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Building Entrepreneurial People

Designed For: Executives, managers, and others who want to ensure future growth by creating additional business development efforts throughout their organizations

Objectives:

• To help identify and develop the type of business-development-oriented personnel that is necessary to compete and grow in the 1990's and beyond
• To provide a model for successful personal marketing that can be emulated to produce business-building results
• To help modify the behavior of those who contribute little to the practice development effort
• To leave the organization with a working sales management-system

Program Highlights:

• Why your people don't sell more... and what to do about it
• Four ways to produce Entrepreneurial People
• Targeting your market: Where and how the Best Business Generators get their business
• Where you and your people should be investing your limited time to market and sell
• The common traits, attitudes, and aptitudes of the Best Business Developers
• Avoid marketing problems: How to hire the right people in the first place
• Growing an entrepreneurial environment by stimulating the right kind of business-building behavior and by training your people to be more entrepreneurial
• Nurturing the human assets you now have by providing the right kind of support system and environment for practice development
• A proven method to manage the process: "The Boress Sales Management System"
• Keeping process going: How to conduct regular sales meetings

Course Level: Basic to Intermediate

Prerequisites/Advance Preparation: None

Method of Presentation: Lecture and discussion

Recommended Time Frame: 8 hours