Introducing Cost Efficiency in World Wide Sales Operations
Resulting in excellent operating results on a Turnover of $ 170 million
Roger Vandeplas - Vice President Sales - Vasco Data Security
Tuesday,
April 17th 2012 – 18:30 – Salons De Romree - Grimbergen
Registration Form
Roger Vandeplas has a
long experience leading worldwide direct sales forces for Xerox,
Siemens and Vasco Data Security.
Today, he leads a sales force of over
60 salesmen on five continents. On April 17th 2012, he shares his life
time experiences on
‘How to maximize operating results by controlling costs and maximising effectiveness of highly performant Sales Forces’
On the Agenda:
- Elements to be successful with costs under control
- Local Managers versus Expats
They understand the culture, fight for local results and are cost
effective
- Simple Price Level Control Systems
Translate the Company strategy in a variable remuneration system
Let salesmen decide on the price level, you gain management time
Giving full responsibility: if salesmen give a rebate, they feel it in
their wallets
- Selling Products in a Cost Effective Way
Optimise effective selling time, leaving logistics and service to
specialists
Feed your salesmen with qualified Leads
- Flat management structure
Too much layers create a Mexican army, a colossus on shaky foundations
- Structure provides Speed
Provide a Lead Mgt System: Salesmen should do what they’re good in:
Selling
Organise the logistics, if not your salesmen lose valuable sales time
- Replace ‘Excel Management’
Sales Managers should be coaching salesmen in the field
- Creating a Team of Top Salesmen, screening on Seven Principles
- Drive: All Top Salesmen keep going, every day again
- Empathy enables them to understand the customers’ behaviour
- Self Confidence
- Curiosity: They ask uncomfortable questions
- Account Control: They manage the customers
- Sales Cycle: They take command of the sales cycle process
- Key Decision Makers: They focus on meetings at the top
Practical Information
Program
18:30 Welcome Drink
19:15
Presentation - "Roger Vandeplas"
20:00
Break with a Glass of Wine
20:15
Interactive Debate on Cost Efficient Sales Organisations
20:45 Walking Dinner
Meeting
Centre
Salons De Romree
Beiaardlaan 31 - 1850 Grimbergen
Language
English
Investment
Investment for 1 person: 175 EUR + VAT
Investment for 2 persons: 265 EUR + VAT
Participation
Invitation for CEO’s,
Directors of Sales and MT Members
To enroll yourself or one of your colleagues, please fax the registration
form to +32 (0)16 46 80 19.
