Sales Leadership Training Program

Instructor:

Paul Holland
Managing Principal

Paul Holland

Paul's passion is to provide valuable insight and inspiration to industry stakeholders so they can run great businesses and make real impact.

Being a part of the contract furniture industry for 40+ years, Paul brings considerable experience to client engagements, including sales, marketing, financial management, market share growth, operations, strategic planning, and leadership development. He has also created widely recognized training programs in sales leadership and dealer management, which have been taught globally.

Paul began his career at Innerplan Office Interiors, working in several areas of the business before becoming President. Under his leadership the company grew significantly more profitable, achieved Haworth Preferred Dealer status, and was recognized as an Arkansas Business of the Year. He later joined Haworth as a Dealer Business Consultant and subsequently became Manager of Dealer Development before joining Solomon Coyle.

The Sales Leadership Training Program from EDmarket is a focused and intensive education program to develop sales leaders who can align the dealer's brand, strategic vision, and business plan with people, process, methods, and technology; energize and develop their sales teams; and produce an attractive and sustainable return on investment in the sales operation.

Key Learning Objectives
  • Strategic Alignment
  • Planning Acumen
  • Talent Management
  • Performance Management
  • People Development
Curriculum Sneak Peek

Phase 1 (Virtual): Enhancing Your Perspective

  • Economic trends and forecast
  • Industry trends and observations
  • Bond & construction outlook
  • Architectural outlook
  • Government impact & outlook

  • Definition of a dealer
  • Complexity's impact on economics
  • Where the money goes and margin dollars
  • Economics and dealer models
  • Understanding quote-to-invoice

Phase 2 (In-person): Positioning Sales for Sustained Success

  • 5 business drivers and the learning mindset
  • The buyer shift and commoditization
  • Sales leadership and management definitions
  • Distinctions, dysfunctions and disconnects

  • Continuous improvement
  • Agility and transparency
  • Framework of sales and market planning
  • Healthy sales culture
  • Digital transformation
  • Brand communication

  • Sales process
  • Sales methodology
  • Sales organizational structures
  • Engagement, training and development
  • Roles and compensation
  • Goals and accountabilities
  • Coaching

Phase 3 (Virtual): Implementing Your Decisions

  • CRM and the application
  • Funnel management
  • Balanced scorecards
  • Activities, behaviors, and results

  • Implementation of sales leadership/management
  • Accountability
  • Measuring effectiveness
  • Action planning
  • Continuous coaching
Course Schedule
3 phases - virtual and in-person sessions from October 18, 2022 to November 17, 2022

  • Session 1-Virtual (1 Hour)
    • Date: October 18, 2022
    • Time: 2 PM (ET)
  • Session 2-Virtual (1 Hour)
    • Date: October 20, 2022
    • Time: 2 PM (ET)
  • Session 3-In-person (7 Hours)
    • Location: Oregon Convention Center (Portland, OR)
      (in conjunction with EDspaces & includes free admission to Educational Distribution Symposium)
    • Date: October 31, 2022
    • Time: 8 AM - 4 PM (PT)
  • Session 4-In-person (4 Hours)
    • Location: Oregon Convention Center (Portland, OR)
      (in conjunction with EDspaces & includes free admission to Educational Distribution Symposium)
    • Date: November 1, 2022
    • Time: 8 AM - Noon (PT)
  • Session 5-Virtual (1 Hour)
    • Date: November 15, 2022
    • Time: 2 PM (ET)
  • Session 6-Virtual (1 Hour)
    • November 17, 2022
    • Time: 2 PM (ET)

Class Capacity: 20. Reserve your seat by October 14, 2022.

Registration Fee

(Airfare, hotel, & EDspaces registration not included.)

EDmarket Member: $3,500
Nonmembers: N/A

This special EDmarket Sales Leadership Training Program is a members-only benefit. Not a member? Join today and register today before the class is filled.

Questions? Contact EDmarket at customerservice@edmarket.org.

Leading sales in the age of complexity. Putting the pieces in place.

EDmarket has partnered with SolomonCoyle to offer a special education program - Sales Leadership Training Program - developed for individuals who have current responsibility - or an aspiration-for sales management or sales leadership. Principals and other members of the dealer management team may be highly appropriate candidates, particularly where "Sales" is just one of many hats worn.

Sales Leadership Training Program
EDSMARTS VIRTUAL LEARNING: LEADING SALES IN AN AGE OF COMPLEXITY
September 15, 2022 2 PM (ET)

Join us for a 30-minute, high-level overview on how to develop sales leaders to align with dealers' brand, strategic vision and business plan; methods and technology; energize and develop sales teams and produce sustainable return on investments in the sales operations necessary for your dealership to succeed in a business environment full of volatility, uncertainty, complexity, and ambiguity.

Paul Holland

Paul Holland
Managing Principal

Paul's passion is to provide valuable insight and inspiration to industry stakeholders so they can run great businesses and make real impact.

Being a part of the contract furniture industry for 40+ years, Paul brings considerable experience to client engagements, including sales, marketing, financial management, market share growth, operations, strategic planning, and leadership development. He has also created widely recognized training programs in sales leadership and dealer management, which have been taught globally.

Paul began his career at Innerplan Office Interiors, working in several areas of the business before becoming President. Under his leadership the company grew significantly more profitable, achieved Haworth Preferred Dealer status, and was recognized as an Arkansas Business of the Year. He later joined Haworth as a Dealer Business Consultant and subsequently became Manager of Dealer Development before joining Solomon Coyle.


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