We predict an explosion of interest in sales management. The sales force is the only function that actually brings the revenue to the front door. After so much effort has been devoted to cost cutting and downsizing, the sales force must eventually take center stage. Sales management deals with a very human element. Here companies form relationships with their customers and provide value-added services. The basics are simple: good service, customer focus, and trust building. We see executives at the highest levels in progressive companies rediscovering sales management and using it as a lever to improve company performance.

Sales managers must design, communicate, and implement a cohesive strategy. Our participants learn how to add value for customers and how to integrate sales and marketing strategies. Our aim is to highlight the sales force as one of a company's most valuable assets, and see that your strategy makes effective use of it.

Key account planning can often be taken for granted at great peril to the organisation. To avoid this common pitfall, you first need to be sure you are focusing on the right customers. Then, you must exercise the kind of effort needed to maximize the potential of those customers. This program can help you do both. You will get leading-edge ideas and skills from GML's expert faculty and share experiences and solutions with fellow attendees - a diverse group of top-caliber managers. The result is a dynamic learning environment which can help you dramatically improve the way your organisation manages and profits from its major accounts.

If 80% of your income comes from 20% of your customers, shouldn't you be giving them 110%?