Developing new business is more than just calling prospects and getting the business. It’s all about managing the relationship—fostering good relations with customers to build loyalty and increase sales in order to offset your attrition. It extends not only to assigning accounts but to developing an effective strategy for new business from the beginning in order to build lasting relationships. How do you do this? Attendees will learn:

• Why new business development is so important to an organization.
• The importance of a good account list management system.
• How to target the right prospects with account intelligence.
• The steps to take to develop new business.
• How to tailor an effective new business strategy to your organization.

Evaluation - Planning - Transforming your sales staff. Discover how sales team management can improve your sales efforts. Utilizing sales data to measure your progress and determine what the information means before deciding your next steps is critical to any sales strategy. Sales team management tools can help you clearly communicate goals and track and measure performance. Find out how incorporating precise tools and techniques into your sales strategy will empower your sales people and enable them to work more efficiently and effectively toward a target goal. Sales managers, you will gain insights into:

• Taking the steps to analyze your advertising sales team.
• Determining your sales team’s strengths and weaknesses.
• Applying an analysis on your sales performance from the past year.
• Analyzing existing account lists and determining the most effective course of action.
• Making account list changes and updates efficiently for your sales team members.