The EcSELL Institute Sales Management Summit: July 28-29, 2009

JULY SALES MANAGEMENT SUMMIT AGENDA

MONDAY, JULY 27, 2009
7:00 – 9:00 p.m. Early Summit Check-in
TUESDAY, JULY 28, 2009
6:30 a.m. Continental Breakfast and Summit Check-in
General Session
7:45 a.m. Opening Remarks/Welcome
Bill Eckstrom
Founder and President, EcSELL Institute
8:15 a.m. New Frontiers That Change Everything
Lowell Catlett, Ph.D.
World-renowned futurist and forecaster of economic trends
Despite the current economic slump, there is reason for enormous long-range optimism. 21st Century economics, demographics, and technology are all converging such that the next 10 years will be unlike any in human history. Dr. Catlett will present the "Five Trends" that are changing society and providing more sales opportunities than ever before. For those willing to rise to the challenge of the Five Trends, the rewards will be limitless.
9:45 a.m. Refreshment & Networking Break
10:00 a.m. ROI of Recruiting and Retaining Top Sales Talent
Kimberly Rath
President and Managing Partner, Talent Plus
Recruiting, retaining and developing top sales talent increases sales productivity, customer loyalty and ultimately impacts the company's bottom line. Learn the basics of building a talent-based sales organization. Identify the attributes associated with the best sales performers and sales teams. Maximize your ROI by leveraging the differences between selection & hiring and talent & training.
11:30 a.m. Lunch
1:00 p.m. Leading for Innovation, Learning and Adaptability in Sales
Dr.Mary Uhl-Bien
Howard Hawks Chair in Business Ethics and Leadership & Director of the Global Leadership Institute, University of Nebraska
Traditional paradigms of leadership identify leadership as trust, communication, inspiration and vision. However, this is only half the story. You will learn about emerging leadership theories and explore the key role of leaders in fostering and enabling the "distributed intelligence" of the workforce to generate the innovation, learning and adaptability necessary for survival in the complex dynamics of today.

Peer-to-Peer Small Group Learning Sessions

We envision these small-group learning sessions as fast-paced, round-robin sessions where speakers and attendees alike will share short, to-the-point tips that you can use immediately. For your investment of 60 minutes, you will leave with 60 actionable ideas. Come prepared to share, and come prepared to learn.
2:45 p.m.

Peer-to-Peer Session:
Facilitator: Kimberly Rath
TOPIC: Talent Identification & Acquisition

3:45 p.m. Refreshment & Networking Break
4:00 p.m.

Peer-to-Peer Session:
Facilitator: Dr. Mary Uhl-Bien
TOPIC: Leadership

5:00 p.m. Day One Sessions Adjourn
6:30 p.m. Cocktail Reception
8:00 p.m.

Dinner on your own

Option A: Dinner on your own.
EcSELL Institute staff is happy to make reservations for you and your colleagues at one of the fabulous restaurants at the hotel.

Option B: Discussion Group Dinner
Join a small group of peers as topic leaders explore various sales management issues during dinner. Topics/venue sign up sheets available during registration.
WEDNESDAY, JULY 29, 2009
7:00 a.m. Continental Breakfast
7:45 a.m. Opening Remarks
Bill Eckstrom
Founder and President, EcSELL Institute
General Session
8:00 a.m. Redefining Leadership:
What Highly Effective Sales Leaders Do
Dr. J.P. Pawliw-Fry
President, Institute for Health and Human Potential
Learn the key strategies to move your sales team to the next level. You will discover why Emotional Intelligence (EQ) is the single greatest driver not only of effective leadership, but of performance at all levels of an organization. EQ counts for twice as much as IQ and technical skills combined in determining who will excel. It is an organization's collective level of Personal Leadership that will allow you to outperform the competition. You will learn:
  • Why smart people fail
  • The single greatest factor in retaining key sales talent
  • Why customers stay
  • How to unleash the potential of your sales management team to drive sustainable results
9:30 a.m. Refreshment & Networking Break
9:45 a.m. How to Grow Sales in a Shrinking Economy
Justin Roff-Marsh
Founder and President, Ballistix
Justin Roff-Marsh will argue that, in most organizations, an economic slow-down need not result in a reduction in sales revenues. The key to achieving this is to exploit the enormous unutilized capacity in most sales environments to make (just) incremental gains in marketshare.

He'll present a five-step plan for reengineering the sales function - even when the organization is in the midst of a slow-down - and he'll show how it is possible to maintain sales without increasing operating expenses.

His (radical) plan revolves around division-of-labor and the centralization of scheduling.
11:00 a.m. Closing Remarks
11:15 a.m. Summit Adjourns