Who Should Attend
This event is designed for senior sales and marketing executives who are responsible for leading and managing sales initiatives in medium to large-sized companies, across divisions and/or geographic regions. Typically, this includes vice presidents of sales and marketing, national sales managers, human resource managers, and directors of sales support,
service and administration. We encourage companies to send multiple members of the sales leadership team in order to gain a richer shared learning experience that will accelerate progress.
Team Attendance
Companies will find it especially helpful to send representatives from both Sales and Marketing to learn together, work on company-specific problems at the program, and return to their organizations with a shared vocabulary, experience, and change agenda to apply when they return to work. Special study groups, pricing, and other arrangements are available to companies sponsoring a full team of participants.
The Agenda
Thinking Framework for Sales Strategy
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Demonstrate the impact an effective sales organization can have on a company’s revenue and profit
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Present the five key dimensions of sales force success
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Describe the core decisions that drive sales effectiveness
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Identify success strategies suited for the current economy
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Assess the existing state of your sales force and identify improvement opportunities using a structured effectiveness framework
Industry Experiences
Industry leaders will share their first-hand experiences driving
sales in a challenging environment. Industry speakers include:
- Veronica O’Shea, Global GTM Vice President, Oracle Corporation
- Jeff Foland, Senior Vice PresidentWorldwide Sales, United Airlines
- Steve Malm, President and Chief Operating Officer, Nibco
Interactive Breakout Sessions
The interactive evening program will provide Summit participants with the opportunity to network and share ideas, experiences and perspectives on winning sales strategies.
Implementation
Managing change thoughtfully and effectively is essential in a challenging environment whether a company is expanding into new markets, retrenching into old markets or rethinking its business model. Key takeaways will include:
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