All New PUBLISHING UNIVERSITY: November 4-6, 2007
Sales Track
Session 4:
November 6, 8:30-10 am
Speaker: Chris Robinette
Session Title:
It's Your Sales Team - Managing Sales Reps (In-House and Out)
Session Outline:
It's Your Sales Team - Managing sales people both in-house and out of house.
Sales Team (Inside)
Speaker Bio :
Chris Robinette is an industry veteran with over 25 years experience serving in various capacities, most recently as the VP of Sales for Inspirational Publishers Group. Chris has held positions including VP of Sales for multiple Publishers including Honor Books, Harrison House, Albury, and River Oak; Director of Sales at Cook Communications for the ABA and CBA Channels, along with serving in various sales roles at other CBA organizations including as a Store Manager and District Manager for Zondervan Family Bookstores. Chris’ business philosophy and leadership style is to be the servant of his team and those he works with. Chris has been married to Cheri, his wife and best friend for 25 years and they have 2 beautiful daughters.
Session 4:
November 6, 8:30-10 am
Speaker: Chris Robinette
Session Title:
It's Your Sales Team - Managing Sales Reps (In-House and Out)
Session Outline:
It's Your Sales Team - Managing sales people both in-house and out of house.
Sales Team (Inside)
- Organization Structure
- Market and Account Assignments
- Aligning personalities to customers
- Define call cycles and product plans
- Commission vs. bonus plans
- Establishing budgets by market channel
- When to outsource vs. in source?
- Management of outside relationships
- Accountability with customers
- Managing contracts
- Commission structure and incentives
- Sales channel development and growth strategies
- Key customer/account development and growth strategies
- Best practices for key account/customers
- Managing expectations for long term growth
Speaker Bio :
Chris Robinette is an industry veteran with over 25 years experience serving in various capacities, most recently as the VP of Sales for Inspirational Publishers Group. Chris has held positions including VP of Sales for multiple Publishers including Honor Books, Harrison House, Albury, and River Oak; Director of Sales at Cook Communications for the ABA and CBA Channels, along with serving in various sales roles at other CBA organizations including as a Store Manager and District Manager for Zondervan Family Bookstores. Chris’ business philosophy and leadership style is to be the servant of his team and those he works with. Chris has been married to Cheri, his wife and best friend for 25 years and they have 2 beautiful daughters.
Chris Robinette