Leading a Sales Team | DISCUS Academy

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Description

Although Julius Caesar was likely correcting in saying, “Experience is the teacher of all things,” even many experienced leaders fail when applying their experiences in a ‘one size fits all,’ approach to diverse situations and teams. A successful leader adapts to his or her team and any particular situation. This course reviews some of the best-applied leadership styles and characteristics while stressing the need to keep sight of the desired outcome with the use of metrics as mileposts.

This course will cover various leadership styles, how and when to hire consultants and work with independent contractors, and how to structure sales team compensation and structure to scale.

Learning Outcomes:
1. Understand various leadership styles
2. Learn how to effectively interview and hire
3. Determine your short-term and long-term goals
4. Gain knowledge around basic selling and marketing metrics
5. Learn compensation laws and practices related to your business
6. Understand performance appraisal and how to measure your team and yourself

Contributors

Dan Butkus

As far as careers in the spirits industry go, Dan Butkus is a master class in incorporating drive, precision and dependability into all facets of his working life. In an industry known for its rigorous standards, continuous innovation and unpredictability, Dan’s people first mentality has garnered him a reputation as an inspired leader and respected partner. Responsible for Campari Group’s U.S. National Sales for the company’s award-winning portfolio of spirits brands, Butkus develops and executes a highly targeted strategy for Campari America and leads the ‘best-in-class’ 120+ member sales team.
Under his dedicated stewardship, Campari America’s portfolio continues to build its position within a dynamic marketplace. From leading the explosive growth of Espolon Tequila to establishing the brightly-hued, Instagram-friendly Aperol Spritz as a must have on cocktail menus and in drinking establishments across the country, Dan’s success is reflected in the unprecedented growth and accolades he and his team have received. His proudest achievements are often when working collaboratively with some of the sharpest, most creative minds in the business to establish Campari America as both a formidable player in the space and THE authority on Italian brands. In doing so, he’s changing the landscape of how, what, where, when and why consumers drink.
No stranger to the drinks industry, Butkus has more than two decades of experience, beginning as a merchandiser after graduating from college. During his 13-year tenure at Campari America, Dan’s held various sales division roles that have primed him acutely for his current executive leadership role. His professional achievements can be attributed to his internal drive coupled with a laser focus on exceeding company goals – all while contributing to Campari’s unique company culture. Prior to joining Campari America, Butkus gained valuable experience in brand building, distributor management and sales strategy at leading drinks companies, such as Brown Forman, Beam Wine Estates, and Banfi Wines.
Considering himself a student of the industry, Butkus is always ‘thirsty’ to learn more. He currently sits on the NABCA Industry Advisory Committee, is a member of the DISCUS Market Development Team, and is presently enrolled in the DISCUS Academy’s Executive Leadership Program at Cornell University.
Dan calls New Jersey home, where he lives with his wife and their three children. He holds a Bachelor of Science in Economics from Palm Beach Atlantic University’s Rinker School of Business and studied Macro Economics at the prestigious London School of Economics. Outside of work, he enjoys all-important family time, entertaining with friends, a good round of golf, or simply spending time in and on the ocean. His favorite cocktail is SKYY Vodka and iced tea.
Colleen McLeod

Colleen is an accomplished 18+yr. sales professional, holding 15+ industry certifications and, has in-depth knowledge of all segments of the 3-tier system in Beer, Wine, and Spirits. Driven by advocating equity, she takes pride in joining with other proponents to make real change in the industry. As a State Sales Manager (CA/AZ/NM) at WhistlePig Whiskey, her role is comprised of inspiring and developing an incredibly talented team, strategic planning, and data management analytics to facilitate consistent delivery of sustainable sales and revenue growth. She is compelled in her quest through lifelong learning and leading with EQ. She is married to her best friend, Richard, the proud mother of 2 (Demetrius, and Taylor), and her 2 English Bulldogs (Murray and Ruth (RBG)). You can often find her behind a book or watching Jeopardy.
Doug Hall

Doug Hall is an Inventor, Researcher & Whiskey Maker.

Doug is the co-founder and CEO of Brain Brew Custom WHISKeY. They specialize in WoodCraft finishing of whiskey and other spirits. They have a collaboration with Edrington to develop and produce Noble Oak Double Oak Bourbon. Last year they placed two products among the top 100 of the Ultimate Spirit Challenge.

He is also founder and Chairman of the Eureka! Ranch - an innovation acceleration incubator for many of the world’s largest and most innovative corporations. For 40+ years their specialty has been using System Driven Innovation to increase speed and decrease risk with new and improved products.

Doug is a chemical engineer by education who worked in the Brand Management department at Procter & Gamble rising to the rank of Master Marketing Inventor – shipping a record 9 innovations in 12 months by applying system thinking to innovation.

He is the author of 7 books. His book Jump Start Your Business Brain has been named as one of the 100 Best Business Books of All Time by 800-CEO-Read. He has co-hosted various network TV & Radio Programs (ABC American Inventor, Backyard Inventor and Brain Brew Radio) as well as a writing and performing a play on his adventures and misadventures as a North Pole Tenderfoot.

His pioneering work applying the system thinking of Dr. W. Edwards Deming to innovation lead to the creation of Innovation Engineering - a new field of academic study and management science. For this Doug was awarded honorary doctorates by the University of Prince Edward Island and the University of Maine.

Doug is a citizen of Canada and the USA. He and his wife Debbie – through their Planet Eureka! Foundation –are active supporters of the two communities they call home – the Greater Cincinnati Region and Prince Edward Island Canada.

Thank you

Description

Contributors

Dan Butkus

Colleen McLeod

Doug Hall