Growth Through Sales Coverage Innovation:
Learning from past success…exploring the next frontier
Sales Coverage Innovation: It carries the promise of differential advantage and growth. Remember the “game changers” of the past decade? CRM, the Internet, Tele-Web, Solution Selling, Inside/Outside Sales Coverage. What impact on sales results did they really have? Who benefited from them the most and why? Where are the next big “game changers” coming from and how can you prepare to take advantage of them?
Join us at the 2008 Chief Sales Executive Forum to harness the lessons of past innovations…and leverage the power of future innovation in the race for exceptional growth.
Sales coverage innovation occurs in three core areas:
| Core Areas | Examples |
| Technology | CRM, Internet Selling, Web Portals, Mobile Computing |
| Organization | Sales Specialization, Channel Partners |
| Process | Solution Selling, Six Sigma, Inside/Outside Sales Teaming |
Most companies have attempted one or more of the innovations noted above. Fewer have succeeded at leveraging them into exceptional sales growth. Certain companies however seem to get it right every time. They adopt early, they execute to perfection…and they embrace simultaneous innovations in two or even three of the core areas. They know that “compound innovation” is what makes “game changing” strategy possible. They know that technology enables sales specialization. That improved operational support helps complex sales processes succeed. These companies make their ability to adopt multiple innovations simultaneously and execute change rapidly a winning competitive advantage.
At the 2008 Forum we will examine how certain companies consistently exploit coverage innovation to stay ahead of the pack. And we will explore the next round of innovations they are considering and the “game changing” strategies they will enable. Join us to begin planning how you can leverage sales coverage innovation, accelerate growth and build competitive advantage at your company.
Who Should Attend?
Anticipated attendance is 175 senior sales executives from firms with $200 million in annual revenues or greater with large sales ogranizations. Attendees will have the following titles and/or responsibilities:
- Executive Vice Presidents of Sales and/or Marketing
- Senior Vice Presidents and Vice Presidents of Sales and/or Marketing
- National Sales Directors/Managers
- Directors of Sales Operations
- Directors of Channel Sales
- Directors of Telemarketing Sales
Forum Hosts
Your hosts have combined their resources to bring you the annual Chief Sales Executive Forum and are at the forefront of sales effectiveness thought leadership.
The Alexander Group, Inc. provides Global 2000 companies with advanced sales growth solutions that help them acquire and retain customers and grow their business. Through the Sales Management SystemTM, the definitive planning model for sales excellence, the firm helps its clients identify target customers, design channel strategies, deploy customer contact resources, manage sales performance and leverage technology. The Alexander Group provides full solutions through the powerful combination of sales management consulting, software services and systems integration support. www.alexandergroupinc.com
Columbia University’s Business School attracts the most geographically diverse client base of any executive education program. Its distinctive approach translates learning into superior performance for individuals and organizations. Participants are asked to bring challenging organizational situations. Faculty members who work at the intersection of learning and consulting give participants feedback, ideas and tools to be applied right away. The approach is concrete, specific and designed for immediate results. According to 2000 Financial Times' customer surveys, Columbia Business Schools’ executive programs are the best in the world! www.gsb.columbia.edu/execed