2011 Sales Productivity And Performance Management Conference

Transcription

1 SalesManagement.org 2011 Sales Productivity And Performance Management Conference Attendee Prospectus

2 Sales Compensation Plan Policies ABOUT THE 2011 SALES PRODUCTIVITY AND PERFORMANCE MANAGEMENT CONFERENCE The Sales Management Association s inaugural Sales Productivity and Performance Management Conference is the premiere education and networking event for sales leadership, sales operations, and sales effectiveness professionals. Expected to recur annually, this conference will serve as the centerpiece of the SMA s event calendar. Thank you for your interest in participating in the conference. Event Overview Date Venue Conference Format Attendees Sponsors Topics and Content Monday, October 17th through Wednesday, October 19th Westin Buckhead Atlanta Keynote and panel discussion sessions with multiple workshop tracks, sponsor exhibition and networking 150 to 200 practitioner delegates in senior leadership roles in sales management, sales operations, and sales effectiveness functions 15 to 20 exhibiting sponsors marketing offerings in sales methodology, sales training, sales automation and CRM, Sales Performance Management solutions, Sales Enablement solutions, professional services and sales effectiveness consulting Sales Productivity Best Practices and Solutions Emerging Competencies for Sales Management Optimizing Sales Management s Coaching Impact Assessing, Optimizing, and Enabling the Sales Process Innovation in Enabling Technology for Sales Organizations Incentive Compensation Effectiveness Page 2

3 WHO Sales WILL Compensation ATTEND? Plan Policies Senior sales leadership Sales managers Sales force effectiveness management Sales operations management Training and development professionals focused in sales management development Sales domain support professionals in HR, IT, Training and Development, Finance, Marketing, and Operations KEY THEMES AND TOPICS Developing Organizational Excellence in Sales Management Technology and Tools for Management Productivity Emerging Sales Leadership Competencies Innovation in Sales Performance Management Optimizing Sales Management s Coaching Impact Organizing and Deploying Resources for Maximum Impact Best Practices in Sales Operations and Sales Enablement Optional Four Hour Training Courses (offered at additional charge) Advanced Sales Management Managing Sales Transformation Keynotes General Session Keynote 1: Cracking the Sales Management Code: Measuring What Drives Sales Performance General Session Keynote 2: Building a Corporate Capability in Sales Management Workshops (2 hours each) Optimizing the Effectiveness of Sales Management Coaching Sales Technology Strategy: How-To Guide for Assessing, Prioritizing, and Optimizing Sales Technology Investments Focusing Sales Operations Productivity Impact Sales Metrics and Performance Management Page 3

4 Workshops Sales Compensation and Panels Plan (1 Policies hour each) Sales Coaching Quick Hits: Managing Coaching Interactions Sales Process Management Clinic Pipeline Coaching Fundamentals Sales Performance Management Case Study 1 Sales Performance Management Case Study 2 Developing Sales Management Talent: Inside Three Companies Emerging Sales Management Competencies: Sales Process Discipline, Fluency In Enabling Technologies, Analytical Rigor Five Analytics for Measuring Sales Force Effectiveness Incentive Compensation s Changing Role Sales Transformation Case Study 1 Sales Transformation Case Study 2 Social Media s Impact on Sales Management: Trends, Emerging Practices, Enabling Technologies Deploying Sales Resources for Maximum Productivity Assessing Sales Talent: Enabling Great Decisions in Recruiting, Selection, Coaching, Development, Job Assignment, and Promotion Mobility Case Study Topic TBD Case Study Topic TBD CONFERENCE AGENDA OUTLINE DAY 1 12:00 p.m. to 05:00 p.m. Optional Training Courses Advanced Sales Management Course Workshop based training in core sales management skills. Target audience is sales management at all levels. May be aligned with SMA accredited certification. Planning Coaching Sales Process Optimization Management Analytics Team Selection and Development Sales Transformation Project Management Course Workshop based training for sales operations and sales effectiveness practitioners engaged in sales transformation projects. Structuring change management Assessing sales force effectiveness Designing solutions Implementation effectiveness 12:00 p.m to 05:00 p.m. Afternoon arrivals for conference delegates not attending training 5:00 to 7:00 p.m. Registration and Cocktail Reception Page 4

5 CONFERENCE Sales Compensation AGENDA OUTLINE Plan Policies (continued from previous page) DAY 2 8:30 a.m. General Session: Welcome and Kickoff 8:50 a.m. Keynote 1: Cracking the Sales Management Code: Measuring What Drives Sales Performance 9:25 a.m. Keynote 2: Building a Corporate Capability in Sales Management Workshops 10:00 a.m. Workshop A.1, 60 mins. Workshop C.1, 60 mins. 11:00 a.m. Workshop A.2, 60 mins. Workshop B.1, 120 mins. Workshop C.2, 60 mins. 12 Noon Lunch and Networking Workshops 1:00 p.m. Workshop A.3, 60 mins. Workshop C.3, 60 mins. 2:00 p.m. Workshop A.4, 60 mins. Workshop B.2, 120 mins. Workshop C.4, 60 mins. 3:00 p.m. Workshop A.5, 60 mins Workshop C.5, 60 mins. 4:00 p.m. Workshop A.6, 60 mins Workshop B.3, 120 mins. Workshop C.6, 60 mins. 5 to 7:00 p.m. Cocktail Reception and Registration DAY 3 8:30 a.m. General Session: Introductions 8:45 a.m. Keynote 3: Still More Big Ideas 9:25 a.m. General Session Panel Workshops 10:00 a.m. Workshop A.7, 60 mins. Workshop C.7, 60 mins. 11:00 a.m. Workshop A.8, 60 mins. Workshop B.5, 120 mins. Workshop C.8, 60 mins. 12 Noon Lunch and Networking 1 p.m. Departures ACCOMMODATING YOUR GROUP Bringing a team to the 2011 Sales Productivity and Performance Management Conference provides your firm with the opportunity to maximize the developmental opportunities this event provides, while taking advantage of SMA s significant pricing incentivizes for group registrations. On a space-available and first-come-first-served basis, we can make meeting space available to groups interested in meeting before, after, or during the conference. Please inquire regarding availability. Page 5

6 REGISTRATION Sales Compensation FEES Plan Policies Individual Registrations Standard (Non-Early Bird) Early Bird ( save 15%) Member Non Member Member Non Member Conference Registration $ 1,250 $ 1,500 $ 1,075 $ 1,275 Training Class $ 300 $ 425 $ 250 $ 350 Register for both and save! $ (100) $ (125) $ (100) $ (125) Total $ 1,450 $ 1,800 $ 1,225 $ 1,500 All non-member registration fees include a one-year Sales Management Association membership Early Bird Discount is available until July pt Group Registrations Standard (Non-Early Bird) Early Bird ( save 15%) Existing Group New Group Existing Group New Group 5 Registrants $ 1,075 $ 1,275 $ 900 $ 1, Registrants $ 900 $ 1,075 $ 775 $ 925 Groups may send delegates to the optional training courses at no charge All new group registrations also include a one-year Sales Management Association group membership Page 6