16 May 2019: 1.00 – 5.30 pm BST (One Birdcage Walk, London, SW1H 9JJ) :

Topics :

  • Recruiting key sales people – art, science or hunch?
  • The Journey of the New Sales Person – 1 to 3 Year Plan.
  • Improving best sales talent.
  • Replicating best talent – fast and agile needs analysis for a fast and agile salesforce
  • The future of sales and the importance of inclusivity and diversity

Developing Sales Talent – APS half-day conference

Free for APS members (use the discount code APSMEM19)
£149 + vat for non-members 
(the APS reserves the right to cancel non-member bookings)

This conference, organised by the Association of Professional Sales, provides sales leaders with strategic insight and best practices in recruiting, retaining, improving and developing their salespeople. Speakers are a mix of industry experts and will be a fantastic opportunity to network with like-minded colleagues.

Full details on speakers and content for each session to follow.

AGENDA

12.45 Registration, coffee & networking
1.30 Welcome from the APS
Recruiting key sales people – art, science or hunch?
Richard Simpson, VP Sales, Poq

The Journey of the New Sales Person – 1 to 3 Year Plan
Rachael Satchwell, UK Head of Sales, Domino Printing

Improving best sales talent
Nick Holbrook, European Sales Training Manager at TOSHIBA TEC Imaging Systems

3.20-
3.50
Coffee & Networking
Fast and agile needs analysis for a fast and agile salesforce
Lance Mortimer, Director Sales Training & Ben White, Senior Manager Sales Training, GTT

Nicci Take, CEO, m62|vincis
The future of sales and the importance of inclusivity and diversity

 5.00 Close

Event Host – Penny Haslam

Penny started her career at the BBC as a secretary, working her way up to become a senior business journalist and producer on BBC Radio. She was invited to present on the flagship investigative news programme Panorama in 2010 and 2011, and from there became BBC Breakfast’s business news reporter. She was also a regular business presenter on the News Channel and Radio 5 Live. Penny is a TEDx speaker on the Power of Visibility and was awarded Speaker of the Year 2016 by her professional body, the PSA. In 2017 she was listed as a ‘Northern Power Woman’.


The Journey of the New Sales Person – 1 to 3 Year Plan
Rachael Satchwell, UK Head of Sales, Domino Printing

This session walks through the journey we have been on with the Domino UK sales team in the last 5 years in developing our new starters to be contributing quicker, and more effectively to the overall sales target.  Then onward through their tenure to the 3 year mark of becoming a more experienced sales person ready for further development.

In a competitive, technical solutions selling environment clear benefits are to be found by implementing a defined structured approach for all new starters to the team.  The modern sales person can thrive by the adoption of a balanced induction plan of sales & product training with field exposure, and a support structure with ongoing opportunities for learning.

Key Takeaways:

  • Preparation is key to planning a successful induction plan:
    • Advance notice to contributors, Flexible, Repeatable
  • Set realistic targets and timescale:
    • Set an achievable target for year 1, with clear expectations agreed from the start
  • Set your new starter up to succeed, not fail:
    • The more you put in during the nurturing period, the more everyone will gain

About the presenter:  Rachael Satchwell

Rachael has accumulated 20 years experience in sales, starting out at a local ink jet cartridge manufacturer at the age of 21 and has recently been appointed as the UK Head of Sales for Domino UK, managing a combined sales and project managers team.

She has been at Domino since 2012 when she joined as an Area Sales Manager, and latterly progressed to then a Regional Sales Manager before her current role.

Prior to joining Domino Rachael was at Paragon Print & Packaging (Now Coveris) for seven years, where she had several roles including a Retail Sales Manager, heading up a Brand Manager team, and Account Manager for several large National Accounts in the food & beverage sectors.


Improving best sales talent
Nick Holbrook, European Sales Training Manager, TOSHIBA TEC Imaging Systems

Developing Sales Talent used to be a whole lot easier, didn’t it?

