| Monday, November 8, 2010 | |||
| 10:00 am - 5:00 pm | FORUM REGISTRATION |
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| 10:30 – 11:45 am (Sign-In) 12:00 Noon (Tee-Off) |
SPECIAL EVENTGOLF TOURNAMENTFORMAT: 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. |
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A GUIDE FOR BUILDING & RUNNING EXCEPTIONAL SALES ORGANIZATIONS |
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| 8:30 - 11:00 am Complimentary |
Pre-Forum Briefing: ComplimentaryLeadership Driven Sales Effectiveness |
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| 11:30 – 1:30 pm Complimentary |
Pre-Forum Luncheon Briefing: ComplimentarySales Eats First: A Fresh Take on the Characteristics of Sales GreatnessJoin us for a readout of AGI/Columbia Business School’s research on the characteristics of sales organizations and leadership that consistently produce outstanding results. |
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| 2:00 – 4:00 pm Complimentary |
Pre-Forum Briefing: ComplimentaryHow 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. |
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| 7:00 – 9:00 pm | SPECIAL EVENTOPENING NIGHT RECEPTIONMeet 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). |
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| Tuesday, November 9, 2010 | |||
| 7:00 - 8:00 am | BREAKFAST |
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| 8:00 - 8:50 am | KEYNOTESales Eats First .... Peformance FollowsWith customers demanding more value than ever, investment in a sales organization that can deliver expert-based solutions is the key to long term differentiation. |
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| 8:50 - 9:50 am | KEYNOTELive the MissionLeaders 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. |
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| 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 DeploymentMaximizing 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
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Silence is Bad; Getting the Input You Need from the Troops
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| 11:25 am - 12:25 pm | FOCUS SESSIONS – Series 2 Repeat of Series 1 Above | ||
| 12:25 - 2:00 pm | LUNCHEON KEYNOTEEncourage InnovationGreat 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. |
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| 2:00 - 3:30 pm | FACILITATED INTERACTIVE ROUNDTABLES: Pick One Topic | ||
1. The Privotal Role of the Field
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3. Is the Generalist Seller
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5. The Sales and Marketing
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2. Continuous Improvement &
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4. Arming Sellers with the Tools
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6. It All Starts with Hiring &
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| 3:50 - 4:40 pm | KEYNOTEAdvance the Science of SellingSales 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”. |
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| 4:40 - 5:20 pm | SPECIAL EVENTThe Sponsor Cocktail HourSponsors 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! |
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| 7:00 - 9:00 pm | SPECIAL EVENTNetworking ReceptionJoin 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). |
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| Wednesday, November 10, 2010 | |||
| 8:00 - 9:00 am | BREAKFAST |
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| 9:00 - 9:50 am | KEYNOTEThe Role of Leadership; Leading by Example ... Lead from the FrontTop 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. |
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| 9:50 - 10:40 am | KEYNOTESales 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. |
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| 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. |
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