Sales GPS 2019 Agenda
Wednesday, February 20, 2019
1:30 pm - 5:30 pm | Pre-Conference Workshop
(Separate Registration Fee)
Leaders: Mike Kunkle, Doug Wyatt
Location: Trails – Conference Level Red Rock Resort
How to Build Your New, Modernized Distribution Sales Force
The buyer’s journey is changing and our marketplace continues to evolve. Selling today is different than ten years ago – or even last year. The companies that thrive will be those that don’t allow the state of their sales force to stand still amid all of this change. They will evaluate the core skills of their sellers and modernize deployment, support, and expectations.
This hands-on workshop will deliver insight on sales transformation and inform senior leaders on how to approach the modernization of their sales force to drive effectiveness and profitability. During this workshop, you will assess your current state and receive information on systems, training, process, and methodology that can transform your sales team – your most valuable and most expensive resource – to be far more effective.
Your workshop leaders, Mike Kunkle – a recognized sales thought leader and pioneer in sales enablement, and Doug Wyatt – a veteran sales training leader with experience delivering training for an industrial distributor with a 350-person sales organization – will guide you through the afternoon with an uncommon combination of thought leadership, industry experience, and practical advice.
Mike will introduce leading-edge concepts and advanced practices that leaders in other verticals have used to adapt to market disruption and radically transform their sales forces. Doug will help you translate those concepts into practical, actionable steps you can take, based on where your organization is today. (Warning: there may be humor involved!)
Best of all, you’ll have an opportunity to discuss concepts and work with your teammates and other attendees to determine which elements from the workshop you should apply first.
In summary – this workshop will combine industry knowledge, best-of-breed sales thinking, and group exercises to deliver an experience that will leave you energized about driving increased seller effectiveness and empowered to implement lasting, profitable change upon returning to your company.
1:30 pm - 5:30 pm | Pre-Conference Workshop
(Separate Registration Fee)
Leaders: Mike Kunkle, Doug Wyatt
Location: Trails – Conference Level Red Rock Resort
How to Build Your New, Modernized Distribution Sales Force
The buyer’s journey is changing and our marketplace continues to evolve. Selling today is different than ten years ago – or even last year. The companies that thrive will be those that don’t allow the state of their sales force to stand still amid all of this change. They will evaluate the core skills of their sellers and modernize deployment, support, and expectations.
This hands-on workshop will deliver insight on sales transformation and inform senior leaders on how to approach the modernization of their sales force to drive effectiveness and profitability. During this workshop, you will assess your current state and receive information on systems, training, process, and methodology that can transform your sales team – your most valuable and most expensive resource – to be far more effective.
Your workshop leaders, Mike Kunkle – a recognized sales thought leader and pioneer in sales enablement, and Doug Wyatt – a veteran sales training leader with experience delivering training for an industrial distributor with a 350-person sales organization – will guide you through the afternoon with an uncommon combination of thought leadership, industry experience, and practical advice.
Mike will introduce leading-edge concepts and advanced practices that leaders in other verticals have used to adapt to market disruption and radically transform their sales forces. Doug will help you translate those concepts into practical, actionable steps you can take, based on where your organization is today. (Warning: there may be humor involved!)
Best of all, you’ll have an opportunity to discuss concepts and work with your teammates and other attendees to determine which elements from the workshop you should apply first.
In summary – this workshop will combine industry knowledge, best-of-breed sales thinking, and group exercises to deliver an experience that will leave you energized about driving increased seller effectiveness and empowered to implement lasting, profitable change upon returning to your company.
6:00 pm - 8:00 pm | Welcome Reception
Location: Red Rock Ballroom G / H / I
Whether you were able to attend the pre-conference workshop or just arriving, please join us at our welcome reception to meet with speakers and other attendees.
Thursday, February 21, 2019
7:45 am - 5:00 pm | Sales GPS 2019 Conference
7:45 am - 5:00 pm | Sales GPS 2019 Conference
TIME / LOCATION |
SPEAKER / OVERVIEW |
6:45 AM – 7:30 AM Red Rock Ballroom G/H/I - Conference Level |
Attendee Buffet Breakfast |
7:45 AM – 7:55 AM Pavilion Ballroom – Conference Level |
MDM Opening Welcome Tom Gale |
7:55 AM – 8:00 AM |
Sponsor Spotlight: Zilliant |
8:00 AM – 9:00 AM Session 1 Pavilion Ballroom – Conference Level |
Distribution Sales Model Transformation: 2019 Edition Mike Marks As he has the past two years, distribution strategy consultant and status quo challenger Mike Marks launches our third annual Sales GPS conference. He outlines the stakes and consequences of not redefining the role of the traditional salesforce, what’s changed in a year, and what the winning sales model of the future looks like. Warning: If you don’t leave your conventional wisdom at the door, Mike will smash it. |
9:00 AM – 10:00 AM Session 2 Pavilion Ballroom – Conference Level |
Channel 2.0 Sales Leadership: Optimization, Transparency, LEAN Ed Gerber Traditional supply channels and supporting sales models aren’t keeping up with customers and the rise of Industry 4.0. Ed Gerber shares his deep experience in reengineering a distributor into a value-based sales organization and his vision for the new capabilities to compete – a relevant go-to-market strategy, a redeployed/sophisticated salesforce model, analytics, and technology focused on end-user needs. Ed’s focus is on a very different supply channel evolving now – one where end users are driving distributors and their supplier manufacturers to optimize processes. |
