McGill Executive Institute Training Session

Oct 18, Nov 22, Dec 13 | 10am - 12pm EST

Your CLSA Presents

McGill Executive Institute Training Session

The McGill Executive Educational Series is back for 2024 and it's "FREE" for our CLSA members! We are excited to offer three individual courses as part of the McGill Sales Acumen program.

Over the course of three "live online' sessions, participating members will learn:

Territory Planning
Account Planning
Coaching Dialogue For Sales Professionals

On completion, each participant will be awarded a McGill Certificate

Dates: Oct 18, Nov 22, Dec 13

Time: 10am - 12pm EST

McGill Sales Acumen Program

Sessions: Territory planning; Account Planning; Coaching dialogue – please see below for more information on the sessions
Each session will run for 2 hrs. from 10am – 12 pm EST
Virtual, live format via ZOOM; English language only
Each participant will receive a McGill Educational Institute Training Certificate
Presenter: Professor Claude MacDonald
Each session is limited to 100 attendees, based on first come, first served**

How to Register

To register, simply send us an email at [email protected] and include the following:

• Session(s)

• Name (first, last)

• Company

• Email Address

*please ensure to identify each attendee with the session they want to attend.

Session 1: October 18 10am-12 EST

Territory Planning:

• The value of territory planning

• The TP framework

• Understanding your territory including Market analysis; business drivers; competitive overview and SWOT analysis

• Identifying the gaps to address including performance overview; funnel overview; potential growth areas

• Building the territory strategy

• SMART objectives

• Action Plan

Session 2: November 22 10am-12 EST

Account Planning:

• The value of account planning

• Selecting growth accounts including the 4 key segments and strategies to address each segment

• The AP framework (brief account analysis; SWOT analysis and Action plan)

• The discovery map, insight map, and value map

• Case study and exercise

Session 3: December 13 10am-12 EST

Coaching Dialogue for Sales Professionals:

• The benefits of coaching

• The 3 prerequisites

• Leading with insightful questions

• The 321 strategy

• Opportunity coaching

• Simulation and role plays

• Key learning review and action planning for overall program

*There is limit of 100 attendees per session. This will be on a first come, first served basis. Attendees must be a member of the Canadian Laboratory Suppliers Association (CLSA) on the course date. CLSA may impose $100 fee for confirmed attendees that do not attend.

** To ensure our full membership has the ability take advantage of this program, we may limit individual company’s participation to a session or sessions.