The first management training course offered under the new Schulich/ CIFFA partnership wound up yesterday after an invigorating and thought-provoking three days. Subject matter expert and part-time faculty member at the Schulich School of Business – York University, Sanjay J. Dhebar MBA led the group on a journey of discovery of just what a Sales Strategy for Non-Sales Managers means in today’s fast paced, rapid- change world. With a great blend of academic and group work, Sanjay kept the class thoroughly engaged, peppering the learning with anecdotes and stories from his own experience.
I’m still high from the energy created from interaction with others in the class. The third day was spent in facilitated group work based on a case study – and Sanjay encouraged everyone not “to think outside the box” but to create a new box. I’m remembering some of the key takeaways that fellow participants shared as we wrapped up a few hours ago.
Key Takeaways (not in any particular order!)
- Don’t be afraid to be a ‘challenger’ and bring your customer through to change.
- POSITIVE steps make a great sales call.
- A good CRM is critical to an efficient and effective sales force.
- Lead your team to success by showing them where they’re heading, giving them the tools and incentives to achieve, but don’t micro-manage.
- The art of coaching is a critical skill.
- Marketing prepares the plan: ‘sets the table’ – Sales executes.
Finally, have to say that I was impressed by the facilities at the Schulich Executive Centre at York University. The Centre creates an excellent executive learning environment – from classroom to dining room. And the catering is exceptional. I’m not going to eat for a week. But I am going to sign up for the next course offered June 21-23 “What the Non-Financial Manager Needs to Know about Financial and Managerial Accounting”.