Feb. 24 at the Mega-Conference

Arming, Incenting and Organizing Your Sales Team

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No product portfolio is successful without the right sales structure and culture.  Hear what's important during a one-hour session on Tuesday morning, Feb. 24, at the Key Executives Mega-Conference.

Chris Edwards, vice president of sales and marketing for The Gazette Company (Cedar Rapids, Iowa) and Fusionfarm, will provide an in-depth, and detailed, view of how an ad sales team organized itself to effectively sell print, television, digital and agency services – right alongside a digital-only sales team working in the same building, selling the same products.

Edwards said this session will detail not just the "good stuff," but will expose all the scars and the "don't try this at home" stuff that didn't quite work on the way to getting to a more effective selling model for the sales teams.

Organizational charts and compensation plans, along with the rationale behind how both were created will be included in this session.

Chris Edwards joined The Gazette Company in May of 2009.  He oversees the sales and marketing effort for all products at The Gazette Company, including The Gazette, KCRG-TV9 and all digital properties, as well as the Fusionfarm digital agency group.

Prior to joining The Gazette Company, Edwards was vice president of sales and marketing for AdTrack Corporation from 2006 to 2009, which served Fortune 1000 manufacturers around the world providing marketing analytics and lead management services to such companies as Motorola, John Deere and Bobcat.  From 2004 to 2006 he worked in a small start-up environment with wireless Internet service provider Dynamic Broadband as director of sales and marketing. 

Edwards has extensive experience in the technology and communication fields and has served in numerous sales and sales management roles in publicly traded, high-growth companies such as Nextel Partners (now Sprint) and McLeodUSA (now Windstream). 

Edwards is a graduate of Drake University with a degree in broadcast journalism. He is the president of Metro Iowa Plus, a consortium of the eight largest newspapers in Iowa, and is president of the Eastern Iowa DMA group.  He also serves on the board of directors of the Young Parents Network, an organization that helps teen parents, as well as volunteering at several different area civic organizations.

Mega-Conference, Edwards
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