Business Roundtable:  Sales Effectiveness 

Greater Princeton Area SCORE is sponsoring a roundtable for leaders of small to medium sized businesses who want to grow their business through more effective sales people. This will be the first of many such events, covering a variety of topics, for our established business clientele.

Hiring sales people and building a sales process that can take the business to the next level is critical to meeting company objectives. It can be a frustrating and expensive task. Often, many sales people are hired and trained to find just those few who can really do the job. Making the correct decision the first time is even more important when there will be only one or two sales people in the "team".

This roundtable will provide a forum for small to medium sized business leaders to meet and discuss their own experiences and strategies for building their sales process. The discussion will be facilitated by one of SCORE's members with many years of experience working with leading sales organizations.

Issues open for discussion will include:

• Recruiting effective sales people
• Training new sales people
• Sales compensation and incentives
• Structuring the sales operation
• Lead generation and managing the sales pipeline
• Supporting your sales people
• Supervising your sales people

 This roundtable will be facilitated by Phil Rhodes.  Phil worked in the consulting and software industries for over 40 years.  After college he worked with sales people in the data processing division of IBM, whose sales force was famous for its effectiveness.  As a Senior Manager in the consulting division of Price Waterhouse, he had important sales responsibilities.  He later became a product manager with MAI Basic Four, where he had product planning and marketing responsibilities for two major ERP systems.  He worked closely with Sales in both training and technical support roles.  Depending upon the mix of participants, Phil may be supported by one or more additional SCORE counselors with sales experience in specific fields such as retail and Government sales.

Roundtable Fee

Cost of attendance is $25, payable at the session in check or cash (sorry, we can't accept credit cards).

Snacks and beverages will be provided.