Vincent Onyemah
El talento y la inspiración de los mas grandes pensadores del Management alumbra las mejores y mas innovadoras estrategias y oportunidades de negocio.
Professor Onyemah teaches Business Development, Professional Selling, Customer Relationship Marketing, Business-to-Business Marketing and Sales Force Management to undergraduate and graduate students. Prior to joining Babson College, he taught at Boston University and Lagos Business School. His industry and consulting experience includes work for the International Finance Corporation (IFC/World Bank), European Commis- sion, Rumon Organization, SKG Pharma, Access Bank, Ecobank, Diamond Trust Bank, BCI, Rawbank, Avro Pharma, Sheraton-Ikeja Hotels, and Vivaldi Partners International. He has conduc- ted missions in several countries including Benin Republic, Democratic Republic of Congo, Ivory Coast, Niger, Mozambique, Nigeria, Kenya, Uganda, Burundi, Tanzania, France, Spain, Italy, United Kingdom, and Mexico.
His principal area of research is Professional & Entrepreneurial Selling, Sales, and Sales Force Management.
SALES FORCE MANAGEMENT
Como conseguir que la red de ventas sea otra vez el motor de su negocio
[How to put sales back into your business growth engine]
Introduction
In many organizations, sales (also known as business development) is one of the least looked after functions. It is arguably among the less romantic functions but it does hold the key to the growth and survival of any organizations. According to Peter Drucker and IBM’s Thomas Watson, “… nothing happens until someone sells something…” If salespeople write the topline of all income statements, why then is sales not given the strategic importance it deserves? The message here is that the quest for sustainable customer acquisition and retention cannot be left to chance. Company leaders who do not give high priority to this function do so at their own peril.
Objective
Encourage participants to take a fresh and serious look at sales.
Benefits
Acquaint themselves with emerging trends in sales force effectiveness.
Reassess their business development strategies and processes.
Apply new ideas about sales force leadership and motivation
