Why an Open Door Policy Doesn’t Work for Sales Managers

Thursday, May 23, 2013 (7:15 AM - 10:00 AM)

Being in constant motion may be hurting sales. Hang up the phone, close your door, and discover why a Sales Operating System may be a smarter way to work.

Many sales managers believe that their constant contact with their employees is effective. But most of these are quick “drive by” conversations (“I need this,” “Can we do that?”) rather than focused discussions. Faced with intense competition and frenzied schedules, savvy sales managers are turning to Sales Operating Systems (SOS) to create a more effective sales organization and make better use of their time.

On May 23, join Sales & Marketing Executives International of Minnesota (www.SMEIMinnesota.org) when it sponsors Mike Braun, owner and founder of Pivotal Advisors. Braun’s seminar, Why the Open Door Policy Doesn’t Work For Sales Managers, will explain why many of today’s companies are successfully using an SOS to improve their sales organization’s structure, increase the team’s efficiency, and enjoy a more focused and less hectic work environment.

An SOS is based on structured weekly, monthly, quarterly and annual meetings and communications. Once in place, an SOS enables sales managers to manage from facts, set better expectations and make faster adjustments. It also frees up managers to spend more time on the most important things instead of dealing with constant interruptions. Attendees will walk away with basic examples of what a good Sales Operating System looks like.

Braun has worked directly with hundreds of sales organizations and leaders to share what he’s learned and to shorten the time it takes to increase profitability and revenue. As part of Pivotal Advisors, he provides expertise, processes, tools, coaching and support allowing each of them to quickly improve their results. Those who have worked with him are astonished by the growth, motivation and teamwork in their company after their SOS has had time to take root and gain momentum. One of Braun’s clients raves, “[We] created a monthly status sheet for each member of the team that measured their activity (based on their own input) related to the accounts they were responsible for, and we left space for addressing additional unspecified work. Once we had the facts and they owned the plan, it was easier to coach and they were able to realize the results.”

MIKE BRAUN, Founder & Owner of Pivotal Advisors

Braun is a founder and owner of Pivotal Advisors, a sales execution consulting firm focused on working with local, small to mid-size companies to improve their sales results. Brand has spent the past 28 years successfully selling products, services, conceptual solutions and enterprise applications. He’s familiar with a variety of selling approaches, and continually researchers and publishes best practices.

After several years of field sales and managing sales teams, he because the Vice President of Sales & Marketing for National Computer Systems (acquired by Pearson plc. in 2000). In that role, he implemented CRM technology, sales processes, training and new incentive plans that resulted in several years of improved sales performance as the company grew from $500 million to nearly $1 billion.

Braun is a speaker and author, and was educated at The Wharton School of the University of Pennsylvania and the University of St. Thomas in Minnesota. 

Event Details


Bonus Session:
May 23, 2013
Woman’s Club, 410 Oak Grove St., Minneapolis (Free parking provided)
7:15 a.m. - Networking & Registration, 7:30 a.m. - Hot Breakfast
Why an Open Door Policy Doesn’t Work for Sales Managers, 7:45a.m. to 9 a.m.
Using a Sales Operating System, 9:15 a.m. to 10 a.m. (Complimentary)

Registration Fees

Professional Member: $30
Introductory Member: $48
Executive Member: Included with Membership
Non-member:  $60
Full-Time Student:  $20


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