The Six Characteristics of a World-Class Sales Force: Surprising New Insights into what Separates the Excellent from the Average.

Sales Leaders' Roundtable

March 8, 6:00 PM - 8:00 PM

Returning to the GSB after 4 years, Tom Snyder of Huthwaite, Inc. will present their latest reseach on effective selling. Learn more.

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Where

Gleacher Center
Room 100
450 North Cityfront Plaza Drive
Chicago, Illinois

Who

Tom Snyder
Vice President, Business Development
Huthwaite, Inc., Creators of 'Spin Selling'

Program

6:00 pm - 6:30 pm: Registration & Networking
6:30 pm - 8:00 pm: Presentation
8:00 pm - 9:00 pm: Cash Bar Reception in the Midway Club

Registration

Questions

Ken Nordine, '97
312-546-4522

Event Details

The Six Characteristics of a World-Class Sales Force: New Insights into what Separates the Excellent from the Average

You've trained your sales reps to be professionals—"consultants" and "trusted advisors"—but you might be conditioning them to be transactional sellers.

Your managers are super-closers. Be careful, that's often not the wisest use of their time and expertise.

You talk a lot about coaching, but it never really seems to happen. It may be time to reconsider your approach.

One of the world's most effective consultative sales organizations have broken the code on what truly differentiates, creates customer value and drives sales reps to greater performance. These thriving sales forces share several measurable, repeatable best practices that are empirically associated with success—but are not necessarily obvious or intuitive.

Join us for an enlightening discussion with Tom Snyder, Vice President of business Development for Huthwaite, a worldwide sales effectiveness company and the founders of SPIN Selling. Tom will reveal Huthwaite's latest research—which shocked even them—into what the world's best sales organizations are doing differently and disclose six specific tactical measures your sales management team can employ immediately to improve sales performance.

The following are just some of the issues that Tom will explore with you:

The critical distinction between efficiency and effectiveness
How to identify real client "value"
The four traps that sales managers fall into
Why sales stars don't always make the best sales managers
How to build a coaching culture
Where the sales pipeline needs a manager's attention most

This event will also be webcast live. Check the Sales Leaders' website for more details later.

Speaker Profiles

Tom Snyder
Vice President, Business Development, Huthwaite, Inc., Creators of 'Spin Selling'

Tom Snyder is Huthwaite's Vice President of Business Development. Tom advises thousands of sales' decision makers each year on topics such as consultative selling in major sales organizations, creating client value and innovative ways to strengthen competitive differentiation in an increasingly crowded marketplace. Business leaders look to Tom to help them increase revenues, shareholder value, and insure organizational longevity through lasting sales performance change.

After receiving his MBA from the University of Maryland, Tom spent eight years with the Federal government, two of which were in the White House. After moving to the private sector, Tom founded several companies serving as CEO and/or Chairman of each.

Tom became intrigued by Huthwaite's research-based sales models after meeting Huthwaite founder Neil Rackham, and joined the company in 1997. His unique business insights have proven invaluable in the design, execution and reinforcement of Huthwaite sales performance change solutions. Tom also specializes in large-scale account development, and has shared his expertise with Huthwaite clients including Reuters International, Bank of America, Canon, Smurfit-Stone Container and CIGNA to name but a few.

Tom also currently serves on the advisory councils of eleven businesses.