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Management by Tactics: Effective Sales Management Techniques

In today’s highly competitive and ever-changing marketplace, customers expect to deal with professional salespeople. 

Moreover, sales managers must create and maintain a strong sales team, in order to achieve profitable sales, customer satisfaction and loyalty.

This course is intended for those involved in implementing, organizing and managing an effective sales organization.

Dates: TBA
Time: 6:00 p.m. - 9:00 p.m.
Location: 688 Sherbrooke Street West
Fee: $1,095 CAD plus applicable taxes


This course is designed to help participants learn what a sales manager must do to create and maintain a strong sales team.  Participants are introduced to accepted sales management concepts and practices.  These principles will provide participants with a proven body of management knowledge which can be used to cope with the modern selling environment.

Who Should Attend

Sales managers, salespeople who wish to become sales managers, company executives or professionals involved in implementing, organizing and managing an effective sales organization.


 At the end of this course the participants will be able to effectively:

  • Develop sales objectives and a sales plan
  • Implement a sales organization
  • Recruit sales staff
  • Train sales reps
  • Coach and evaluate sales reps
  • Compensate sales staff

Topics Covered

  • Developing sales objectives and a sales plan
  • Implementing a sales organization
  • Recruiting sales staff
  • Training sales reps
  • Coaching and evaluating sales reps
  • Compensating salespeople


Giovanni Di Girolamo, B.A., D.S.A., F.B.A., M.B.A., Ph.D.

Giovanni Di Girolamo is a Professional Management Consultant, who also teaches Sales and Sales Management at McGill University and at HEC (University of Montreal’s Business School). Over the years, Mr. Di Girolamo has been interested in the effective management of a sales force. His approach, which is also the subject of his Doctoral Thesis is that when given output goals, salespeople may not have any idea as how to go about achieving objectives. Consequently, motivation may be low and achievement less than expected. On the other hand, when salespeople are given input goals, such as the number of visits to be made, they concentrate on the process instead of the end results. As these much smaller steps appear to be more easily achievable, motivation is higher and results are greater. Mr. Di Girolamo has over thirty years of sales and sales management experience at Canadelle (Wonder Bra), Metro-Graphique, Lumec, as well as at Agropur (Fine Cheese Division). Furthermore, in his Management Consulting Practice, Mr. Di Girolamo has worked with over one hundred companies, from a variety of industries where he has implemented sales structures and infrastructures, trained and coached sales managers, as well as sales representatives.

Cancellation Policy

All cancellation & substitution requests must be made in writing. The following Cancellation Policy applies:

Up to 14 days prior to the start date: Full refund
7 days prior to the start date: Refund minus $100 Cancellation fee
Within 7 days of the start date: No Refund, however suitable participation substitution will be permitted

If no notice is given prior to the start of the event(s) and you fail to attend, you will be liable for the full course fee.

McGill SCS reserves the right to cancel an event up to 5 days prior to its start.

Contact Information

Telephone: 514-398-5454
E-mail: pd.conted [at]

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