The Impact of Collaborative Leadership and Accountable Coaching on Sales Team Performance
AGENDA
Wednesday, October 13
5:00 - 8:00 pm Early Summit Check-In
Thursday, October 14
7:00 am Continental Breakfast & Check-In
GENERAL SESSION
7:45 am Welcome / Opening Remarks
8:00 am "$1 Million Epiphany"
Instructor: Bill Eckstrom, Founder & President, EcSELL Institute
Bill shares a pivotal insight to kick off the fall Summit. Research proves that the production of strong, high producing sales reps is an absolute and true reflection of how sales reps are led, managed, and coached. This epiphany can occur for you as well, as you listen to Bill's compelling keynote address.
- You will accept 100% accountability for the performance of your sales managers and sales reps.
- You will realize the fact that it is your leadership skills, management, and sales coaching acumen that ultimately determines the performance of a sales department or division.
By actualizing this epiphany you, as a sales executive, become better able to educate and empower your teams to perform. You will recognize this epiphany as a significant call to change, artfully instigating improvement. When the epiphany occurs, you not only understand but also become convicted of the need to act on placing consistent resources against the professional development of your sales management team and their overall importance to company success.
"Five Secrets to Creating and Coaching a Superstar Sales Force"
Instructor: Lisa McLeod, President, McLeod and More
During this session, we reveal what America's top performing sales organizations do differently. Over 10,000 hours of research, across a variety of industries, identified the 5 critical mindsets that differentiate the simply stellar sales team from the merely competent. Armed with this information, we show you how to use various leadership strategies to help your sales team grow into a Superstar Sales Force.
YOU WILL LEARN
- How sex and politics can teach us valuable lessons about sales and sales management - a funny, true (and clean) story
- How your interactions with your sales force affect their interactions with customers, and why most senior-level communication creates the very sales behavior you're trying to avoid
- The biggest brain blocker to collaboration and how you can eliminate it
- Which accountability measures improve selling skills, and which ones actually diminish performance
- Why YOU, the Sales Manager, have to elevate your sales team's thinking before they can start elevating their numbers
NETWORKING BREAK
"Collaborative Leadership: What Successful Leaders Show Us"
Instructor: Susan Hirt, PhD, Talent Plus
Based on a longitudinal study of top-performing leaders, this presentation reveals patterns in leadership skills, behavior and attitude that inform current discussions of collaborative leadership. Specifically, certain personality characteristics enhance a Sales Manager's ability to partner with others, allowing influence to reach beyond strictly defined reporting relationships and organizational boundaries. Moreover, these successful sales executives demonstrate a unique approach to leadership coaching and developmental relationships, rejecting remedial techniques in favor of a more individualized style which requires a strong relationship investment with colleagues.
It is possible to measure the intensity of leadership characteristics to understand differences in style among leaders, including their predisposition to collaboration. Reference to specific case studies helps to illuminate the real-world behaviors which results from these identified collaborative leadership characteristics.
YOU WILL LEARN
- Why collaborative leaders are most effective
- How to identify the traits and leadership competencies of effective collaborative sales leaders
- Illustrations of the effects of collaborative and non-collaborative leadership styles on actual business scenarios
- How to develop collaborative leadership in self
- How to develop collaborative leadership in others
- Various coaching solutions used by effective collaborative leaders, which better align people with the right opportunities
Lunch / Returning Calls
2:00 pm
BREAKOUT SESSIONS
Breakout A PART ONE "C3 - Coaching Your Coaches to Coach: How to Create Customer Oriented Coaches"
Facilitator: Lisa McLeod
Attendees: Executives who lead and coach Sales Managers
Leading a sales department is different than leading any other type of department within your organization. Selecting, training, leading, and coaching sales managers could be the single most important function any VP Sales could have. Don't presume, for even one minute, that just because someone is made a Sales Manager that they can fulfill that role as ably as the situation may demand. Superstar Sales Managers are far rarer than superstar salespeople. This breakout session is exclusively for attendees who are responsible for managing a team of Sales Managers.
