The Spring 2012 Sales Coaching Summit reveals the future of the sales management profession and defines the connection between leading, coaching, and managing. It will show you precisely how to motivate and create sustain discretionary effort from your teams, leading to increased sales performance. This knowledge is revolutionizing the approach to sales management in organizations throughout  the world.

The first two instructors lay the foundation as they share how and why the business environment is changing.  They focus on understanding how to manage the different generations entering sales organizations and then move into environmental and technological changes that impact how your team sells and how you lead.  The next three instructors then provide very practical strategies that align with these changes.  They will teach you how to evolve into a collaborative leadership style, intentionally coach with more impact, and how to effectively push people out of their comfort zone so they perform at a higher level.

• Generational Differences—Don’t ignore them!  Learn how to capture and motivate today’s sales teams, and prepare for the drastic changes to your workplace.  Gain actionable insight into Gen Y and the four-generation workplace based on the latest findings in generational dynamics.
• Imagining the World of 2020.  Learn the six major technological, demographic, and economic trends coming our way. Sales departments that understand and embrace and evolve around these changes will find boundless opportunities in the new boarderless world.
• The evolution of coaching in the new era of sales management. Understand how to adjust interactions with your people and coach with purposeful intention in order to capitalize on the changes taking place around us.
• Learn how to harness the collective wisdom from all on your sales team, in order to create a high performance culture in this complex environment.  Discover how to move to a collaborative leadership style and understand why this is critical for future results.
• Embrace a newly discovered skill so few employ, but one that drives so much more sales performance.  Your “Catalyst Factor" (C-Factor) is the difference between driving ordinary versus extraordinary performance from your sales organization. Learn what it is and how to develop it in yourself and your team.