In small and medium-sized businesses, sales and marketing skills are often thought of as a luxury that some companies either cannot afford or do not think they need. Sales skills are a vital part of being able to compete on international markets. Now in its fifth year, the Sales STAR (Strategies and Tactics to Accelerate Revenue) programme, which is exclusively targeted at CEOs of high-growth software & IT companies, seeks to enhance the sales capabilities of Irish technology companies in a bid to strengthen Ireland's position as a key player in the knowledge economy.
The Sales STAR CEOs Programme aims to develop the international sales and marketing strategic execution capabilities of Irish software company CEOs. The key objective of the programme is to brief CEOs on their critical role in driving sales within their companies and in particular to provide them with the skills and knowledge to establish and manage a world-class sales process within their organisations.
Sales STAR is a joint initiative by Enterprise Ireland and the Irish Software Association, which is supported by FÁS and managed by Select Strategies. Designed specifically for CEOs of high growth software companies, over 150 executives have attended the programme to-date (since 2003), Sales STAR is the key education and networking resource for CEOs of Irish indigenous IT companies who are committed to enhancing their sales and marketing capability at a strategic level.
Sales STAR Steering Group
Members of the Sales STAR Steering Group are:
- Michele Quinn, Irish Software Association
- Ian Hyland, FÁS
- Jackie FitzGerald & Greg Treston, Enterprise Ireland
- Paul O'Dea, Select Strategies is Programme Manager
Case Studies & Testimonials
Feedback from past participants shows a high satisfaction rating, with many companies attributing a major change in their sales performance to participation on the CEO programme.
Programme Outline
The format of the programme has remained relatively unchanged, with keynote speakers playing an important role. Dave Stein, a renowned expert in the sales and marketing industry and author of the book "How Winners Sell ", will be hosting one of the course modules this year. Participants will also hear from a range of speakers including Dave Roberts, the TAS Group and John O'Shea, CEO Zamano. The speakers will discuss topics such as strategic positioning for company and product, selling software more effectively, hiring and compensating your sales force, and designing and managing the sales process.
An equally important part of the programme is the networking opportunity it provides for participating CEOs. Special networking events are included in the programme, with the aim of encouraging participants to learn from their peers and to share their knowledge and experiences.
The 2007 Programme consists of 4 modules (February, March, May & June), each of 2 days duration, as follows:
- Creating a Compelling Customer Value Proposition
- Designing a winning sales process
- Hiring, managing and motivating sales professionals
- Generating sales through partners
Participation is limited to 20 and the fee (substantially funded by Enterprise Ireland) is €3,500.
VP Sales Programme 2007
The VP Sales Programme is an intensive 2-day programme designed specifically for experienced sales managers and senior sales professionals in Irish software companies, aimed at enhancing their sales management capability and skills. The key objective of the VP Sales programme is to embed the Sales STAR lessons and processes within the Sales STAR companies.
The Programme consists of 2 modules (March & May), each of 2 days duration, as follows:
- Selling Technology More Effectively
- Creating a Winning Sales Organisation and Selling Through Partners
Participation is limited to 20, and the fee (substantially funded by FÁS) is €2,000.
For more information contact:
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Jackie FitzGerald, Software Services & Emerging Sectors Division, Enterprise Ireland.
Tel: + (353 1) 206 6274 |