Breakout A PART TWO "C3 - Coaching Your Coaches to Coach: How to Build a Collaborative Leadership Environment"
Facilitator: Susan Hirt
Attendees: Executives who lead and coach Sales Managers
A hands-on workshop centered around developing your sales management team into a cohesive group of collaborative leaders. You will understand how to create, foster, and maintain a collaborative culture within your sales department. This workshop includes a high degree of peer-to-peer sharing so come prepared to talk about some of your own leadership strategies.
Breakout B PART ONE "Sharing Best Practices"
Facilitator: Bill Eckstrom
Attendees: Sales Managers who lead and coach sales reps
A peer-to-peer round table discussion led by Bill Eckstrom, Founder and President of the EcSELL Institute. This is your opportunity to learn from each other. You and your peer group of executive Sales Managers will share best practices, insights, and experiences on the unique challenges of leading and coaching sales producers. You will walk away from this lively discussion with implementable ideas, leadership strategies and coaching techniques.
Breakout B PART TWO "Transforming Your Sales Reps"
Facilitator: Lisa McLeod
Attendees: Sales Managers who lead and coach sales reps
A hands-on workshop for Sales Managers who are actively coaching sales people. Drawing from real life examples, you will learn:
- A powerful customer questioning technique you can use before and after a sales call to shift the focus from your product or service to the customer's goals.
- How to help your sales people differentiate between purchase requirements and business goals (hint - selling to purchase requirements gets you in price wars, selling to true business goals positions you as a long term partner).
- The difference between coaching sales skills versus evaluating sales results, and which one drives the most behavior change.
- An innovative communication model you can use to elevate interactions with your sales reps, peers, and customers (and also your kids, spouse, and boss).
4:30 pm Summit Day One Wrap-Up
5:00 pm Summit Day One Adjourns
6:30 pm Cocktail Reception
8:00 pm Group Dinner
A unique opportunity to turn strangers into friends, while growing your skills and knowledge in a casual atmosphere. Small groups of attendees dine together with an expert instructor, at local restaurants near the hotel. The groups will explore and discuss various sales management topics. (NOTE: Dinner and drinks are at your own expense)
Or, feel free to have dinner on your own.
Friday, October 15
7:30 am Continental Breakfast
GENERAL SESSION
8:00 am Opening Remarks
Will Kloefkorn, Sales Manager, EcSELL Institute
8:30 am
"Emotional Intelligence - The Science Behind Great Leaders"
Instructor: Bill Benjamin, CEO, Institute for Health and Human Potential
What do highly effective leaders do differently? Is there a science to great leadership and being effective at collaboration, accountability, and growing people? The answer is yes and the key is learning the science of managing emotions. According to a recent Harvard study, Emotional Intelligence Leadership (EQ) is the greatest driver of success. This half-day workshop will focus on the science of managing emotions more intelligently which leads to leadership effectiveness.
What separates companies and individuals who get to the next level from those who cannot is the ability to intelligently manage emotions. These abilities - known as Emotional Intelligence (EQ) - count for twice as much as IQ and technical skills combined in determining who will be a star.
YOU WILL LEARN
- How Emotional Intelligence provides the foundation for being effective at team collaboration, accountability, and growing people
- An understanding of the brain science of emotions that drive our behavior
- Increased awareness of the impact you have on others when you collaborate, hold them accountable, and develop the people on your sales team
- Strategies to increase self-management and self-control during times of adversity, conflict, and change
- Strategies that will help you connect more effectively with the key people in your life, in order to collaborate and lead them more effectively
This session draws from cutting-edge research and IHHP's work with Olympic medalists, professional athletes, and high performing sales teams around the globe.
11:00 am Closing Remarks / Wrap-Up
Bill Eckstrom, Founder & President, EcSELL Institute
11:30 am Summit Adjourns
