Our spring instructors will prepare you for the future, and show you how and why your role must evolve in order to capitalize on the changes coming our way. Build your leadership skills and coaching abilities.

Preston Swincher

The Center for Generational Kinetics, LLC
Acclaimed thought leader around motivating different generations entering the workplace

Crossing the Generational Divide: Leveraging the Power of Generations™ for Your Strategic Advantage

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.

• Actionable insight. Gain actionable insight into Gen Y and the four-generation workplace based on the latest research in generational dynamics.
• Frontline best practices. Preston shares frontline-tested Generational Kinetics™ best practices you can quickly apply to strengthen your organization.
• Tangible results. Leave with specific, ready-to-use actions designed to create workplace results within 30 days.

Dr. Lowell Catlett

Regent’s Professor and Dean, New Mexico State University
World-renowned economist and futurist

Imagining the World of 2020

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.

Tony Cole

Anthony Cole Training Group, LLC
Former collegiate football coach turned sales management guru

The Evolution of Coaching in the New Era of Sales Management

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.

Sarah Wirth

EcSELL Institute
Sales leadership and coaching expert and “Catalyst  Zone” co-creator

Harnessing the Power of the Collective Through Collaborative Leadership

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.

Dr. Peter Jensen

Performance Coaching Inc. and Professor of Sales Management, Queens School of Business
and acclaimed author and management expert

Help Your Sales Team Reach Their Full Potential by Igniting Your “Third Factor”

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.