In many organizations, the development of the Sales Professional has been focused on one group of employees- the new hires. We have created incredible blended learning environments to teach and develop these sales professionals so they can become skilled at prospecting, closing and managing the clients they serve in their market. The single group of sales professionals that tend to get overlooked are the most important group- The SALES MANAGERS. The Sales Managers primary role and responsibility is to teach, coach, and develop their sales reps and sales teams. How do Sales Manager’s become Sales Manager’s. At GIS XEROX we work diligently to promote from within the organization. We do fall into the same trap as many other organizations. We tend to take our top producing reps and turn them into Sales Managers. A great sales rep does not always immediately translate into a great Sales Manager. They need DEVELOPMENT ! So, what gets in the way. In this presentation we will introduce the importance of Sales Manager Development. We will look at the ROI of Sales Manager Development, Review a structure of an Effective SMD Program and discuss the critical importance of Executive Coaching on Sales Manager Development!
Jeff is a Sales Leadership & Learning and Development professional. As an expert in sales learning and leadership development, Jeff’s experience includes more than 20 years of superior sales performance, sales management, and multi-functional learning & development and leadership development experience focused on sales professionals and sales leaders.
Jeff is a seasoned sales executive, trainer, facilitator, consultant and coach whose responsive, impartial advocacy for client needs has earned him the reputation of trusted adviser. He is nationally recognized for his ability to provide energized, thought-provoking facilitation and training initiatives that deliver measurable ROI for sales organizations of all sizes and industries. Jeff is the pioneer in designing and implementing fully integrated sales and sales leadership learning initiatives. Jeff designed, executed and delivered the IBM Global Services Top Gun Program, and is currently implementing the global SMD (Sales Manager Development) Program for GIS Xerox.
Jeff leverages his unique experiences in sales, consulting and corporate Learning & Development and as an entrepreneur to drive business results from people. Jeff brings an in depth understanding of organization dynamics, corporate structures, and the roles of the individuals, leaders, organizations, and systems that position companies to respond to rapid changes in technologies and global market shifts. Jeff has designed and implemented innovative and progressive sales programs and processes for executive and employee development, including, succession planning, sales leadership assessment, sales efficiencies and innovation. Jeff uses all four modalities of the Learning Style Inventory (Experiential Learning, Reflective Learning, Modeling and Correlation, and Trial and Error) to create a multi-dimensional and highly effective approach to leadership development training, sales training and coaching.
Jeff is currently the CLO and Global Director of Learning & Development for GIS-Xerox, a $2 billion division of Xerox. His responsibilities include the recruitment and development of forty Sales Learning & Development professionals nationwide. Jeff’s “clients” are the forty-two company President’s that make up the GIS family of companies. His additional focus is on developing and executing the national Sales Manager Development (SMD) program including curriculum design, regional execution of SMD “Boot Camps”, and the implementation of SMD chapters at the core-companies he serves. Jeff is in his sixth year with GIS Xerox.
Jeff has an MBA from the Lubin School of Business in New York City, and a BA in Economics and Secondary Education from Franklin University. Jeff is also an active non-profit volunteer and has been a board member for three non-profit organizations. As an adjunct and guest professor at Wharton, Northwestern, DePaul, & Benedictine in their MBA programs, he enjoyed teaching Sales Management and Sales Effectiveness.