Enterprise Sales Training Week

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  • Workshop Day: March 30th, 2016

    Main Conference: March 31st - April 1st, 2016

    Location: Austin, TX

    Event Takeaways:

    EXPLORING the future of Sales Training with eLearning and Gamification Tools

    OPTIMIZING Sales Enablement to Streamline the Selling Process

    BLENDING Live and Virtual Techniques to Accelerate Time to Competence

    DESIGNING a Training Curriculum to Enable Business Goals

    ENGAGING the Virtual Class for Sales Management Training

    USING Analytics to Measure your Onboarding ROI

    PLANNING and Launching a Sales Academy

    DELIVERING Performance Support in Enablement Platforms

    Key Insights From:

    Raising the Bar on Training + Enablement for a World-Class Sales Force

    Register by January 8 and save up to $500!

    WWW.ENTERPRISESALESTRAININGWEEK.COM 1-800-882-8684 ENQUIRYIQPC@IQPC.COM

    Roderick JeffersonHead of Global Enablement

    Oracle

    Ben Kinning Director of Sales Training

    Western Union

    Sarah Vita VP of Sales Training

    Prudential Financial

    Anne Stawiski Global Sales Training and Development Manager

    Amway

  • WWW.ENTERPRISESALESTRAININGWEEK.COM 1-800-882-8684 ENQUIRYIQPC@IQPC.COM2

    WHO WILL YOU MEET?

    This exchange will gather together Learning and Development executives, especially those spearheading the sales training and enablement divisions. Also included in the discussion are the perspectives of curriculum developers, eLearning and gamification experts, as well as enablement providers streamlining the selling cycle.

    EXPECTED PARTICIPANTS INCLUDE:

    } Chief Learning Officers

    } Deans of Sales Academies

    } VP of Sales Training

    } Director of Sales Enablement

    } VP/Directors of Organizational L&D

    } Managers of Training Curriculum

    } Directors of eLearning

    } Directors of Sales Talent Acquisition

    Enterprise business leaders are no stranger to todays highly competitive marketplace, presenting greater obstacles in surpassing competitors. However, savvy executives are well aware of the one element separating top companies from the next best: a robust and equipped sales force.

    As the dynamic pace of technology has driven sales teams to integrate the latest innovations into their daily workflow, it too has propelled an overhaul of sales training and enablement programs in accelerating time to quota. Sales academies, training solutions, and eLearning tools have permeated the talent development process, gearing companies with tools to build a topnotch sales team.

    With the enterprise sales landscape growing increasingly complex, the time has come to keep companies abreast of the current sales realities. Whether youre looking to optimize your existing sales training procedures, enhance your product knowledge of the latest eLearning tools, or boost your sales enablement, Enterprise Sales Training Week is a must-attend industry event in steering your company toward organizational success.

    WHATS NEW?

    RAISING THE BAR

    Workshop Day: March 30th, 2016

    Main Conference: March 31st - April 1st, 2016

    Location: Austin, TX

  • WWW.ENTERPRISESALESTRAININGWEEK.COM 1-800-882-8684 ENQUIRYIQPC@IQPC.COM3

    AGENDA AT-A-GLANCE

    DAY 1: WEDNESDAY, MARCH 30TH ACCELERATOR WORKSHOPS

    DAY 3: FRIDAY, APRIL 1ST MAIN CONFERENCE

    DAY 2: THURSDAY, MARCH 31ST MAIN CONFERENCE KICK-OFF

    8:30am Registration for Workshop A

    9:00am WORKSHOP A Advancing Sales Reps to Managers through Virtual Classroom Training Techniques

    11:30am Registration for Workshop B & Networking Luncheon

    12:00pm WORKSHOP B Sales Training Curriculum DevelopmentDesigning Training to Enable Business Goals

    2:30pm Registration for Workshop C

    2:45pm WORKSHOP C Service-Skills Mentoring & Coaching- Connect with your Buyers through Interpersonal and Negotiation Techniques

    5:30pm End of Workshop Day

    1:30pm INDUSTRY ROUNDTABLE DISCUSSIONS -

    } Pharmaceuticals & Healthcare } Software & IT } Banking & Insurance } Business Services & Consulting

    2:30pm ROI VS ROE (RETURN ON EXPECTATIONS) Using Analytics to Measure the Effectiveness of Onboarding

    3:30pm Afternoon Networking Break

    4:00pm BEST OF BOTH WORLDS Implementing Live and Virtual Techniques to Fast-track Your Teams Time to Competence

