Day One
12:30 pm - 2:30 pm
GENERAL SESSION
3:00 pm - 3:30 pm
3:30 pm - 4:45 pm
4:45 pm - 6:00 pm
6:00 pm - 7:00 pm
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Registration
Opening Remarks / Welcome
Bill Eckstrom
President & CEO, EcSELL Institute
"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.
"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.
Cocktail Reception
You won't want to miss this one. A unique evening you're sure to remember.
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Day Two
7:00 am - 8:00 am
GENERAL SESSION
8:00 am - 8:15 am
8:15 am - 9:45 am
9:45 am - 10:00 am
10:00 am - 11:30 am
11:30 am - 1:00 pm
1:00 pm - 2:30 pm
2:30 pm - 2:45 pm
3:00 pm - 4:30 pm
6:30 pm |
Continental Breakfast
Welcome and days events
Bill Eckstrom
President & CEO, EcSELL Institute
"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.
Break
"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.
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.
SESSION A: Facilitator: Mike Higgins, MHA & Associates
SESSION B: Facilitator: Kimberly Rath, President, Talent Plus
Break
SESSION A: Facilitator: Ken Rudin, Founder and VP of Market Development, LucidEra
SESSION B: Facilitator: Mary Uhl-Bien, PhD
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
GENERAL SESSION
8:00 am - 8:15 am
8:15 am - 9:45 am
9:45 am - 10:00 am
10:00 am - 11:30 am
1:00 pm - 5:00 pm
5:00 pm - 6:30 pm |
Continental Breakfast
OPENING REMARKS
Bill Eckstrom
President & CEO, EcSELL Institute
"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.
Break
"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.
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
Golf Tournament Reception and Awards Ceremony.
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