The New York Private Equity Network (NYPEN) and the Gerson Lehrman Group (GLG) are pleased to invite you to attend a seminar on Sales Force Effectiveness – Due Diligence and Post-Purchase Optimization. 

Presented By: John F. Tallitsch, Managing Director, TopMark, LLC

This session will discuss two areas regarding sales force effectiveness. 

• Firstly, the session will explore how to effectively and efficiently evaluate a potential target’s sales force for its strengths, weaknesses, risks and opportunities.  Sales growth is usually a critical piece of a buyer’s investment thesis.  However, buyers can over-prioritize the importance of the size and growth of a market and under-prioritize how the sales plan will actually be executed.  In this session, you will learn what key questions to ask in order to evaluate the sales team and learn to what extent it can be improved. 
• Secondly, you will learn how to improve the effectiveness of the sales force of your portfolio company.  Should mid-course adjustments be made?  Do you have the right people in the right positions?  How much of the team is dead wood?  Do sales people understand the profitability of their sales?  How should compensation be structured?  Are the proper metrics being measured?  Is your team closing on enough opportunities?

After attending this presentation, you’ll finally understand the nuts and bolts of what an effective sales force looks like and how to improve those that are less than effective.

Drinks and hors d’oeuvres will be served.

Event Details:
Date: Tuesday, October 28, 2008
Time: 7:00 pm – 9:30 pm
Location: Penn Club, Spruce Suite
              30 West 44th St, 3rd Floor