Toronto Sales Performance Summit. Tim Hurson Steven Rosen Tibor Shanto

Transcription

1 Three Canadian Sales Thought Leaders unite to deliver a high-impact, half-day sales performance summit to provide sales leaders, business owners and executives with a competitive edge to succeed in 2015! Toronto 2015 Sales Performance Summit Tim Hurson Steven Rosen Tibor Shanto Date: April 6, Timing: 8:00 AM - 12:00 PM Location: Rotman School of Management Format: 3 hour interactive session 4 speakers Cost: $197 per participant Who Should A*end CSO VP of Sales Sales Directors Business Owners Proudly Sponsored by:

2 According to STAR Results' global 2015 STAR Sales Manager Survey, the number one area of focus for sales leaders is Improving Performance Management. Nearly half of sales reps did not achieve quota over the past few years. The challenge and opportunity for sales leaders is to ensure that their managers can impact performance and that their front lines will follow. These two imperatives are key to developing a sales culture designed to succeed. The Sales Performance Summit will not offer sales training or promote specific sales methodologies. What it will do is offer proven ways for sales leaders to positively impact performance regardless of methodology. The reason most reps struggle is not that they can t SPIN or Challenge, but that they aren t aligned with a performance-driven culture. The summit will focus on performance improvement for better results and sustainable competitive advantage by unpacking five key strategic issues: The importance of performance management throughout the organization The role of metrics and data in driving performance (Technology Sponsor) Proven approaches to extend the performance culture in every sales call Recruiting top performing salespeople (Talent Management Sponsor) The benefits of developing sales coaches instead of line managers

3 While organizations may see the benefits of change, many remain stuck not because they don t want better results, but because they may not know where to start, how to implement, or how to measure the change they seek Summit Theme: Performance Built Sales Teams The Sales Performance Summit is an executive-level program for sales leaders invested in success leaders who understand that their sales culture, as reflected by their sales teams at all levels, is the key to out-thinking and out-selling their competitors. Performance is no longer an individual measure. It is a mission critical strategy. According to the STAR Results 2015 Sales Manager Survey, in the new sales reality, characterized by increasingly knowledgeable and discriminating buyers, performance and performance management are the burning issues for sales leaders around the world. The Challenge According to a 2012 survey by Profit magazine, Investing in Talent: Skills Training and Development : 49% of respondents agreed that training yielded a good ROI but only 34% provided or subsidized such programs. 39% of respondents agreed that teaching employees how to coach delivered ROI but only 12% provided or subsidized such programs 50% measured ROI from coaching by external practitioners but only 19% used this method. Those leaders who understand that a performance-based culture is more than simply a collection of techniques or processes are those who will succeed.

4 The Panel Tim Hurson Speaker and Author Tim Hurson teaches strategic communication and sales skills to businesses, not-for-profits, and academic institutions around the world. He has keynoted in 30 countries. He is the author of two books: Never Be Closing: how to sell better without screwing your clients, your colleagues, or yourself (Penguin Portfolio), selected as one of the Top 15 Self-improvement Books of 2014 by the Oprah Winfrey Network, and Think Better: an innovator s guide to productive thinking (McGraw Hill), used in over 100 business schools around the world. Steven A. Rosen, MBA President STAR Results, Executive Coach, Speaker and Author Steven knows sales inside and out; he s been in the trenches and commanded the troops for over 20 years. Steven transforms sales executive and managers into true sales leaders. He coaches and mentors senior sales executives and front-line sales managers to lead their businesses to new heights. In both 2013 and 2014, Top Sales World named Steven one of the Top 50 Sales & Marketing Influencers. He is the author of 52 Sales Management Tips The Sales Manager s Success Guide. Tibor Shanto Principal, Renbor Sales Solutions Inc. Tibor Shanto delivers professional development for sales professionals at B2B sales organizations such as Business Development Bank of Canada, Bell Mobility, Pitney Bowes, and others. Tibor co-authored the award-winning book on Shift!: Harness The Trigger Events That Turn Prospects Into Customers. He is a contributor to the Globe and Mail Report on Small Business, and has appeared on Business News Network, CHCH-TV, and others. Tibor has been called a brilliant sales tactician. His recognition includes being ranked 8th on the Top 30 Social Salespeople In The World (Forbes.com 2014), Top 50 Sales & Marketing Influencers for 2014 (Top Sales World), and Gold Medalist for Top Sales & Marketing Blog 2013 (Top Sales World Awards).

5 The Sessions Give Them the Power to Produce Tim Hurson Tim will unpack the single most powerful skill individuals and organizations can exercise to dramatically improve sales performance. Based on leanings from the US Army s OPFOR unit and the work of innovation leaders from Da Vinci to De Bono, Tim will demonstrate how to design and conduct targeted After Action Reviews using the PRAXIS method to create a sustainable platform for continuous improvement. By incorporating the PRAXIS strategy into their sales cultures, sales leaders can ensure that their front line people develop the skills and confidence to walk out of virtually every sales meeting with tangible success delivering value to their clients and developing a framework for building productive relationships. High Performance Sales Organizations Steven Rosen As a sales leader your goal is increasing sales. Your sales force is your most valuable resource, yet many sales forces fail to operate at full potential. Steven will look at the what how why of motivation. He will examine different sales leadership styles and their respective impact on sales rep motivation. He will share critical paradigm shifts that are required to create a high performance sales organization. You will discover: The impact of your leadership style on sales rep motivation, performance and results; How external rewards and internal motivation affect performance; The five key steps to creating a coaching culture. Execute or Die Tibor Shanto When all is said and done, success in sales comes down to quality of execution. Improvement in performance on an individual and team level will be determined by the quality and consistency of the execution of your sales process. This segment will explore the importance and connection between process, metrics, execution and accountability as a means of continual behavioural change required to improve results through performance. While coaching and development are key components, the measure of success is in how individual members of the team execute. We will look at how focusing on leading indicators will help reps and managers improve both how they execute the sale, and the resulting change in outcome. Improved sales performance is down to execution everything else is just talk!