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Driving World-Class Sales Excellence

Building highly effective sales teams that get results

20 - 21 October 2009
Sheraton Amman Al Nabil Hotel & Towers
Amman - Jordan
[ In Collaboration with: ]

www.ASTD.OptimizaAcademy.com
Driving World-Class Slaes Excellence
[About ASTD]
ASTD (American Society for Training & Development) is the world’s largest association
dedicated to workplace learning and performance professionals. ASTD’s members
come from more than 100 countries and connect locally in 134 U.S. chapters, 26
Global Networks, and 12 Global Partners. Members work in thousands of organiza-
tions of all sizes, in government, as independent consultants, and suppliers.
ASTD started in 1943. In recent years, ASTD has widened the profession’s focus to link
learning and performance to individual and organizational results, and is a sought-
after voice on critical public policy issues. For more information, visit www.astd.org.

ASTD believes the most consistent advantage for business and for individual employ-
ees is the ability to increase knowledge and skills, and perform more efficiently and
effectively than the competition. For example, to help learning professionals under-
stand the knowledge and skills that are needed for success, ASTD manages and
supports standards for the Workplace Learning and Performance (WLP) profession.

[Facilitator]
Brian Lambert , Ph.D.
Director, ASTD Sales Training Drivers
Brian Lambert is the Director of Sales Training Drivers for the American Society for
Training and Development (ASTD). He is responsible for creating content, tools, and
resources that help individuals design and deliver more effective sales training, imple-
ment sales talent management strategies, develop sales leadership programs,
improve the ROI of sales training initiatives, and improve overall salesperson perfor-
mance within their own organizations. Brian leads the global sales research agenda
and sales competency modeling initiative for ASTD while managing sales content,
product-development, and events to help individuals and organizations attain perfor-
mance goals with their sales teams. Brian has fifteen years of experience in all facets of
sales, sales management, and sales training and he is an internationally recognized
expert on transforming sales team systems, processes, and people through learning.
His work has taken him to Europe, Africa, the Middle East, and South America and he
has worked with major corporations such as France Telecom, Hewlett Packard
Company, EMC/ Microsoft, and Harris.

Brian has authored four books on professional selling, including World-Class Selling:
New Sales Competencies and 10 Steps to Successful Sales published by ASTD Press.
He has been recognized by Sales & Marketing Management Magazine as one of the
most influential people in professional selling and received winner’s circle awards for
sales performance and Air Force medals for effective leadership.

Before joining ASTD, Brian founded the United Professional Sales Association where
he led the global effort to define sales competencies for high-performing sales people
in complex and consultative selling environments. He was previously a sales perfor-
mance consultant for Revenue Growth, Inc, where he helped engineer new hire
training programs, sales competency models, online learning strategies, and sales
performance improvement initiatives. He has experience as a multi-million dollar
quota-carrying sales professional and sales manager for several small- and large-sized
organizations such as Dun & Bradstreet.

He has a master’s of science degree in Human Resource and Information Resource

Management from Central Michigan and a Ph.D. in Organization and Management
from Capella University where he studied exemplary sales performance.

www.ASTD.OptimizaAcademy.com
Driving World-Class Slaes Excellence
[Two Day Workshop]
Achieving and sustaining profitable, predictable, persistent sales revenue growth
requires more than training your sales team. It requires a balanced approach to devel-
oping capability and increasing sales capacity with real-world solutions that help your
team and your organization:

Build a firm foundation for sales excellence: Leveraging smart management

science, you can organize and optimize your selling strategies to better enable
sustained performance.
Optimize the Sales Process: Building a flexible sales strategy designed for maximiz-
ing profitable sales revenue.
Build Sales Relationships: Increase the amount of valuable sales conversations
that are relevant, timely, and in the right context for optimum buyer decision
making.
Leveraging Technology to Get Results: Using technology solutions that reinforce
behaviors, leverage your team’s experience, and integrate smoothly with the
processes and methodologies you’ve already developed.
Driving Sustained Sales Performance: Protect key customers and guarantee
execution of your sales revenue strategy with leaders who guide an opportunities,
set sales strategies, and manage the entire selling system.

Sales leaders must drive daily results in their sales organization. Not only that, but
today’s sales leaders must identify relevant growth strategies and then align the
organization to achieve those strategies. Unfortunately, many sales executives
struggle with attaining set revenue goals, keeping the best talent, and continuously
improving the sales organization to attain a competitive advantage. In any economy,
the ability to bridge the gap between sales strategy and sales execution begins with
an understanding of what it takes to really drive world-class sales excellence.

Who should attend:

Sales executives, Sales Managers, Sales Trainers, Sales WLP

In this highly interactive workshop participants will learn:

The evolving world of selling
Changing buyer expectations
The 7 customer behavioral rules
What customers want from salespeople
The 7 key concepts for the new sales professional
Case studies on sales excellence
The levels of sales effectiveness and their role in competitive advantage
Module 1: Building the Foundation with Sales Science
Module 2: Unlocking the Sales Process
Module 3: Building Sales Relationships
Module 4: Leveraging Technology to Get Results
Module 5: Driving Sustained Sales Performance

For more detailed outlines, please visit the workshop ‘s website.

www.ASTD.OptimizaAcademy.com

www.ASTD.OptimizaAcademy.com
Driving World-Class Slaes Excellence
[About Optimiza Academy]
OVERVIEW
A subsidiary of Al-Faris National Investment Co. PLC (ASE:CEBC) – with headquarters in
Amman, Jordan. OA specializes in B2B Learning and Human Performance improve-
ment. Provides Talent Management solutions to public & private sectors in the MENA
region, through the execution of result-based integrated solutions and consulting
services in business, management & ICT domains.

OFFERINGS
Learning & Development (Business & Management, IT, Project Management & Finan-
cial Skills)
Performance Consulting
Measurements & Reports (Mystery Shopping, Employee & Customer Satisfaction
Surveys)
Training Outsourcing

EXPERTISE & TAILOR MADE SOLUTIONS

We design our solutions to meet each organization’s needs and strategic objectives,
to be implemented by our large pool of qualified professional practitioners
Our solutions are executed by high caliber professionals and managed as projects
according to the best practices and standards of the Project Management Institute
(PMI)

RESULTS ORIENTED
Our projects aim to achieve clear, positive and measurable results through establishing
constructive partnerships with the organizations willing to invest in their human
capital. We ensure that all our projects are:
Based on competencies
Based on the client’s vision, mission, strategy and culture
Measurable to guarantee highest Return on Investment (ROI)

[Workshop Fees]
Workshop Title If registered & paid If registered & paid
on/or BEFORE September 17 on/or AFTER September 17
1 2-3 4 and above 1 2-3 4 and above
Participant Participants Participants Participant Participants Participants
Driving World-Class Sales Excellence USD USD USD USD USD USD
Building highly effective sales teams 1’650 1’575 1’475 1’775 1’770 1’600
that get results
JOD JOD JOD JOD JOD JOD
1’170 1’115 1’045 1’260 1’205 1’135

Each participant shall also receive:

Online access to ASTD/Sales Training Drivers Community (USD $99.00 )
100 sales management and sales coaching articles and tools
1 year access included
Ask the experts
Seven tools for developing the sales team (USD $99.00 Value)
Valuable Training Manuals

[Registration & Inquiries]

register@OptimizaAcademy.com
Tel: +962 6 5157193
Fax: +962 6 5157194
Mobile: +962 777 249818

www.ASTD.OptimizaAcademy.com