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Maximizing Sales Team Performance: Transitioning from Individual Contributor to Sales Team Leader

Date/Time: Tuesday, Apr 4, 2017 - Wednesday, Apr 5, 2017 | 8:30 am - 5:00 pm

Location: The James B. Henry Center for Executive Development, Lansing Michigan

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April 4-5, 2017

Program Introduction

A large percentage of sales supervisors and managers are promoted from within the ranks of the sales force.  However, the competencies required for thriving in a managerial capacity and for driving sales team success are different than that required to be an effective individual sales performer. This program is designed to build the skills that new sales managers need to maximize organizational performance.

Key Learning Outcomes

  • Create a winning sales culture that maximizes the individual potential of sales team members
  • Motivate your sales team to reach higher sales goals
  • Increase the impact of team meetings and individual coaching sessions
  • Enhance ability to attract, develop, and retain talent
  • Strategically and tactically leverage information for sales success
  • Efficiently manage time, prioritize effectively, and excel at the many facets of the sales manager role


Dr. Doug Hughes

Who Should Attend

Individuals recently promoted into the role of sales manager or sales supervisor in both large and small companies, as well as other individuals seeking to improve their sales management abilities or gain additional insight into sales management fundamentals.  This program is intended for people with direct reports or soon to be in a role managing and supervising sales people.


Kristin St. Marie


$2395 – full tuition (includes materials, meals and certificate of completion)

$1995 – early bird registration (deadline March 13, 2017)

Register for Program


Mid-Michigan Value Chain Certificate Program

Date/Time: Wednesday, Apr 12, 2017 - Wednesday, May 31, 2017 | 2:00 pm - 6:00 pm

Location: Midland Research Institute for Value Chain Creation, Midland MI

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The program will be held on Wednesdays at the Midland Research Institute for Value Chain Creation, which is located at 715 E. Main Street, Suite 115, Midland, Michigan 48640.

About the Program

The program’s structure is based upon a portion of the graduate level Supply Chain Management concentration in The Eli Broad College of Business at Michigan State University. The Broad College’s Supply Chain Management Program is consistently ranked as one of the best in the country. Program content will be delivered through lectures, readings, class discussion, and interactive simulations conducted by full-time Broad College faculty. Value chain management case studies and applications will be liberally used throughout the sessions.

Program Objectives

•Provide a thorough knowledge and understanding of world-class value chain management practices and their role in developing and maintaining competitive advantage;
• Provide experience in viewing value chain situations from the perspective of suppliers to and customers of manufacturers and service providers;
• Provide an introduction to the tools and applications used in value chain process evaluation and re-engineering;
• Provide experience and feedback in the use of both qualitative and quantitative data analysis; and
• Provide a knowledge baseline documenting value chain management best practices.


Dave Closs

Dave Frayer

Stan Griffis

Justin Jagger

Judy Whipple

Fee $2,500.00
The fee, which includes instruction, all educational materials, refreshments, web support, and certificate of completion.

Fees can be paid by check made payable to Michigan State University or by credit card, and are due at least 10 days prior to the start of the program.


Business and Bagels: Creative Problem Solving

Date/Time: Tuesday, Apr 18, 2017 | 8:00 am - 9:15 am

Location: The James B. Henry Center for Executive Development, Lansing Michigan

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Tuesday, April 18, 2017


Karl Gude, Director, Media Sandbox, College of Communication Arts and Sciences, MSU


Are we crippled thinkers and ineffective problem solvers?  Well, yes…

This session will focus on how we are all born with the creative capacity to generate new ideas, how we lose that ability, what that means to our careers and our lives, and how we can get it back.


7:30-8:00am Registration & Bagels

8:00-9:15am Session



Register for Program


Process Transformation

Date/Time: Tuesday, Apr 18, 2017 - Wednesday, Apr 19, 2017 | 9:00 am - 4:30 pm

Location: The James B. Henry Center for Executive Development, Lansing Michigan

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Improving and Innovating Performance


You Will Learn How To:


  • Utilize a “toolkit” of Lean and Six Sigma tools
  • Interpret data and graphics to manage process performance
  • Identify the root causes that prevent your team from its achieving full potential
  • Think outside the “process box”
  • Devise innovative process designs based on customer needs
  • Evaluate and apply process improvement alternatives
  • Develop results-oriented process improvement solutions
  • Deliver more value to current and future customers



Who Should Attend:

  • Systems or Business Analyst
  • Business Process Owner or Manager
  • Functional or Project Manager
  • Process Improvement Team Leader or Member
  • IT Upgrade (ERP, CRM) Team Leader or Member
  • Customer Experience professional
  • Professional actively involved in your organization’s process improvement, customer experience or strategy execution initiatives

The skills delivered in this seminar can be applied in manufacturing, service, healthcare and public sector organizations.

There is no one-size-fits all recipe for getting better business results.  It is both art and science, requiring data-driven problem solving and out-of-the-box solutions to assure sustainable success.

This seminar will arm you classic process improvement skills (SPC, Lean, Six Sigma) and creative redesign techniques so you are able to deliver both continuous improvement and breakthrough solutions for your organization.

