Maximizing Sales Force Effectiveness (Orlando)

April 10 - April 11, 2010

AIM THIS PAGE

Featured Discussion Leaders

Tobi Laczkowski Manager, ZS Associates

Greg Swanson CEO, ITZ Publishing

To view Class Photo click here.

To view ZS Sales Effectiveness Survey presentation click here.

To view Module 1 Assessing Your Sales-Force presentation click here.

To view Module 2 Sales Force Design presentation click here.

To view Module 3 Sales Process presentation click here.

To view Module 4 roles Sales Management Recruiting Development  presentation click here.

To view Module 5 Incentive Compensation presentation click here.

To view Module 6 Change Management and Wrap-Up presentation click here.

To view nytimes case study presentation click here.

To view Sales Force Issues ItzBelden presentation click here.

To view Gannett Sales Structure presentation click here.

To view Kelly Warren's presentation click here.

The program:  Developed in conjunction with world-leading sales management consulting firm ZS Associates, this exclusive new seminar focuses on how to transform your sales organization, re-energize the top line and increase revenue by as much as 15%!

The program is presented in partnership with The Newspaper Association of America’s 2010 mediaXchange conference in Orlando.  API and NAA will provide a $200 combo discount to individuals registered for both events.

Seminar highlights include:

• How newspapers can increase revenue by consistently targeting the best sales opportunities with the right type and amount of sales resource 
• Proven successful processes, drivers and tools developed by ZS Associates over 25 years of successful sales consulting in multiple industries and countries 
• “How-to” information on: sales strategy; assessing your sales force & identifying opportunities for improvement; market potential, segmentation and targeting; sizing, organizing and deploying the sales force; sales process design and implementation; roles of the sales manager; recruiting, developing and retaining sales talent; incentive compensation and goal-setting; and more.
• Best-practice examples from newspaper organizations currently implementing groundbreaking sales force re-invention initiatives. 
• Participants will receive a free copy of "Sales Force Effectiveness," an API/ITZBelden special insight report ($500 value)

This may be the most valuable and productive investment in your organization’s success that you make the entire year!

Who should attend: Advertising directors and sales managers, digital/online directors and sales managers, new business development directors and others responsible for growing revenues across all products and platforms.

• Tuition: $995
  Special API / NAA Combo Discount
  This program is presented in partnership with The Newspaper Association of America’s 2010 mediaXchange conference in Orlando.  API and NAA will provide a $200 combo discount to individuals registered for both events.


• Location:
  Hilton Orlando
  6001 Destination Parkway (adjacent to Orange County Convention Center)


• Hotel Reservations:
  Registrants are responsible for making their own hotel reservations at the Hilton Orlando (401-313-4300).  Use Group/Convention Code NAA to secure a discounted $209 room rate (while availability lasts).  This charge is in addition to the tuition fee, and is paid directly to the hotel by the seminar attendee upon checkout.

The Particulars

Please read:
:: API's Registration, Tuition and Hotel Policies
:: Special requirements for international members

Tuition: $995

Location: Orlando, Florida

(This seminar has already occured)