10:00 AM – 10:30 AM Red Rock Ballroom G/H/I – Conference Level |
Networking Break – Sponsor Showcase |
10:30 AM – 10:35 AM |
Sponsor Spotlight: SPA |
10:35 AM – 11:30 AM Session 3 Pavilion Ballroom – Conference Level |
Case Study: The Integrated Sales Model Kirk Zehnder You’ll hear past attendees throughout our program share how they put the concepts learned at previous Sales GPS sessions into practice, with traction in months, not years. In his own words: “A small team of three “Outside” sales and six “Inside” sales no longer have those titles. We now have three teams of three. Each team has a Sales, Service and Support role and they each have been assigned roughly 100 accounts making up our top decile. In the next 30 days we begin to introduce the team concept to the top accounts… improvement to the culture is incredible.” >> Listen to Kirk discuss the Case Study |
11:30 AM – 12:30 PM TRed Rock Ballroom G/H/I – Conference Level |
Attendee Lunch |
12:30 PM – 12:35 PM |
Sponsor Spotlight: Dimensional Insight |
12:35 PM – 1:35 PM Session 4 Pavilion Ballroom – Conference Level |
Why Marketers Should Focus on Driving Revenue and Support Sales Ian Heller Lots of marketers complain they don’t get respect or support in their companies, but many of them contribute to this problem by focusing on activities that don’t drive sales or profits. Ian Heller, who has been the VP of marketing at three large, publicly-held distributors, will share his experiences. In his executive positions, Ian has focused on making marketing a core part of the demand generation machine by supporting the sales department effectively, taking ownership of the customer lifecycle and directly implementing campaigns. Whether it’s about building websites, managing customer and product data or responding quickly to requests from the field, Ian will share how you can do it too. |
1:35 PM – 2:30 PM Session 5 Pavilion Ballroom – Conference Level |
Roundtable #1: Integrate Your Sales Model – Challenges, Solutions, Tactics Tom Gale, Moderator At our Sales GPS conferences, you’ll find yourself sitting with non-competitors (assigned seating) from a wide range of product sectors (different versions of success). You’ll discover new perspectives through candid conversations that expand your thinking. You’ll engage and process the concepts discussed by presenters with your team and hear the distilled conversations from the rest of the teams as we wrap up the morning. |
2:30 PM – 3:00 PM Red Rock Ballroom G/H/I – Conference Level |
Networking Break – Sponsor Showcase |
3:00 PM – 4:30 PM Session 6 Pavilion Ballroom – Conference Level |
Attendee Panel: Lessons Learned, Progress Made Mike Marks, Moderator Panelists · Joe DeMarco, VP Business Development, LINC Systems · Joe Nettemeyer, President & CEO, Valin Corporation · Steve Newland, President, Allied Electronics & Automation From the trenches, here’s an update from prior Sales GPS attendees on the changes and innovations they’ve made in their sales models. |
4:30 PM – 5:00 PM Session 7 Pavilion Ballroom – Conference Level |
Speaker Panel: Recap of the Day Tom Gale, Moderator Our final session is a fast-paced opportunity to dive deeper into any of the concepts and discussions throughout the day – and we sometimes take the conversation into uncharted waters. |
5:00 PM – 7:30 PM Pavilion Ballroom – Conference Level |
Reception & Dinner | Prize Drawing Meet with speakers, sponsors and attendees over dinner, drinks and cap off the evening with the drawings of prizes from MDM and sponsors. This is a great opportunity to expand your network and discovery new friends as well as resources available to you through the distributor network. |
Friday, February 22, 2019
7:45 am - 12:00 noon | Sales GPS 2019 Conference
7:45 am - 12:00 noon | Sales GPS 2019 Conference
TIME / LOCATION |
SPEAKER / OVERVIEW |
6:45 AM – 7:30 AM Red Rock Ballroom G/H/I – Conference Level |
Attendee Buffet Breakfast |
7:30 AM – 8:30 AM Session 8 Pavilion Ballroom – Conference Level |
How to Design the New Sales Compensation Plan – Part 1 Mike Marks Revising sales comp plans is one of the most challenging and critical elements of transitioning to a more efficient sales model – so important we dedicate a two-part session to give you the strategy, structure and systems to align compensation to goals. |
8:30 AM – 9:30 AM Session 9 Pavilion Ballroom – Conference Level |
How to Design the New Sales Compensation Plan – Part 2 Mike Marks Simpler is always better but simplest is rarely the best. Our second session outlines more advanced concepts of sales comp plans, including leverage, economies of scale, and multi-factor approaches. |
9:30 AM – Red Rock Ballroom G/H/I – Conference Level |
Networking Break – Sponsor Showcase Value |
10:00 AM – 11:00 AM Session 10 Pavilion Ballroom – Conference Level |
Power of the Playbook – Build a High-Performing Sales Team Colleen Stanley The most effective sales organizations use a playbook to ensure consistency and duplication of best practices – for hiring sales talent and ongoing sales management to drive revenue growth. This session, led by Colleen Stanley, President of SalesLeadership, Inc., gives you the concepts to create your own sales playbook and tactics to strengthen your sales process with the key learnings in this session. |
11:00 AM – 11:30 AM Session 11 Pavilion Ballroom – Conference Level |
Roundtable #2: Integrate Your Sales Model – Challenges, Solutions, Tactics Tom Gale, Moderator This roundtable session crowdsources a checklist of innovative ideas to help you build a playbook to implement a new sales model with the best chances for success. |
11:30 AM – 12:00 PM Session 12 Pavilion Ballroom – Conference Level |
Speaker Panel: Conference Recap Tom Gale, Moderator Don’t miss one of the highest rated sessions each year! |
Noon |
Departures Thank you! |