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Developed for the experienced frontline sales manager or branch manager, the Wholesale Florist & Florist Supplier Association’s 2013 Management Institute will focus on the problems and opportunities in coaching and leading a team of outside selling professionals, according to a news release.

The institute runs March 15-16 in Charlotte, NC. Leading it will be sales expert Jim Pancero, a consultant from Dallas who has been directly involved in business-to-business selling for more than 40 years, six of which were spent selling large computer systems for IBM Corp.

Mr. Pancero, who also led the 2012 WF&FSA institute, will offer proven ideas and sales management best practices to equip experienced sales leaders with the skills necessary to increase their team’s sales volumes, market share and profitability, the news release stated.

The program will also help attendees improve leadership skills, retrain salespeople and implement an improvement planning process, the news release stated. The institute, held annually, is designed to afford many opportunities for interactive round-table discussions and networking.