Theme

These are challenging times for the Chief Sales Executive (CSE). The decisions you make now as a Sales Leader will determine whether there is - or isn't - a medium term impact on sales in this tough, unstable market. What are your contingency plans if economic conditions continue to decline? What's your next move?

While companies demand growth, willingness to invest in sales assets remains limited. This is the sales executive’s challenge…to continue to grow sales in a cost constrained environment. Our research shows that sales executives are meeting this challenge by:

Finding account segments that value their sales message and are able to purchase their product in quantity. Successful CSEs target accounts where their sellers can add value…but which have been systematically under-covered. These executives don’t wait for a roadmap from marketing; they make it their business to find actionable, near term growth opportunities for their sellers.
Deploying a mix of customer coverage resources that delivers value at a cost even Finance can smile at. Their sales coverage plans use multiple routes to market…direct, tele, web, partners…to profitably exploit growth opportunities while maintaining the sales base. These executives aren’t thinking survival…they deploy to win with the right resources targeting the right segments.

The 2008 Chief Sales Executive Workshops will show sales executives how these approaches are used in sales organizations known for their go-to-market prowess. Join us to dialog with peers and learn what next moves leading sales executives are taking in this tough market to do more with less . . . . and win!

Agenda

8:00 – 9:00 am

Networking Breakfast

Get to the Workshop early and dine/network with other attendees before the session day begins!

9:00 – 10:00 am

Keynote Speaker I: Finding Growth Opportunities

Learn how to combine sales analysis with market savvy to identify customer segments that are under-penetrated, under-covered and hungry for a value proposition that helps them address a core business issue. Discussion will focus on how pockets of profitable sales growth opportunity can be identified and exploited by the sales executive and his or her team.

10:00 – 11:00 pm

Keynote Speaker II: Covering Growth Opportunities

So you have found the growth opportunity. Now comes the tough part…finding the resources needed to cover it. This session will illustrate the art of assessing and deploying the go-to-market resources needed to both pursue growth and ensure maximum retention of existing business. Critical change management principles and tools needed to improve productivity and modify selling behavior will be discussed. Strategies and metrics to enhance sales yield will be highlighted.

11:15 – 12:15 pm

Keynote Panel

A facilitated forum for the audience to interact with the keynotes in a relaxed setting.

12:15 – 2:00 pm

Lunch Buffet

Join your peers for a gourmet lunch buffet and share insights from the morning’s keynote sessions.

2:00 – 3:30 pm

Executive Workshops (select one)

Topic 1:   Stepping Up to The Challenge of Solution Sales Transformation
Topic 2:   A Practical Guide to Account Segmentation
Topic 3:   Multi-Channel Coverage Strategies to Enhance Sales Yield

3:30 – 4:30 pm