Developing Sales Talent Conference 2012
9-9.15am - Welcome to developing sales talent with Stephen Wright (ISMM Director Of Education)
9.15-9.45am - How to Get the Sales Function to Fully Engage with HR - Scott Noble, Principal at Mercer
As HR evolves and the scope of its business relationship addresses talent development, sales organisations should, but often do not, interact with their HR business partners. To have an effective relationship with sales, HR and talent development need to themselves understand what makes this department tick. This can have spectacular results for the whole business.
9.45-10.15am - A Practical Guide To Sales Skills Development – BT
Discover the journey that BT has gone through to raise the profile and increase the investment in the sales team. This presentation will look at how the journey has progressed so far and the challenges involved with getting the sales function and the learning functions to interact effectively, as well as what organisational changes needed to be made and why.
10.15-10.45am - Coffee/Tea, Visit sales expo, networking
10.35-11.05am - How to engage with Higher Education to develop sales performance - Sarah Horton-Walsh
Sarah Horton-Walsh is a lecturer in marketing and advertising and course director at Coventry Business School, Coventry University. Sarah’s goal is to use her extensive industry experience as a marketing practitioner to develop sales and marketing qualifications with Higher Education. In this talk, Sarah will talk about the practicalities of engagement between client organisations and universities, and the benefits of working with universities to cultivate sales skills and ways of learning to enhance the professionalism of sales teams.
11.05am-11.35am - Skills & Academic Performance In Sales - Stephen Wright
2012 has seen a shift of change in the development of sales skills the like of which has not been seen in the UK. UK sales organisations have started to embrace the academic world for the first time and the interest and momentum has been phenomenal. So why are businesses engaging with the academic world, what does academia offer sales professionals and what is the potential of this new relationship?
11.35am-12.10am - When the Going Gets Tough - PY Gerbeau
PY Gerbeau is a serial entrepreneur. After accomplishing nine successful turnarounds he is now CEO of X-Leisure, the largest leisure group in the UK. Having honed his skills at Disneyland Paris, PY famously became chief executive of the Dome in February 2000. He achieved a great deal with the much maligned government-built attraction, generating more than six million visitors. PY explains how change and crisis management is about protecting your customers, your people, your brand and your business. There is no single, universal prescription. Every situation and organisation is different but at the heart of every action plan is the need to understand employees’ and customers’ behaviour, motivation and expectations. Walk the floor, listen to customers, communicate the vision and lead by example.
12.10-1.30pm - Lunch, Visit sales expo, networking
1.30pm-2.10pm - Update On Government Funding & Vocational Training Policy - Nick Linford
Nick Linford is author of both the Hands-on Guide to Post-16 Funding (www.fundingguide.co.uk)
and the Hands-on Guide to Post-16 Performance and Data (www.dataguide.co.uk). Nick was director of planning and performance at Lewisham College for six years, playing a leading role in capacity building on the use of funding, performance, data quality and curriculum planning in the learning and skills sector. Nick is now managing editor of FEWeek (www.feweek.co.uk), the only newspaper dedicated to the further education sector.
2.10pm-2.45pm - The Cold, Hard, Ugly Truth about Success - Larry Winget
LarryWinget is the trademarked Pitbull of Personal Development® and is a five-times New York Times/Wall Street Journal bestselling author. Larry takes on the motivational myths and attacks traditional business thoughts to get to the heart of what it really takes to be successful. It’s not having a positive attitude, or teamwork, or passion, or loving what you do, or any of the other happy things that most of the personal development gurus tell you. Success comes down to hard work and excellence. This presentation is truth for the real world, for tough times and for those who have tried all of the clichés and been left disappointed. Larry will make you think, make you uncomfortable and give you real tools you can utilize immediately to make real change in your results!
2.45-3.25pm – Breakout seminars with Steve Backley, ‘How to build your dream team’, Robbie Steinhouse ‘NLP and Sales: What’s the difference between the best and the rest?’, Sean McPheat ‘Sales Clinic Special - Using social media in your selling’, Phil Jones ‘No More Excuses! How to get in front of the right people’, Tony Hughes ‘Lastest sales research’.
3.25pm – Close