This online course is specifically designed for freight sales managers seeking to enhance their skills in matrix management and analysis. In the dynamic world of logistics and transportation, a data-driven approach is crucial for success. This course equips participants with the knowledge and tools to effectively manage sales teams, analyze key performance metrics, and make data-informed decisions to drive revenue growth.
Course Objectives:
Upon successful completion of this course, participants will be able to:
- Understand the principles of matrix management and its application in the freight sales context.
- Use data analytics to evaluate and improve sales team performance.
- Develop and implement sales strategies that align with organizational goals.
- Identify key performance indicators (KPIs) and use them to drive decision-making.
- Utilize diagnostic tools to address sales challenges and seize opportunities.
Course Format:
This virtual instructor-led course has self-paced and live virtual aspects, allowing participants to study at their convenience, while also providing access to a subject-matter expert. Each module includes video lectures, reading materials, case studies, and interactive assignments. Participants will have access to a discussion forum for networking and collaborative learning.
Schedule of Events - July 2024 Sales Sprint:
**This schedule is subject to change based on the needs of TIA and the instructor.
Week 1:
Monday, July 22: Access to the course, onboarding, and an on-demand Primer Video from the instructor
Tuesday, July 23: Access to Module 1, Discussion Forum Post #1, Workbook Reflection #1
Wednesday, July 24: Access to Module 2, Discussion Forum Post #2, Workbook Reflection #2
Thursday, July 25: Access to Module 3, Discussion Forum Post #3, Workbook Reflection #3
Friday, July 26: Live Facilitated Discussion w/ Instructor - Project Q&A (1.5 hours)
Week 2:
Monday, July 29: Access to Module 4, Discussion Forum Post #4, Workbook Reflection #4
Tuesday, July 30: Virtual Instructor Office Hours For Project Feedback - Project Q&A (1 Hour)
Wednesday, July 31: Access to Module 5, Discussion Forum Post #5, Workbook Reflection #5
Thursday, August 1: Live Facilitated Discussion w/ Instructor
Week 3:
Monday, August 5: Partner Projects Due, Peer-to-Peer Discussion Forum Feedback Due
Wednesday, August 7: Live Facilitated Discussion w/Instructor - Recap & Project Review
ABOUT THE INSTRUCTOR:
Dr. Kenny taught and researched strategic marketing, professional selling, and sales management at Western Illinois University. During his 25 years at WIU, he was nominated for Teacher of the Year twelve times and won twice. Additionally, he won two Faculty Excellence awards. He has published and presented dozens of papers in strategic marketing planning, transportation brokerage, and professional selling.
Professionally, Dr. Kenny has provided consulting services for over 125 firms and trade associations nationwide in the last 30 years. His client list includes UPS World Wide Logistics, FedEx, Allen Lund Company, Landstar, and Total Quality Logistics. Additionally, he has served as a research fellow for international consulting giants McKinsey & Co. and AT Kearney.
Dr. Kenny served on the Board of Directors of WERC. He won the 2001 President’s Service Award from CPIA for his Marketing Audit Program and the 1996 Outstanding Service Award from TIA for his Consultative Sales Program. Professor Kenny was the 2010 recipient of the TIA Heritage Award.