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8:00 - 8:30 AM
Registration for the Hiring & Training Symposium
Seats will fill up rapidly and we will start promptly at 8:30, so plan to arrive early!
8:30 - 8:45 AM
The State of the Industry
We will present the importance of the Symposium as it relates to the current and future state of the industry.

Important housekeeping items will also be covered.
8:45 - 10:15 AM
Finding Qualified and Trainable Candidates
Matching your job opening with the right fit is presently one of the largest challenges in the industry. Many of our clients list the shortage of skilled candidates as their biggest pain point.

In this session, you will learn:

1) Who determines ad placement, design layout and content?
2) Who does the market review of competitive ads?
3) How your ads create value in the eyes of applicants. At the present time, just offering a job is not enough.
4) How to identify ideal candidates?
5) The importance of using multiple recruiting channels and how to set your budget
6) The pros and cons of promoting from within
10:15 - 10:45 AM
Break: Sponsor Showcase and Networking
Take time to visit our sponsors and ask our team of Account Executives specific questions pertaining to your business.
10:45 - 12:30 PM
Evaluating and Responding to Job Applicants
After finding prospective candidates, many of our clients state that getting them to respond and come in for an interview is increasingly difficult.

In this session you will learn:

1) The necessary training to maximize the performance of your marketing personnel
2) How to evaluate resumes based on the job role and the importance of talking (briefly) with each applicant
3) The best practices and verbiage to use in your responses
4) How often and the appropriate timing and channels to reach out to applicants
5) The difference between a “phone screen” and a telephone interview and when to conduct each
6) Modern phone scripting and the key questions to ask
7) How to use a mobile platform to engage your applicants
12:30 - 1:30 PM
Lunch (provided by Dave Yoho Associates)
1:30 - 3:15 PM
Developing and Implementing a Systematic Hiring Process
By taking a systematic approach to hiring, you will save time and money, increase the efficiency of your hiring process and significantly reduce turnover.

In this session you will learn:

1) The importance of company culture
2) How to ensure the "fit" of an applicant by assessing their behavior and skill set
3) The keys to maximizing the in-person interview, including: The primary questions to ask while setting expectations, and the importance of the applicant selling themselves
4) Why new hires should be assigned an equal value as new leads
3:15 - 3:45 PM
Break: Sponsor Showcase and Networking
Take time to visit our sponsors and ask our team of Account Executives specific questions pertaining to your business.
3:45 - 5:00 PM
Addressing Critical Legal Issues Related to Recruiting and Hiring
The industry’s top legal advisors will address current issues which are impacting the recruiting and hiring efforts in the industry from a national and state perspective. You will also learn what is on the horizon for the remainder of the year and into 2022.
5:00 - 6:00 PM
Wrapping Up Day-1: Answering Your Questions
Several of the day-one speakers will address your questions relating to recruiting and hiring.

The session will reinforce the content from earlier while broadening your understanding of the necessary strategies to succeed in 2021 and beyond.
8:30 - 10:30 AM
The Key Elements of a Successful Training Program
Regardless of how effective your hiring processes are, without a systematic and comprehensive training program in place you will succumb to costly turnover.

In this session you will learn:

1) The critical differences between coaching and training
2) How to train your trainers
3) How to set goals for your trainers and sales team
3) The time to devote to on-boarding new sales reps
4) The importance of consistent "role-play" scenarios, and how to evaluate knowledge vs. skills
5) When to re-train your sales reps and the ideal process that leads to continuous improvement
6) The keys to retention
10:30- 11:00 AM
Break: Sponsor Showcase and Networking
Take time to visit our sponsors and ask our team of Account Executives specific questions pertaining to your business.

Bring your questions for the powerful Q&A session that follows their presentations.
11:00 - 12:30 PM
PANEL: Develop, Train & Retain the Best Salespeople
A panel of the leading Executives, Trainers, and Sales Managers will give you direction and concrete methods in order to maximize the performance of your sales personnel.

An effective trainer or manager should conduct interviews, evaluate personnel, hire and train fledgling salespeople, all while managing to upgrade the skills of those in the job for a longer period. They should also be able to handle the veteran and sometimes "prima donna" salespeople.

You will learn the importance of being an inspirational leader while striving to become a mentor to all of your sales reps. In today’s competitive and changing marketplace, the importance of training is larger than ever before.

12:30 - 1:00 PM
Closing Remarks & Prize Winners Announced
We wrap up the Symposium by answering some final questions and giving away over $2000 worth of prizes. Make sure and stay until the end so you are eligible!

PLEASE NOTE: Summit sessions may be changed or moved depending upon speaker availability.