Maximizing Sales Force Effectiveness (Pomona, CA)

September 15 - September 16, 2010

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Featured Discussion Leaders

Drew Davis President and Executive Director, American Press Institute

Mark Mulholland Associate Director, American Press Institute

Ron Siahpoosh Associate Principal, ZS Associates

Kelly Warren Advertising Director, Pilot Media

"Maximizing Sales Force Effectiveness" is part of API West, a full week of programming that includes "Beyond the Newsroom," "New Revenue Models That Work!" "The Next Generation of Media Managers" and "8 Steps to Profitable New Products." Join us in California Sept. 13-17!

The Program: Developed in partnership with global sales consulting firm ZS Associates, this exclusive API program shows you how to transform your sales organization, re-energize the top line, and increase profitable revenue by 10% or more!

World-class sales organizations cost-effectively deliver the right products and services to the right customers with the right resources at the right times. It’s a simple concept, but one that is highly complex and challenging in implementation.

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 transformation consulting in multiple industries and countries
• Detailed “how to” information on
  - Assessing opportunities for sales improvement
  - Analyzing and identifying true market potential
  - Developing a growth strategy to capitalize on opportunities
  - Identifying, prioritizing and improving critical sales effectiveness  and efficiency drivers
  - Improving the sales process
  - Sales force organization, design and sizing
  - Recruiting and retaining sales talent
  - Incentive  compensation & goal setting
  - Sales performance management
  - Creating a transformation culture in your organization


• 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 could possibly make!

Here’s what some recent attendees of this seminar had to say:

“Great 2-day seminar.  Lots of opportunities to grow market share.”
- Mack McCormick, Regional Advertising Manager, The News & Observer, Raleigh, NC

 “Terrific, relevant!  I will definitely use this framework as I work to transform my organization”
- Sherri Allen, Customer Service Contact Center Director, The Atlanta Journal-Constitution

“During my 20+ year career, this was one of the most valuable training seminars I have attended”
- Mona Bass, Assistant Advertising Director, The Fayetteville (NC) Observer

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

Discount Package: Stretch your training dollars by investing in multiple seats for any or all of API’s Sept. 13-17, 2010, seminars in Pomona, California.

Pay full price for one tuition and get 20% off subsequent tuitions of equal or lesser value. Use the discount any way you like – for multiple registrants or for one person attending multiple seminars!

This discount is applicable to tuition only and may not be used with other discounts, including API’s “Dollar Match” program.

For further details, please contact API registrar Melanie Grachan at mgrachan@americanpressinstitute.org (703-715-3307).

Directions to Kellogg West

Campus Map

The Particulars

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

Tuition: $995

Hotel/Meal Package: Lodging package: $450 (includes 2 room nights, all group meals, refreshment breaks and conference facility charges) Commuter package: $175 (includes all group meals, refreshment breaks and conference facility charges).
This charge is in addition to the tuition fee.

Location: Kellogg West Conference Center and Lodge
3801 West Temple Ave., Building 76
Pomona, California

Click here to register for this seminar