The
EcSELL Institute Summit
JW Marriott Desert
Ridge Resort and Spa
Phoenix, AZ
AGENDA
Day One
12:30 pm - 2:30 pm Registration
GENERAL SESSION
3:00 pm - 3:30 pm
Opening
Remarks / Welcome
Bill Eckstrom
President & CEO, EcSELL Institute
3:30 pm - 4:45 pm "New Frontiers that Change Everything"
Lowell
Catlett PhD.
World renowned futurist and forecaster of economic trends
Economics, demographics and technology
are all converging such that the next 10 years will be
unlike any in human history.
Five Trends are changing
society and providing more opportunities than ever before.
Life will never be same.
For those willing to rise to
the challenge of the Five Trends, the rewards will be
boundless.
4:45 pm - 6:00 pm
"Redefining Leadership: What
Highly Effective Leaders Do"
Dr. J.P. Pawliw-Fry
President,
Institute for Health and Human Potential
Many factors have been attributed to great leadership. In
this riveting keynote, you'll discover the secrets of the
best! Your leaders will learn key strategies to move their
teams to the next level in spite of the great change and
challenge they
experience on a daily basis. 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. It is
an organizations collective level of Personal Leadership
that will allow you to outperform the competition.
6:00 pm - 7:00 pm
Cocktail
Reception
You won't want to miss this one. A unique evening you're
sure to remember.
Day Two
7:00 am - 8:00 am
Continental
Breakfast
GENERAL SESSION
8:00 am - 8:15 am
Welcome
and days events
Bill Eckstrom
President & CEO, EcSELL Institute
8:15 am - 9:45 am
"PERFORMANCE COMPENSATION FOR
STAKEHOLDERS"
Mike Higgins
MHA and Assoc. and author of
Performance
Compensation for Stakeholders
STAKEHOLDERS is a methodology that has been successfully
incorporated in over 700 companies throughout the
United States, Western Europe and in
Micronesia.
Management teams have incorporated the methodology
because they recognize that traditional performance
compensation programs are irrelevant.
Traditional programs are either arbitrarily
distributed after performance is measured or it is tied to
annual profit or sales or productivity. Unlike traditional
performance compensation programs the STAKEHOLDERS concept
rewards everyone in the organization for their contribution
in support of sales as well as long term objectives.
9:45 am - 10:00 am Break
10:00 am - 11:30 am "ROI of Recruiting
and Retaining Top Sales Talent"
Kimberly Rath
President,
Talent Plus
ROI of Recruiting and Retaining Top Sales Talent
Recruiting, retaining and developing top sales talent
increases sales productivity, customer loyalty and
ultimately impacts the company's bottom line. This session
details the components to build a talent-based sales
organization. Specifically, this session covers: the ROI
between selection versus hiring, talent versus training and
attributes associated with the best sales performers and
sales teams.
11:30 am - 1:00 pm
Lunch
Concurrent Sessions - Peer to Peer Learning
Learn what your peers are doing, ask in depth questions,
debate the merits of various solutions and exchange ideas,
perspectives and opinions on the topics presented during the
general session.
1:00 pm - 2:30 pm
WSESSION A:
Facilitator: Mike Higgins, MHA & Associates
SESSION B:
Facilitator: Kimberly Rath, President, Talent Plus
2:30 pm - 2:45 pm Break
3:00 pm - 4:30 pm
W
SESSION A: Facilitator: Ken Rudin, Founder and VP of Market Development, LucidEra
SESSION B:
Facilitator:
Mary Uhl-Bien, PhD
leader
6:30 pm
w
DINE-AROUNDS
Enjoy dinner at a premier local restaurant with ten other
attendees. This small, intimate setting will foster new
friendships and colleagues.
Day Three
7:00 am - 8:00 am
Continental
Breakfast
GENERAL SESSION
8:00 am - 8:15 am
OPENING
REMARKS
Bill Eckstrom
President & CEO, EcSELL Institute
8:15 am - 9:45 am
"Leading
for Innovation, Learning and Adaptability in Sales"
Mary Uhl-Bien, PhD.
Howard Hawks Chair in
Business Ethics and Leadership, University of Nebraska &
Director of the Global Leadership Institute, University of
Nebraska
Traditional paradigms of leadership focus almost exclusively
on human relations models, and identify leadership as trust,
communication, inspiration, and vision. However, this is
only half the story. In this keynote, we will learn
about emerging leadership theories that move beyond
industrial era models depicting the heroic visionary
leader atop a firms command-and-control
structure. We will 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 the knowledge era.
9:45 am - 10:00 am Break
10:00 am - 11:30 am
"Analytics: The Critical 2nd Half of CRM Success"
Ken Rudin
Founder and VP of Market Development, LucidEra
CRM gives you the power to automate your sales process, but
without the right analytics how do you know your CRM
solution isn't just helping you do the wrong things faster?
The use of Sales and Pipeline Analytics have a direct
correlation to both initial and ongoing CRM success.
The SaaS model is making Sales and Pipeline analytics
accessible to more and more people, but do you know how to
get started? This
presentation will show you how to run your sales team with
the right metrics, not gut feel.
1:00 pm - 5:00 pm
Golf
Tournament
Participants will have the
opportunity to enjoy an afternoon of golf with your peers.
The Wildfire Course,
considered one of the best in the region, was envisions and
executed by Arnold Palmer and his Palmer Design Company. A
box lunch is included
5:00 pm - 6:30 pm
Golf Tournament Reception and Awards Ceremony.