Accelerating Sales Force Performance | CSU Pro Dev


Accelerating Sales Force Performance

Course Description

The old saying “If you fail to plan, you plan to fail” couldn’t be more true than in the world of sales.  This course will help you create focus as you work to build a successful and sustainable account portfolio.  You will understand the key steps to transitioning a business relationship from tactical to strategic and use data and metrics to your advantage.  The use of tools and role playing will reinforce the material presented.


Creating a High Perforamnce Sales Organization or equivalent knowledge

Course Objectives

Upon successful completion of this course, participants will be able to:

  • Fish Where the Fish Are
    • Define what we call a “Great Account”
    • Take a Data Driven Approach to Prioritize Strategic Accounts
  • Transition from Tactical to Strategic
    • Identify and Analyze Organizational Structure
    • WHO else? and WHAT else?
    • The Client Report Out
  • Organize and Manage Sales Data
    • Account Data
    • Contact Data
    • Opportunity Data
    • Generating Reports
    • Our Custom Dashboard

Tools Provided

Khalsa, Mahan & Illig, Randy, Let’s Get Real or Let’s Not Play, Copyright @ FranklinCovey Co., 1999, 2008.   ISBN 978-1-59184-226-2.


May 19 & 26, 2017
8:30 a.m.-4:30 p.m.

CEUs: 1.4


CSU's Monte Ahuja College of Business, 1860 E. 18th St., Cleveland, OH 44115 (map)

Fee:  $695

Corporate, CSU Student, Alumni and Organization membership discounts available!

Course Benefits

Competency-Based Professional Development: Our programs increase learner retention through application, which results in a more productive workforce.  Students demonstrate their competence by successfully completing a course assessment.

All Inclusive: Each course delivered at CSU includes materials, pre-test and post-test, coffee, snacks, lunch and convenient, on-site parking.

Educated and Experienced Instructors: Our instructors bring years of real-world, classroom and CPA, CFA, SHRM, PhD and MBA experience. Many hold leadership positions in northeast Ohio organizations and have taught at the graduate and undergraduate levels.

Cost-Effective: The course is designed to minimize travel expenses and time away from work.

Convenient: Flexible schedules are not only an attractive option, but a necessary for busy professionals.

Networking Opportunities: Learn from instructors and colleagues who have a variety of industry experiences to share.

Audit option: Students have the option to audit a course they have already attended at no charge within one academic year. Interested students must notify the ProDev office requesting to audit a course a minimum of 10 business days prior to the course start date to ensure there is enough seating. Audit students are responsible for their own parking and lunches. New materials will not be provided.

Corporate, Custom Availability: Can be custom-tailored to the needs of your organization to provide skills your workforce can apply immediately as a corporate training if requested.

Refund Policy

No refunds will be issued if notification is not received seven business days prior to the first day of class. Registrants who cancel will receive a refund, less a $50 processing fee, if we receive written notification a minimum of seven business days prior to the first day of class.