Agenda

Monday, November 8, 2010
10:00 am - 5:00 pm

FORUM REGISTRATION
10:30 – 11:45 am
(Sign-In)
12:00 Noon
(Tee-Off)

SPECIAL EVENT

GOLF TOURNAMENT

FORMAT: Scramble.

Cooled by gentle ocean breezes, the Monarch Beach Golf Links, the on-site 18-hole course, provides a year round golf destination and memorable experience. This Robert Trent Jones, Jr. designed masterpiece runs along the dramatic bluffs of the Pacific Ocean and is fashioned in Scottish links tradition. Enjoy panoramic ocean views, and two holes adjacent to the beach. The golf course offers a challenge for all levels of golfers with undulating greens and gathering bunkers.
 

A GUIDE FOR BUILDING & RUNNING EXCEPTIONAL SALES ORGANIZATIONS
8:30 - 11:00 am
Complimentary

Pre-Forum Briefing: Complimentary

Leadership Driven Sales Effectiveness
11:30 – 1:30 pm
Complimentary

Pre-Forum Luncheon Briefing: Complimentary

Sales Eats First: A Fresh Take on the Characteristics of Sales Greatness

Join us for a readout of AGI/Columbia Business School’s research on the characteristics of sales organizations and leadership that consistently produce outstanding results.
2:00 – 4:00 pm
Complimentary

Pre-Forum Briefing: Complimentary

How Smart Sales Investments Make Winners in Today’s Market (Interactive Session)

An inside look at how top companies are preparing their sales organizations to add value by delivering expertise, know-how, and solutions to their customers.

7:00 – 9:00 pm

SPECIAL EVENT

OPENING NIGHT RECEPTION

Meet and network with fellow Attendees, Speakers and Hosts. Join us for a fun-filled evening! Spouses/significant others are welcome (please include in your registration).
Tuesday, November 9, 2010
7:00 - 8:00 am

BREAKFAST
8:00 - 8:50 am

KEYNOTE

Sales Eats First .... Peformance Follows

With customers demanding more value than ever, investment in a sales organization that can deliver expert-based solutions is the key to long term differentiation.
8:50 - 9:50 am

KEYNOTE

Live the Mission

Leaders who inject an overarching mission into their sales culture, a goal that stands beyond making the number next quarter, discover that loyal sellers bring more passion and more value to the table.
ATTRIBUTES OF HIGH SALES PERFORMANCE TRACKS

TRACK A

TRACK B

TRACK C
10:10 - 11:10 am
 FOCUS SESSIONS – Series 1

80% of Sales is Just Showing Up; The Science and Art of Deployment

Maximizing sales means ensuring you deploy the right resources to the right accounts at the right time. Learn how one sales organization has refined this capability to a science.


Command and Control vs. Fluid Collaboration


The days when Marketing handed “the plan” off to Sales for execution are over.  A new more collaborative model is forming that leverages Marketing’s analytical expertise and Sales’ access to customer insight.   

Silence is Bad; Getting the Input You Need from the Troops


Sales organizations are chock full of great ideas.  Sellers know what customers really want, and know what messages really work.  Sales and Marketing leaders are finding ways to mine this treasure trove of wisdom and insight. 

11:25 am - 12:25 pm FOCUS SESSIONS – Series 2 Repeat of Series 1 Above
12:25 - 2:00 pm

LUNCHEON KEYNOTE

Encourage Innovation

Great leaders don’t wait for something to fail before they fix it. They encourage their organizations to experiment and innovate. They tolerate the well intended failure while looking for the next big idea that they can scale to broad and lasting success.

2:00 - 3:30 pm FACILITATED INTERACTIVE ROUNDTABLES:   Pick One Topic

1. The Privotal Role of the Field
    Sales Manager...and How to
    Leverage It

3. Is the Generalist Seller
    Obsolete?

5. The Sales and Marketing
    Interface at Top Performing
    Companies
   

2. Continuous Improvement &
    Transformational Change

4. Arming Sellers with the Tools
    to Deliver Value
   

6. It All Starts with Hiring &
    Training (Attitude, Intellect, &
   Integrity)
3:50 - 4:40 pm

KEYNOTE

Advance the Science of Selling

Sales executives increasingly depend on an array of analytics and data to make informed decisions. Gain insight into the advanced metrics dashboard that one executive depends on and learn where there is simply no substitute for good old fashioned “gut feel”.

4:40 - 5:20 pm

SPECIAL EVENT

The Sponsor Cocktail Hour

Sponsors will be featured in an entertaining event – prefacing the evening’s Networking Reception. Cocktails will be "wheeled" into the keynote room – in a theme-like opening – to kick off the festivities!
7:00 - 9:00 pm

SPECIAL EVENT

Networking Reception

Join us for a memorable evening! Premium cocktails, chef-attended gourmet food stations, live music, and quality cigars featured. Spouses/significant others are welcome (please include in your registration).
Wednesday, November 10, 2010
8:00 - 9:00 am

BREAKFAST
9:00 - 9:50 am

KEYNOTE

The Role of Leadership; Leading by Example ... Lead from the Front

Top sales leaders take care to communicate strategy in terms that sellers understand, emphasizing actions and consequences. Hear how one sales exec delivers the game plan, and then takes to the road, engaging with sellers and customers to learn first-hand where the challenges lie and where change is needed.

9:50 - 10:40 am

KEYNOTE

Sales and the Spirit of Entrepreneurialism

“Treat is like it was your own business.” That’s how many sales execs want their sellers to think about territories and accounts. Learn how one leader injects such a spirit of entrepreneurialism into his organization with a combination of training, metrics, coaching, and culture.

10:55 am - 12:00 pm CLOSING KEYNOTE PANEL

Take one last opportunity to ask senior sales leaders about what it takes to assemble and maintain a world-class sales organization. Question and answer format facilitated by The Alexander Group.