EcSELL Institute December 2009 Sales Management Webinar

One of the biggest complaints sales reps have is that sales territories are not set up fairly.  While most sales managers view this as needless whining, in most cases the sales reps are right - and the impact is huge. 

 A science-based approach to sales resource optimization has proven to increase sales and profits up to 12% and decrease travel expense up to 15% - without adding any resources. Attend this webinar and learn how to take the guess work out of establishing sales territories that give each sales rep an equivalent opportunity for success. More important, a properly designed optimization plan leads to a more focused, motivated sales team that is used to their fullest capacity to increase revenues and market share.  

Sales Managers will learn:

• Sales territory design best practices
• When to expand or reduce a sales rep's territory
• What factors impact sales territory success
• The impact of sales territory design on the cost of incentive compensation

Ken Kramer, Director of Product Marketing, TerrAlign

Ken Kramer has been bringing Sales Performance Management solutions to the market for the past 15 years. He has worked with hundreds of clients, learning from them, and helping them with products for Database Management, Incentive Compensation and various Geographic Information Systems, including Territory Optimization.  Ken has worked for leading companies such as Siebel and MapInfo, prior to joining TerrAlign, and has an MBA from Rensselaer Polytechnic Institute and a Bachelor of Science from Bryant College. 

Bill Eckstrom, Founder and President, EcSELL Institute
While a Sr. VP of Sales for a publicly traded organization, Bill found a market void in educational and developmental resources for his sales management team. As a result, he founded the EcSELL Institute. EcSELL Institute offers professional development specific to sales management. It helps sales managers stay aware of the latest trends, proven strategies, and reliable technologies as it relates to sales leadership and management. Members of the EcSELL Institute are able to make necessary adjustments in their management approach in order to optimize the productivity of their sales department and create a highly motivated sales team who regularly exceed their goals.