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Getting sales results is a critical function in organizations and the role of the sales leader is vital to the team's success. Ironically, training for the sales people is commonly applied, but what about the sales leader? There are many aspects to sales leadership, but this session will focus on 12 key areas which sales leaders need to master, to lead sales teams to success. Dr. Greg Story from Dale Carnegie Training Japan will highlight what senior executives and sales leaders themselves, should be expecting from their sales leadership. Whether hiring a new sales leader, evaluating or developing the incumbent, these 12 key areas provide valuable reference points to gauge sales leadership capability.

Sales people are often promoted to sales leadership positions, but lack the leadership expertise to fully leverage the capacity of the sales team. In the sports world, the best player doesn't necessarily make the best coach. What made one individual successful in sales, may not be transferable to others. Managing yourself and your sales targets is a different animal to managing others. Self-talk is great when motivating yourself, but what about your communication skills when talking to your sales team. Today's presentation will provide a firm base against which to perform some gap analysis of your sales operation.

This breakfast session is best suited for those managing sales leaders or for sales leaders themselves seeking to improve. Following this talk, two additional evening workshops will be conducted, the first on April 22nd and the second in early May. The workshops will provide greater depth on the practice of sales leadership.

Dr. Greg Story is President of Dale Carnegie Japan and brings to the talk Dale Carnegie Training's 101 years of accumulated learning on developing sales leaders, together with his own 21 years of experience leading sales teams in Japan. A prolific writer and admired speaker on business issues, Dr. Story brings real world practitioner insights to bear on the problems leaders face every day.

Venue: Tokyo American Club, Manhattan (B2)

Note: This meeting is OFF THE RECORD


Sales Development Committee
Thomas Shockley, Chair
Ziya Muhamedcani and Carlo La Porta, Vice-Chairs