    4:45pm FUTURE OF LEARNING Really Cool eLearning Tools to Drive Business Results

    5:30pm Networking Reception

    12:15pm Networking Luncheon

    1:15pm Gamification for Workforce Engagement

    2:00pm STRATEGIES Accelerating your Pipeline Velocity for Sales Effectiveness

    2:45pm Afternoon Networking Break

    3:15pm CLOSING INSIGHT Techniques on Building and Enhancing Your Sales Enablement Organization

    4:00pm Close of Conference

    8:30am Registration & Coffee

    9:00am Chairpersons Opening Remarks

    9:15am OPENING KEYNOTE Best Practices on Planning and Launching a Sales Training University

    10:15am BEGINNING WITH THE END IN MIND- Engaged Blended Learning Techniques to Reinforce Product Knowledge and Sales Skills

    11:00am Morning Networking Break

    11:30am CASE STUDY Delivering Performance Support in Mobile Enablement Platforms

    8:00am Registration & Coffee

    8:50am Chairpersons Welcome & Opening Remarks

    9:00am OPENING KEYNOTE - Optimizing Sales Enablement to Streamline the Selling Process

    9:45am Implementing a Consistent Coaching Model in an Ever-Changing Sales Environment

    10:30am Morning Networking Break

    11:00am INSIGHTS - Overhauling Sales Training to Create Impactful Virtual Learning Experiences

    11:45am CASE STUDY - Strategies on Aligning a Global Sales Team

    12:30pm Networking Luncheon

    ABOUT CLN:

    As an online resource for corporate learning leaders and academic professionals, Corporate Learning Network believes the Future of Learning will be created through multi-disciplinary approaches and peer-led exchange.

    Through our live conferences, community webinars and virtual forums, we bring together stakeholders across the L&D spectrum to help you realize your plans for improved learning outcomes and organizational success.

  • WWW.ENTERPRISESALESTRAININGWEEK.COM 1-800-882-8684 ENQUIRYIQPC@IQPC.COM4

    SPEAKER AT-A-GLANCE

    Roderick Jefferson Head of Global Enablement ORACLE

    Sarah Vita VP of Sales Training PRUDENTIAL FINANCIAL

    Ben Kinning Director of Sales Training WESTERN UNION

    Anne Stawiski Global Sales Training and Development Manager AMWAY

    Jeff McKittrick Director of Sales Enablement CISCO

    With 20 years of leadership experience, Roderick has built sales enablement organizations covering the Enterprise and SMB space. He has extensive experience in creating specialist sales productivity organizations and has been responsible for the successful delivery of a series of integrated cross-sell/up sell methodologies, enablement, and sales execution programs that drove significant incremental revenue. His successes have led him to win numerous awards, including the 2015 Sales Onboarding Program of the Year by SiriusDecisions.

    At Prudential Financial, Sarah has developed the organizations Sales Training Strategy and team from the ground up to center on their key channels development needs. Through execution of Pinnacle University, she has implemented an elite sales training institute, transforming how mobile sales professionals learn selling skills and product knowledge. Her endeavors have earned her Corporate Learning Networks 2015 Learning Leader of the Year Award.

    With leadership in sales training, coaching, and sales process management at Western Union, Ben is responsible for the design and implementation of the Sales Training program for the US sales operations. He has over 10 years of experience in sales training and coaching with Wells Fargo Bank and EF Education First, and has created sales training programs delivering a successful 20% ROI year-over-year.

    Leading the Global Sales division at Amway, Anne leads Strategic Account Management to design and develop sales staff training. She is currently pioneering a Center of Excellence in Strategic Account Management, as the company transforms the way its salespeople do business.

    With over 15 years in the tech industry, Jeff designs and implements new functionalities to dramatically increase global seller productivity for both Cisco Sales and the 300k+ members of Ciscos Partner Sales ecosystem. His ideation and execution of Ciscos SalesConnect enablement platform, adopted by 10,000 users within its first four months, is testament to his leadership in fast-tracking time to competence for large sales forces.

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    Kristen TadrousSticky NoteEnlarge text by 2 font sizes for this page

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    8:30am Registration for Workshop A

    9:00am WORKSHOP A: Advancing Sales Reps to Managers through Virtual Classroom Training Techniques

    While the challenge of finding and training of good sales professionals may be tough, transitioning them into management can be even harder. Effective transition to supervisory/management roles within the sales teams not only can help increase team production, it can help a company retain talent. Leveraging the techniques of the virtual training classroom, this course will address leading examples in how to coach, train and mentor new managers as they make the transition into people leadership roles. It will also explore the scope of solutions available to change sales training culture.

    Key Takeaways:

    } Conducting traditional