Sales Bootcamp 4 – Managing Your Sales

Innovation Factory – Greta Black: greta.black@innovationfactory.ca

Innovate Niagara – Lauren Cumpson: lcumpson@innovateniagara.com

About Sales Bootcamp: Sales Management

In the final session of the sales academy program, we will focus on the important aspects of managing your sales.

Once you have established your plan, processes, and tools, it becomes crucial to measure, review, and make necessary adjustments. A key starting point in sales management is reviewing your sales funnel. This not only helps in predicting future revenue and acquiring customers but also provides valuable insights into your sales efforts.

Additionally, there are other tactical activities that need to be measured and managed. For example, you can track which emails were interacted with or determine which trade shows resulted in the best leads. As your team grows, sales management activities become more complex.

By examining why certain opportunities are getting stuck in the funnel and not progressing, you can identify areas for improvement.

Deliverables Include: Final updates to Sales Plan & Strategy

Meet the Speaker: Mark Elliott, Founder at VA Partners, Expert Advisor (Sales) at Innovation Factory

Since founding Venture Accelerator Partners in 2006, Mark has helped clients drive millions of website pageviews, book hundreds of meetings, and secure millions of dollars in revenue. Mark’s successes at VA Partners include:

Helping their first client close $300,000 in revenue from new clients

Working with a mobile client to help close their first paying customer

Implementing an inbound lead generation program that increased a training company’s leads and web traffic by 300%

Providing sales leadership to a technology company that increased revenues by 50%

Prior to VA Partners, Mark spent 10 years at Lexmark Canada in a sales, marketing, and leadership positions. At Lexmark, Mark won awards for Manager of the Year, and Sales and Marketing Rep of the year. Mark is a regular presenter at MaRS, a Sales Champion for Innovation Factory, an instructor for a sales and marketing course at UofT, and as a Champion for the Communitech Senior Sales and Business Development P2P.