Structuring the Sales Team for Maximum Profits

Why do some companies grow exponentially while others offering similar products and services struggle?

The answer often lies in how well the sales department is aligned with the phase of the company's life cycle. Successful technology companies typically move through phases from

1. A start-up struggling to find a viable business model to
2. A fast-growth company challenged to keep up with demand to
3. A mature company working to maintain profitability.

Each phase poses unique sales challenges and having the right type of sales organization for each phase can be the difference between success and failure.

Topics include: direct vs. channel sales, outside vs. inside sales, "hunters" vs. "farmers", salaried vs. commissioned, and more. Whether you work for, consult with, or sell to growing technology companies, this session will provide valuable insight and real-world examples of how the right sales team can lead to maximum profits.

Speaker Bio
Kurt Shaver
The Sales Foundry (https://www.thesalesfoundry.com)
https://documents.clubexpress.com/clubs/161006/graphics/kurt_shaver.jpg (https://www.thesalesfoundry.com/)
Kurt Shaver is a sales leader with 26 years of technology sales and sales management experience. His experiences include selling million-dollar satellite systems, growing a dot-com start-up, and running a division of a European information security company.

He built sales teams at a number of fast-growth companies including Websense, No. 11 on Fortune magazine’s “100 Fastest Growing Tech Companies” list. In 2007, he was named one the "Top 25 Channel Executives To Know" by VAR Business, the nations leading trade magazine for computer resellers.

Shaver started The Sales Foundry in 2008 to share his knowledge with businesses seeking to accelerate their revenue growth. The Sales Foundry delivers Sales Management, Sales Coaching, and Sales Skills Training programs.

Agenda:
6:30 p.m.-7:15 p.m. Registration and Networking
7:15 p.m - 8:15 p.m Presentation
8:15 p.m -8:45 p.m Audience Q&A

Food and beverages will be served.

Registration for both members and nonmembers
Cost: $15 or free if you are a member of SofTECH
(cost is $20 at the door for non-members who did not register in advance)

RSVP here at Meetup.com or register and pay (https://softech.org/content.aspx?page_id=87&club_id=161006&item_id=153212) at the SofTECH website (https://softech.org/content.aspx?page_id=87&club_id=161006&item_id=153212)

Sign up for a Trial or Full Membership to SofTECH at: our Join Page (https://softech.clubexpress.com/content.aspx?page_id=60&club_id=161006&sl=81317789)

About the Organization
https://documents.clubexpress.com/clubs/161006/graphics/softech140.jpg (https://www.softech.org)
SofTECH is a non-profit trade organization committed to fostering communication and cooperation for business and technology professionals in Northern California's Marin and Sonoma counties. Its goal is to identify and showcase technology leaders and support the technology user community.