Maximizing Sales Force Effectiveness

May 24 - May 25, 2010

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Featured Discussion Leaders

Drew Davis President and Executive Director, American Press Institute

Mark Mulholland Associate Director, American Press Institute

Greg Swanson CEO, ITZ Publishing

Kelly Warren Advertising Director, Virginian-Pilot

The program: In these days of recession-driven staff cuts, many newspapers and newsmedia organizations have cut beyond fat and into the bone.  As a result, they are limiting their ability to capture the market potential that is and will be increasingly there as the economy recovers.  In this environment, it is an absolute necessity that sales managers and directors maximize the effectiveness and productivity of their multi-platform staffs.

This exclusive new program, developed in conjunction with world-leading sales management consulting firm ZS Associates, focuses on improving your organizational effectiveness through the science of Sales Resource Optimization (SRO).  ZS Associates research shows that consistently targeting the best sales opportunities with the right type and amount of sales resource can have an. upside revenue impact of as much as 15%!

Seminar highlights include:  

• Seven leading obstacles that inhibit newsmedia organizations from optimizing their sales resources
• Proven successful SRO processes, drivers and tools developed by ZS Associates over 25 years of sales consulting in multiple industries and countries
• “How to” information on: organizational structure, gauging market potential, right-sizing the sales force, territory alignment and optimization, sales automation, training and compensation  
• Best practices in maximizing sales force effectiveness from leading newspaper organizations
• Participants will receive a free copy of "Sales Force Effectiveness," an API/ITZBelden report on sales-force development for print and digital products ($500 value)
  

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.

The Particulars

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

Tuition: $995

Hotel/Meal Package: $490 (includes Internet and all hotel taxes).
This charge is in addition to the tuition fee, and is paid directly to the hotel by the seminar member upon checkout.

Location: Reston, Virginia

Click here to register for this seminar