I. Innovation in Business

  • Transformation examples
  • Strategy/Process/Innovation Synergy
  • Generating Solutions: Improvement vs. Innovation

II.  Process Improvement Strategies

  • Optimizing process flow
  • Managing variation
    • Selecting metrics
    • Pareto Charts
    • Histograms
    • Control Charts
  • Interpreting data

 III. Process Innovation Techniques

  • Brainstorming- Guidelines
  • Six Hats Thinking
  • Five Max Method
  • Assessing Solutions
  • Mapping To-Be processes

IV. Leveraging Process Excellence

  • Kano Model
  • Process Extension
  • Market Extension
  • Competitive Analysis
  • Value Curves

 V. Implementation

  • CODE – Implementing Change
  • Facilitation tips



Sally Vescolani



$1,295 – includes continental breakfast, lunch and course materials

$995 – Early Bird Discount (available 3 weeks prior to the seminar date)


Construction Project Management

Date/Time: Thursday, Apr 27, 2017 | 9:00 am - 4:00 pm

Location: The James B. Henry Center for Executive Development, Lansing Michigan

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Construction Project Management


Humans have been building homes and other structures for literally thousands of year.  Yet the construction industry is still filled with risk.  Customer changes, regulatory agencies, legal issues and workforce challenges can squeeze the margins on the most promising of jobs.

Project management is the best protection against that risk.  Skilled project managers have the tools and abilities to identify and control the variables that are key to bringing your construction project in on time and within budget. This one-day seminar delivers essential skills, including Integrated Project Delivery concepts, you need to manage project scope, make reliable cost and time estimates, manage risks, avoid conflicts and control execution…even as unforeseen issues arise.

What You Will Learn

  • Role of the project manager in the building process
  • Techniques to assure collaboration between the customer, architect, contractor and subcontractors
  • Determine scope and estimate resource needs, cost and prices
  • Build a project plan with clear milestones and accountability
  • Identify risks and devise contingencies
  • Monitor resources and costs during construction
  • Protect your company against scope changes and unforeseen delays
  • Closeout your project on time and on budget

Seminar Outline

I. Introduction

What is a project and what is project management?

Project management and the construction business

Where Integrated Project Delivery fits

II. Construction Project Planning

Clarifying project scope

Developing the work breakdown structure

Project estimating

Responsibility assignment matrix

III. Project Execution

Schedule development

Managing the critical path

Keeping subcontractors on track

Monitoring and responding to risks

Execution monitoring and control

Performance reporting

IV. Project Success

Issues and delays management

Change control

Project closure

Who Should Attend

  • Construction project managers
  • Principals and executives from small to mid-sized firms
  • Engineers and architects
  • Estimators and accountants
  • Contract managers
  • Contractors and subcontractors


Sally Vescolani




Process Redesign for Financial Services

Date/Time: Thursday, Apr 27, 2017 | 9:00 am - 4:30 pm

Location: Indianapolis Marriott East, Indianapolis IN

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How to Create Better Member/Customer Experiences and Build Long-Term Relationships


April 27, 2017   Indianapolis, IN

Program Introduction

The business environment for banks, credit unions and insurance companies is far different from what it was just a decade ago.  Low interest rates, competition from FinTech, and the emergence of millennials as a major customer segment have changed the competitive landscape.

To survive and grow today, financial service companies must design business processes that engage customers/members and deliver service value that differentiates your organization from the competition.

This seminar will arm you with process redesign tools and a roadmap to determine which process and technology changes will have the most impact on customer/member satisfaction, retention and service quality.  Act now.  Enroll a team of key leaders today.

Learning Benefits

  • Better target and serve your customer segments
  • Use customer needs and customer experience data to drive improvement efforts
  • Reduce turnaround times for loans and other key products
  • Devise innovative process redesign solutions that deliver meaningful business results and return on investment

Course Outline

The New World of Customer/Member Expectations

*What is a great customer experience

*Identifying key customers

*Prioritizing customer/member expectations

*The Kano Model

*Understanding the customer/member experience

Connecting Member/Customer Expectations to Process

*Customer journey mapping

*Mapping how service is provided

*Aligning the business process with the customer journey

*Streamlining key processes

Service Innovation

*Thinking outside the box

*Innovation drivers

*Mapping high-level solutions

*Evaluating alternatives


$595 – includes continental breakfast, lunch and course materials

$495 – Early Bird Discount (available 3 weeks prior to the seminar date)

Contact For More Information:

Sally Vescolani



Strategic Sales Management: Building Competitive Advantage Through Value Creation

Date/Time: Wednesday, May 3, 2017 - Thursday, May 4, 2017 | 8:30 am - 5:00 pm

Location: The James B. Henry Center for Executive Development, Lansing Michigan

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May 3-4, 2017

Program Introduction

Success in today’s hyper-competitive customer-centric environment demands a strategic mindset. Too often, sales are approached from a purely operational or tactical perspective. Competitive advantage is built by creating superior customer value, which requires understanding and aligning with customers’ strategies. Thus it follows that a firm’s sales leadership should be integrally involved in strategy formulation. This program is designed to provide participants with the knowledge and tools required to direct the sales function strategically, enabling the firm to build the market-based capabilities needed for business success.

Key Learning Outcomes

After attending this program, participants will be able to better:

  • Understand the purpose and elements of sales strategy and its relationship with business and marketing strategy
  • Analyze customer segments and develop appropriate selling strategies for each
  • Identify and respond to dynamics in the macro environment, competitive landscape, and channels of distribution
  • Formulate effective sales management strategies that build competitive advantage by creating, communicating, and delivering superior customer value
  • Address ramifications to sales force structure, recruiting & selection processes, training & development practices, and control & evaluation systems


Dr. Doug Hughes

Who Should Attend

This program is designed for managers and executives who define and communicate the strategic direction of sales for their organization, manage sales and distribution, recruit and develop sales talent, and budget for these activities. Directors, vice presidents, general managers, regional managers and senior leaders in the sales function would be ideal candidates for this program.


Kristin St. Marie


$2395 – full tuition (includes materials, meals and certificate of completion)
$1995 – early bird registration (deadline April 7, 2017)

Register for Program

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