategies to close on key opportunities, and how to critically observe and constructively critique a salesperson’s management of a sales call. Developing competence in these three functions brings clarity to the sales management role, focuses sales managers’ effort, and leverages management’s involvement for the greatest impact on sales force effectiveness.
Joe Amlin has held management and executive positions in both operations and marketing in North America and Asia with Schlumberger. Since 1999 he has served as Oilfield Sales Training Manager, where he developed and delivered sales, account management and sales management seminars across the globe to Schlumberger staff. Author of numerous articles and papers on customer-supplier relationships, account management, and sales management, in 2003 Joe Amlin published an authoritative textbook on marketing, account management, and selling in the oilfield services industry.