Tuesday, April 10, 2012 SALES COACHING SUMMIT
Dinner on your own
4:00 – 7:00 pm Sales Coaching Summit Check In
7:30 – 8:45 pm Sales Coaching Summit Kicks Off - NEW Evening Event!
Crossing the Generational Divide: Leveraging the Power of Generations™ for Your Strategic Advantage
Preston Swincher, The Center for Generational Kinetics, LLC
For the first time in history, most sales departments have four distinctly different generations working side by side. Each of these four generations (Matures, Baby Boomers, Generation X, and Gen Y) is guided by a different set of values, beliefs, and expectations. In Crossing the Generational Divide, Preston entertainingly reveals each generation’s preferences and priorities to highlight what they bring to the workforce—and how to build on their common ground.
Preston shares The Center’s frontline-tested process which sales managers can immediately rely on to lead a culture of cross-generation communication, innovation, engagement, teamwork, and performance. Filled with surprising statistics, step-by-step strategies, and laugh-out-loud stories, you leave this presentation prepared to turn your multigenerational sales team into a competitive advantage.
8:45 - 10:00 pm Informal Gathering and Networking
Wednesday, April 11, 2012 SALES COACHING SUMMIT
7:00 – 7:45 am Continental Breakfast
7:45 – 8:00 am Sales Coaching Summit - Let's meet each other!
8:00 – 9:15 am
Imagining the World of 2020
Dr. Lowell Catlett, Regent’s Professor and Dean, New Mexico State University
Cancer vaccines, bionic eyes, brain food, cyberspace marriages and virtual vacations are all part of six major technological, demographic and economic trends. Companies that embrace the new creative economy will find boundless opportunities in the new borderless world. Sales managers must be able to see and adapt to these changes and capitalize on these trends, in order to stay in front of the performance curve.
9:15 – 9:30 am Networking Break
9:30 – 10:30 am
Coach Your People With Intentional, Methodical Precision
Tony Cole, Anthony Cole Training Group
If you are in charge of coaching a team to reach sales goals, you must ask yourself this critical question: “How effective am I in this role?” All sales managers need to evolve from being a sales “player” to a sales “coach”. Common sense tells us this evolution requires distinct yet very interrelated talents and skills. The coach of the future must learn and master the purposeful techniques of effective sales coaching. The good news is that in most cases, this is an evolution of small and consistent practices, not a revolution.
Tony Cole will help you understand the fundamental shift in thinking that must occur to transition into earning the followership of your people. Your company and your coaching approach are perfectly designed for the results you are getting today. But, if you need to change your results, in this session, you will gain a proven and systematic process for more effectively coaching your people.
10:30 –10:45 am Networking Break
10:45 - 12:00 Learning Track Break-Outs
Track A: Front-Line Sales Managers - Managers who coach reps
Track B: VP Sales - Executives who coach other managers
Summit attendees are divided into groups based on primary job function, which allows a much more focused and relevant discussion. We will facilitate a lively exchange on the topics discussed in the previous general session keynote. The group will be asked to express personal challenges pertaining to the topic while peers share solutions, strategies, and best practices to address those challenges. It is an applied learning session resulting in a personal action plan to implement upon their return.
12:00 – 1:30 pm Lunch / Returning Phone Calls
Pillar Partner Demo Area Open
1:30 – 2:15 pm
Sales Force Intelligence – The 5 Most Important Answers
Dave Kurlan, President, Objective Management Group
2:15 – 3:30
Harnessing the Power of the Collective Through Collaborative Leadership
Sarah Wirth, EcSELL Institute
As we consider the future, it is clear that a new leadership approach is essential to engaging and maximizing the contributions of tomorrow’s sales managers and producers. The world has become too complex for one leader to have all the answers, so many traditional leadership models are becoming less effective. That is why more than ever before, collaborative leadership is necessary to harness the collective ideas, wisdom, and abilities of sales teams. You will learn what research shows about the key elements of creating a collaborative environment, as well as the impact that this kind of sales leadership can have on your sales goals.
3:30 –3:45 Networking Break
3:45 - 5:00 pm Learning Track Break-Outs
Track A: VP Sales Executives who coach other managers
Track B: Front-Line Sales Managers - Managers who coach reps
We will facilitate a lively exchange and think tank session on the topic of collaborative leadership. The group will share challenges, solutions, strategies, and best practices to address the evolution into a collaborative style. It is an applied learning session resulting in a personal action plan.
5:00 – 5:15 pm Day One Wrap-Up
6:00 – 8:00 pm Summit Cocktail Reception with heavy appetizers
Attendees are invited to attend a second networking event following the general session on Wednesday. A cocktail reception will be held in a private reception room. It includes heavy appetizers, beer, wine, and a non-alcoholic beverage option. This is a well-attended event as attendees are eager to continue their conversations with the people they met earlier in the day. Sponsored by Breakthrough SalesPerformance(TM)
Thursday, April 12 SALES COACHING SUMMIT
6:30 am EcSELL Institute Advisory Board Breakfast
7:00 am Focus Group Discussion (by invitation)
7:30 am Continental Breakfast
8:00 – 8:15 am Summit Opening Remarks
8:15 – 9:00 am
Coach Your Reps Into Trusted Advisors To See More Sales
Tom Cates, President, Brookeside Group
9:00 – 10:30 am
Ignite the Third Factor
Dr. Peter Jensen, Performance Coaching Inc. and Professor of Sales Management, Queens School of Business
It's a question that challenges sales managers, echoes through coaches' heads as they watch a gifted athlete underachieve, and keeps parents up at night. It's a question that you need to be able to answer to move your sales team to high performance and to achieve self-reliance and success.
Dr. Peter Jensen has spent his lifetime investigating this. During his session Jensen presents the five core practices exceptional leaders use to ignite the Third Factor in themselves and others. Dr. Jensen will work through an easy-to-understand model, providing a clear view of what separates 'igniters' from 'extinguishers' and explores a wealth of strategies you can put to use immediately in your world.
10:30 – 10:45 Networking Break
10:45 – 11:45
Bringing It All Together
Bill Eckstrom, President, EcSELL Institute
12:00 Safe Travels Home!
1:00 pm EcSELL Institute Golf Event
Enjoy 18 holes of golf on the famous Crenshaw Cliffside golf course. Austin’s native son Ben Crenshaw and fellow golf course architect Bill Coore have designed a links-style golf course with a Texas Hill Country flair. Crenshaw and Coore have taken advantage of the natural beauty of the terrain, with many holes playing adjacent to canyons that offer a scenic view of the Texas Hill Country. Pre-registration is required and space is limited. Additional charges apply.
*Golf sign up is part of the Summit online registration system
