Great sales managers know that increasing sales productivity isn’t about spending a fortune on training, rather involves: motivating your team and pursuing the right strategy while arming it with the right tools.

During this session you will learn:

• The 10 disciplines of successful sales management
• The paradoxical laws of recruiting for the job of a salesperson
• Effective methods to train new hires
• How to motivate and inspire the sales team
• Ways to manage lead flow among your staff

Three of the industry’s top experts on marketing present in this panel format. You will learn concrete ways to reduce your marketing costs, generate more leads, and operate your existing lead base more efficiently. There will be abundant time for Q&A during this session.

Shows and events come under the broad classification of “face to face” lead development. Here you’re afforded the opportunity to meet with show attendees who may or may not be immediate prospects for your product or service – they did not come to the show looking for you, your product, or an opportunity to make an appointment with your company. So your plan for lead development must include a way to take a less confirmed prospect and cultivate it so as to produce an opportunity to inspect their project, increase their interest level, and give a full-blown presentation.

In this session you will learn:

• The five-point pre-show plan
• Four steps to the product/service presentation
• Common mistakes and misconceptions of running a booth
• The post-show SUCCESS game plan
• How to prepare the sales force to sell show leads

There will be a full display up on stage and lots of role-play.

In order to scale up quickly, a company needs to build a great sales team. The trick is to hire really good salespeople. But this is hard to do because salespeople are often really good at selling themselves!

In this session, the two biggest hiring experts in the industry will lead you through what to do, what not to do and how to follow through on your efforts.

Furthermore, you will be introduced to the two top assessments on hiring that are available today.

Learning how to conduct an interview effectively can be challenging, but hiring the best candidate is a worthwhile reward.

Imagine if candidates really acted each day the same way they acted during the interview. The interview is often an “act”. The interviewer must get past the “act”, and understand the real person being interviewed. Will they perform the tasks you want? Will they exhibit the behavior you require? Do they fit?

Here are the keys:

• Interview them like a customer.
Disarm them. Keep them “off-balance”. Move too fast for analysis.

• Be direct; challenge all fluff and inconsistencies.

• Do not reach or sound “needy”. You have the job; they don’t.

• Sell the opportunity and discuss your expectations with incomplete pictures.

• Find out what’s important to them (values, goals, motives).

• Pursue (challenge) the dissatisfaction from previous positions and the story behind claims.

In discussions with senior sales executives, they mention one of their key challenges is onboarding new salespeople and customer success roles. Constantly having to re-hire and re-train teams is not only costly, but it also makes it harder to hit revenue targets and sales productivity goals.

If you drill down into the reasons for turnover when it comes to salespeople, three factors quickly emerge: a lack of modern tools for them to do their jobs effectively, not enough coaching and substandard sales cultures within organizations.

In this panel, leading sales managers from home improvement companies across the U.S. will comment on how they have implemented change within their organization and how you can follow suit.