AGENDA

 

Wednesday, October 25th:

 

12:30-1:00 Registration for the Summit

 

1:00-3:00 How to Attract More and Better Candidates

During this session you will learn:

  • How to properly advertise for the best possible candidates
  • The interview skills you need to hire the best of the best
  • Additional places to look for top sales candidates (even if they aren’t currently seeking new employment)
  • How to attract the best salespeople in your area to seek you out and want to work for your company
  • The 3 major components to consider in determining if the proper person was/is recruited
  • The 10 key elements of a successful hiring program
  • Pre-application (the telephone interview)

 

3:00-3:30 Break: Sponsor Showcase and Networking

 

3:30-4:30 Hiring, Retaining and Training the Best People featuring Tony Alessandra

Noted recruiting and hiring authority Tony Alessandra will teach you:

  • How to overcome wrong selection, poor performance, and high turnover
  • Why the interviewing process is flawed
  • The importance of benchmarking, and selection and hiring strategies
  • The value of training and performance reviews
  • The importance of assessments in determining job performance

 

4:30-5:30 How to Hire the Right Person and Avoid the Wrong Ones

During this session you will learn:

  • How to utilize the behavioral profile as an efficient hiring tool in your business
  • How the profile can be used to avoid the wrong hires
  • How you can use the profile as an interviewing tool for candidates
  • The behavioral patterns to recognize for salespeople who have the potential to thrive

 

5:30-7:00 Special “Meet and Greet” Cocktail Hour

Join us as we give away over $1500 worth of prizes and you hear from each of our Sponsors. Cocktails and hors d’oeuvres will be available.

 

Thursday, October 26th:

 

8:30-10:30 Conducting Great Interviews

During this session you will learn:

  • The importance of how you ask questions to each applicant
  • The types of questions you need to be asking your applicants
  • Why making the applicant uncomfortable in an interview can sometimes be a good thing
  • Strategies for weeding out the individuals who are not as passionate about the job opening as others
  • How to systematically select the right person for the job

 

10:30-11:00 Break: Sponsor Showcase and Networking

 

11:00-11:30 The Failure, Setbacks and Frustrations in Training

Overcoming obstacles is a key component in building a successful training program. It’s not a matter of whether you will encounter setbacks in training but when they will occur. The key is being prepared to deal with them when they arise. By implementing a system you will be ready to handle any setbacks that come your way during the training process. This session will teach you how to do that.

 

11:30-12:30 The Trials and Tribulations of Termination featuring D.S. Berenson

D.S. Berenson is the industry’s leading legal authority and he will present to you the most crucial legal concerns that are facing the industry today and what will be forthcoming in 2018. In particular, he will focus on some of the pitfalls you can run into when terminating employees. Be prepared to bring your questions as this session always stimulates a lot of conversation.

 

12:30-1:30 Lunch

 

1:30-2:30 Panel: Six Keys to Building a Profitable Sales Culture

Three industry experts bring over 50 years of sales management experience to the table in discussing what it takes to create a profitable and long-lasting sales culture in your operation. You will learn different strategies for what it takes to motivate and train your sales force to succeed in this ever-changing marketplace.

 

2:30-3:00 Break: Sponsor Showcase and Networking

 

3:00-5:00 Coaching, Managing, Motivating, & Leading

In this training session (with abundant role play) you will learn:

  • The 10 disciplines of successful sales training
  • The value of initial and on-going “ride-alongs”
  • How to maintain a positive environment
  • How to generate feedback from your personnel
  • The importance of setting daily goals
  • The keys to managing lead flow
  • Why it’s crucial to provide constant feedback through coaching

 

Friday, October 27th:

 

8:00-8:30 Registration for the Sales Program

 

8:30-10:30 Open Your Mind to Close More Sales

You will learn:

  • How to get more sales from the same number of leads (with fewer cancellations)
  • How the superstars conduct a “needs assessment” to increase sales
  • How to uncover more of the customer’s value system
  • The difference between selling your company and selling your product
  • The truth about “one-call” closing

 

10:30-11:00 Break: Sponsor Showcase and Networking

 

11:00-12:45 Open Your Mind to Close More Sales (cont.)

Continuing on with this powerful sales program, you will learn:

  • How to deal with price resistance and price objections
  • How to avoid value judging statements
  • How to build a pre-close into your presentation
  • To go through the closing steps as you work toward the sale
  • The difference between salespeople turning statements into objections and superstars turning objections into S.A.L.E.S.

 

12:45-1:00 Closing Remarks & Prize Winners Announced

We wrap up this year’s symposium by answering some final questions and giving away more prizes so make sure and stay until the end!!!