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TitleUSD Sales Institute Puts Entrepreneurs on the Right Track
Date12.23.09
ContactLiz Harman
Contact E-mailharman, at sandiego.edu
Contact Phone(619) 260-4682
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High-quality sales training is frequently out of the reach of small to midsize businesses. But the new Institute for Sales and Business Development at the University of San Diego will gives entrepreneurs the opportunity to hone their business development skills and start the new  year on the right track.


“During lean economic times in an ever increasingly competitive marketplace, the biggest bang for a company’s buck is usually sales training,” said Jodi Waterhouse, director of USD’s Office of Corporate & Professional Education. “Creating a sales culture that reaches beyond the sales team to engage the entire company in a revenue generation support system can make dramatic shifts in a business’ growth and sustainability. Individuals with the capacity to generate revenue are also the least resistant to job loss.”


The Institute for Sales and Business Development is the first university-based program of its kind on the West Coast. “It will help business owners develop the sophisticated sales skills and bold leadership required to critically assess their firms’ culture and make the changes needed to adapt and thrive in today’s challenging marketplace,” Waterhouse said.


“The program is especially relevant to new entrepreneurs – lawyers, accountants and other professionals – who have expertise in their field but may not have the sales and other skills needed to operate their business successfully,” she added.


The institute’s first class, “Business Development” starts Monday, Jan. 11. Classes are tailored to the needs of busy professionals and will be held in the evenings.


“Business development is a cousin of sales and marketing but few professionals are ever taught business development skills or how to devise and effective business development strategy,” explained Ann Marie Houghtailing, principal of the Houghtailing Group and a successful sales trainer and motivational speaker.  “Creating a systematic, dynamic business development strategy is a critical and valuable skill for businesses of every size and in every market,” said Houghtailing who will be teaching the course and several others in the program. During the business development course, students will learn how to create a critical support strategy through sales and marketing, develop a plan to target new business and create an ideal client profile.


Other courses in the program include “Building a High-Performance Sales Culture,” “Cracking the Internet Code for Greater Sales Success” and “Evaluating the Performance of Your Sales Team.”


For information and registration go to www.sandiego.edu/success or call (619) 260-4231.