Sales Management Conference & Expo — Motivation & Training Track
Motivation & Training
- Critical Success Factors for New Learning and Performance Technologies
- Lance Dublin, Chairman and CEO, Dublin Group
- The Next Step in Sales Force Effectiveness
- Kevin Davis, Author, Getting Into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know
- R3TM Performance Revolution
- Ron Gajewski, Vice President and General Manager, Acclivus Corporation
Greg Steward, Managing Senior Performance Consultant, Acclivus Corporation
- Marketing Domination: How to Get Closer to Your Customers
- Ron Karr, President, Karr Associates, Inc.
- Motivating Employees at NO Cost
- Barry LaBov, CEO, LaBov & Beyond, Inc. and Author, How to Sell and Be Yourself
- 10 Principles of Effective Sales Compensation Design
- David J. Cichelli, Sr. Vice President, The Alexander Group, Inc.
- Training Over the Intranet
- Michael Aronson, Sr. Vice President, SMGnet, a Division of Strategic Management Group
James Brodo, Managing Director, SMGnet, a Division of Strategic Management Group
- Edutainment: Multimedia Games to Teach
- John Faier, Principal, OmniTech Consulting Group
Marita Decker, Consultant, OmniTech Consulting Group
Tuesday, 11:00 a.m. - 12:00 p.m.
Lance Dublin, Chairman and CEO
Dublin Group
Sponsored by Training Magazine
New learning and performance technologies will have significant impact on businesses and organizations. Mr. Dublin leads you in identifying factors critical for your success in improving individual and organizational performance leading to measurable business results.
- Designing and Developing High Quality Programs
- Selecting Opportunities and Matching Them with Appropriate Technologies
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Tuesday, 1:30-2:30 p.m.
Kevin Davis, Author
Getting Into Your Customer's Head: 8 Secret Rules of Selling Your Competitors Don't Know
Why do so many prospects and customers fail to understand and appreciate the value of your product and service? The answer lies inside your customer's head. Mr. Davis shows you how your buyer's mind works and introduces new "buying-mind-focused" tools and training.
- Leverage Your Technology Investment and Increase Sales Effectiveness
- Seize Competitive Advantage and Improve Customer Satisfaction
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Tuesday, 2:40-3:50 p.m.
Ron Gajewski, Vice President and General Manager, Acclivus Corporation
Greg Stewart, Managing Senior Performance Consultant, Acclivus Corporation
By bringing value to customer relationships and by ensuring that your products and services deliver needed results to customers, sales professionals can focus their energy on the true leading indicators of future revenue — today's revenue alone is a lagging indicator of future success. Session leaders share research from Fortune 500 companies about where companies have the greatest needs during their buying process.
- Enable Your Field Organizations to Achieve Optimal Performance
- Discover Where Sellers Can Bring the Greatest Value
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Tuesday, 4:00-5:00 p.m.
Ron Karr, President, Karr Associates, Inc.
An explosion of competitive offerings makes it harder for customers to see the differences in value each product and service has to offer. Is the only true differentiating factor "price"? In this high-energy session, successful sales organizations discuss the methods they use to gain influence and market share. You learn how to:
- Thrive Instead of Survive
- Position Your Sales Personnel as a Value-Added Resource
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Wednesday, 8:30-9:30 a.m.
Barry LaBov, CEO, LaBov & Beyond, Inc. and Author,
How to Sell and Be Yourself
It may cost less than you think to have a focused, productive workforce with high morale, sales and employee retention. Light on philosophy and strong on useable ideas that can be implemented immediately, Mr. LaBov shares success stories from some of the most well-known companies in business today.
- How to Make Sure Your Rewards Reflect the Direction and Best Interests of Your Company
- How to Make Company Profitability Motivational for All Employees
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Wednesday, 3:40-4:50 p.m.
David J. Cichelli, Sr. Vice President
The Alexander Group, Inc.
Sales compensation drives sales performance. Learn how to apply ten principles of effective sales compensation design. Examine how to use target total pay, mix and leverage, and apply the rules of performance scaling and sales crediting.
- Why Certain Strategies Apply to Specific Industries
- Review Compensation Plans and Improve Your Current Plan
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Thursday, 8:30-9:20 a.m.
Michael Aronson, Sr. Vice President, SMGnet, a Division of Strategic Management Group
James Brodo, Managing Director, SMGnet, a Division of Strategic Management Group
Corporate Intranets will be the catalyst for training's leap from the classroom to the desktop. It is a dynamic way to provide employees with access to training materials, on demand.
- Experience a Live Demonstration of Intranet Training
- Learn about the Growing Market of the Intranet and Key Market Trends
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Thursday, 2:00-2:50 p.m.
John Faier, Principal, OmniTech Consulting Group
Marita Decker, Consultant, OmniTech Consulting Group
Multimedia games can make your people addicted to development of their sales skills and help leverage your training investment. Turning gaming into a positive impact on the development of sales skills and product knowledge is the core of this lively, fun presentation that mirrors its content and educates as it entertains.
- Understand Why Games Are Impacting Corporate Education
- Grab the Attention of Busy Sales People Via Their Computers
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