Sales Management Conference & Expo — Sales Leadership Track
Sales Leadership Strategies
- Benchmarking and Baselining High Performance Teams
- James E. Hackett, President, The Bunker Hill Group
- Keeping Your Sales Force Upbeat and On-Track
- Anne Miller, President, Chiron Associates, Inc.
- In Search of a Sales Superstar
- Dave Kurlan, Principal, Objective Management Group and Author, Mindless Selling
- Racing Past the Competition: The Intrapreneurship Approach
- R. Craig Palubiak, President, Optim Consulting Group
- Creating and Sustaining a Competitive Advantage
- Roger Billings, President, Roger Billings, Inc.
- Break the Barriers: Unlock the Power of Sales Creativity
- Dr. Tom McDonald, President, Dr. Tom McDonald & Assoc.
- How to Grow Your Business: FAST
- Paul S. Goldner, President, Sales & Performance Group LLC
- Women in Sales Management: Ensuring Success and Avoiding Common Pitfalls
- Charlotte St. Martin, Executive Vice President, Operations & Marketing, Loews Hotels, Inc.
Tuesday, 11:00 a.m. - 12:00 p.m.
James E. Hackett, President
The Bunker Hill Group
Sponsored by American Management Association
Identifying your organization's greatest resource — your employees — and understanding your role of the leader in establishing high level performance are discussed. "Benchmarking" is not just another buzzword but an essential performance measurement tool.
- Discover Strategies to Make an Average Team Great
- Get the Hard Core Facts that Create Power Performance
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Tuesday, 1:30-2:30 p.m.
Anne Miller, President
Chiron Associates, Inc.
Adopt a fresh perspective on creating the kind of environment that motivates people in spite of increasing business demands and pressures. Focusing on understanding people's individual operating styles, Ms. Miller provides you with insights, examples and techniques to get the best from all your salespeople.
- Motivation Techniques for Your Sales Force
- Individual Attention that Each Salesperson Needs
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Tuesday, 2:40-3:50 p.m.
Dave Kurlan, Principal, Objective Management Group and
Author, Mindless Selling
Do you ever wonder why only some companies seem to have all the sales superstars selling for them? Find out how to get them in for an interview and learn how to evaluate whether they'll perform in the field, in your industry and exceed expectations at your company. After this compelling session, you'll know how to recruit these heavy hitters and increase sales. Attendees benefit by learning:
- Where to Find these Stars and How to Get Them to Call You
- How to Conduct Interviews that Will Determine Exactly How the Candidate Will Perform in the Field
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Tuesday, 4:00-5:00 p.m.
R. Craig Palubiak, President
Optim Consulting Group
Current emphasis on employee empowerment has laid a foundation for any organization, regardless of size and industry, to nurture the rank and file to be intrapreneurs. Mr. Palubiak shares what industry leaders such as 3M, Microsoft and Enterprise Rent-A-Car have realized about the benefits of such an approach.
- How Industry Leaders Have Nurtured the Intrapreneur
- How Intrapreneurship Impacts Competitive Intelligence
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Wednesday, 8:30-9:30 a.m.
Roger Billings, President
Roger Billings, Inc.
Sponsored by American Management Association
Develop a strategy to build on your own strengths and exploit your competitors' weaknesses to provide value to target customers. This session defines core competencies and teaches how to systematically gather information about competitors and use it to develop strategies.
- Gather, Analyze, Predict and Influence Competitor Behavior
- Sources of Market Research and Competitive Intelligence
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Wednesday, 3:40-4:50 p.m.
Dr. Tom McDonald, President
Dr. Tom McDonald & Assoc.
Help your people think of new and better ways to meet — and go beyond their sales goals. Teach them to share their most innovative sales techniques, so that they all benefit from internal benchmarking. Develop with them the commitment to take what you've given and make it a reality — and do it as a team.
- 5 Innovative Ways to Increase Sales (That No One Else Is Using)
- A Sure-Fire Method to Get Your Staff to Think Outside the Box
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Thursday, 8:30-9:20 a.m.
Paul S. Goldner, President
Sales & Performance Group LLC
FAST is an acronym for Focus, Approach, Strategy and Tactics which are the key elements of Mr. Goldner's best selling book, Red Hot Cold Call Selling. Real case studies enhance key points in new business development which is essential to any organization's success.
- FOCUS Is the Bedrock of all Business Development Success
- APPROACH Customers in a Way that Differentiates Your Product/Service
- STRATEGY and TACTICS — Learn Them and Use Them to Your Advantage
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Thursday, 2:00-2:50 p.m.
Charlotte St. Martin, Executive Vice President
Operations & Marketing, Loews Hotels, Inc.
The hospitality industry was traditionally a male-dominated industry not so long ago. Today 60% of hotel sales executives and 60% of meeting planners are women. Certainly, similar changes are occurring in other sales organizations today. As more women achieve upper management positions, management strategies are changing. Ms. St. Martin tackles the challenges women can expect and techniques to ensure success.
- Common Motivational Strategies
- Common Pitfalls to Avoid
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