Master The Keys To Control and Influence Sales Team Performance By Attending This Workshop!
The 6 Pillar Workshop provides a research-based view of these six key drivers of sales department productivity and sales team performance. There is a strong emphasis on current trends and best practices and instructional sessions are delivered in a fashion that encourages engagement and interaction with peers and instructors.
AGENDA:
Tuesday, October 12
5:00 - 8:00 pm Early Bonus Day Check-In
Wednesday, October 13
7:00 am Continental Breakfast & Check-In
7:45 am 6 Pillar Workshop Kick-Off
6 PILLAR WORKSHOP
Overview of the Sales Management Role
PILLAR: Talent Identification and Acquisition
How to identify the talents, traits, and skillsof high performing sales reps, including a best practice model for hiring the strongest sales reps
Featured Instructor: Bill Eckstrom, Founder and President, EcSELL Institute
PILLAR: Sales Methodology and Sales Skills Development
How to create a measurable sales process that helps your sales reps consistently hit their number. Learn the components of an effective and proven sales methodology process and hear what components within sales methodology are changing? What needs to evolve? What needs to remain static?
Featured Instructor: Ellen Bristol, President, Bristol Strategy Group
PILLAR: Professional Development
How to increase the sales productivity, loyaty, and retention of your sales reps by implementing a focused developmental program for each rep. Learn what skills and traits, of a sales rep, can be developed? Which ones can't?
Featured Instructor: Will Kloefkorn, Sales Manager, EcSELL Institute
PILLAR: Sales Analytics and Performance Tracking
How to define the KPI's (Key Performance Indicators) for tracking productivity and effectiveness and learn how to utlize and communicate the data to direct coaching, training, and planning.
Featured Instructor: Tracey Kaufman, VP of Client Engagement, Cloud9 Analytics
PILLAR: Sales Compensation/Recognition/Rewards
How to create effective sales compensation plans, recognition programs, and awards that puts the "carrot" in the right spot to drive the right behavior.
Featured Instructor: Bill Eckstrom, President, EcSELL Institute
PILLAR: Sales Planning
How to create sales plans that provide a systematic method for touching prospects and clients. Develop effective meeting formats and agendas to address the needs of sales management and producers.
Featured Instructor: Danita Bye, President, Sales Growth Specialists
Summary and Plan of Action
5:15 pm 6 Pillar Workshop Concludes
After the 6 Pillar Workshop, stick around on Thursday and Friday to attend the Sales Leadership and Coaching Strategies Summit.
EcSELL Institute Summits provide a unique opportunity for a select cross-industry group of senior sales executives to discuss a broad swath of issues regarding collaborative leadership, accountability coaching, and emotional intelligence. EcSELL Institute's Summits likely provide the only true forum where Sales Managers from across traditional industry silos gather to discuss critical management challenges. The list of business relationships resulting from prior Summits is impressive.
Check out the SUMMIT AGENDA and INSTRUCTORS!