Please consider for a moment your own Sales Teams and how you see them developing throughout 2019, and Beyond? How do you develop an experienced Field Sales Person with 25 years’ experience in their market? What might their next move be? Can you use the same techniques and content with the Inside Salesperson in their first role after college/university, hungry to move up the organisation having done a role for less than a year? Even after 6 months!  We will look at the importance of supporting and developing the Sales Managers too, as well as how we spend Time and Resources to the best possible effect with our very Top Sales Leaders. Please come along prepared with some experiences from your own companies on how you have tackled some of these issues, and more, in this time of rapid technological development and economic uncertainty.

Key Takeaways:

  • Learn about the changing landscape of learning and talent development in organisations and what this means for sales people
  • How to use the data to set the sales people on a path of self-development
  • How to use the data to better inform the organisation on identifying, retaining and developing sales talent in order to achieve objectives.

About the presenter:  Nick Holbrook

Nick has spent the past 15 years building and delivering Sales Training & Sales Leadership Workshops throughout Europe, the US and South America. He worked for 12 years with The Complex Sale Inc. a leading US Sales Methodology Provider as well as with The Mind Gym here in London. Prior to that he learned his Sales craft over 14 years in the Software Industry, working for companies such as Brio Technology, ORACLE, and Visio Corporation. A Modern Linguist & Teacher originally by background he speaks on the Business Circuit and is a published author.


Fast and agile needs analysis for a fast and agile salesforce
Lance Mortimer, Director Sales Training & Ben White, Senior Manager, Sales Training, GTT

We would like our salespeople not to jump to solutions too quickly with our customers and prospects which run the risk of losing us the opportunity and/or damaging the relationship, so why do we jump to solutions when it comes to developing the skills of our sales people?

Before you prescribe you must diagnose. An effective way of doing this is by baselining all your salesforce against competency areas that are grounded in best practice sales research so we can feed back to the sales person not only on an individual level but also on an organisational level. This allows the individual to identify areas and receive the right support they need in order to develop and the organisation with the right focus on key areas to achieve their objectives.

We expect our sales people to be fast and agile to keep up with the habits of our customers and so we need to offer a fast and agile solution to develop them.

Key Takeaways:

  • Learn about the changing landscape of learning and talent development in organisations and what this means for sales people
  • How to use the data to set the sales people on a path of self-development
  • How to use the data to better inform the organisation on identifying, retaining and developing sales talent in order to achieve objectives.

About the presenters:  Lance Mortimer and Ben White

Lance Mortimer, Director Sales Training
Lance started his career in Banking and Finance.  Having spent time in the Treasury Derivatives area, he moved into a career in sales.

Having had over 10 years in sales, Lance decided to follow a passion for psychology, to help him understand the feelings and behaviours of top sales people.  This led him to gain an undergraduate degree in Psychology and a Master’s degree in Business Psychology.

Prior to GTT, Lance was the Head of Talent Management and Acquisition at CenturyLink.

Ben White, Senior Manager Sales Training, GTT
Ben has over 10 years’ experience in Talent development and has worked across multiple industries.  During his career he has enhanced capabilities from graduates to the C-Suite through consultation, design and implementing interventions that increase performance of teams and individuals and help deliver strategic goals for the organisation.

He has experience in live and digital learning, virtual learning, coaching, workshop delivery, culture change, team building, sales development, Lean and organisational development.

He is a Business Psychologist, an accredited Executive coach and is qualified in an array of psychological tools for self-diagnosis of individuals and teams.

Prior to GTT, Ben was the Lead consultant of Talent Management at CenturyLink.


The future of sales and the importance of inclusivity and diversity
Which is more important: “The desire to win” or “The ability to win”?
Nicci Take CEO m62|vincis Ltd “Winning is everything!”

Sales used to be a macho sport, filled with military metaphors,  all ‘Gung ho’ and ‘over the top boys.’ But what worked for the Filofax generation of the 80s isn’t working well now. If your team is all White Male Straight and Cis and currently huddled in the ‘War room’ planning their next elephant hunt; check your organisational pulse because, unless your prospects are all the same, you might be dead.

The world has moved on.. have you?

Key Takeaways:

  • Diversity vs Inclusion
  • The importance of Balance
  • The dangers of judging systemic injustice with single acts of prejudice

About the presenter:  Nicci Take
Nicci has spent 25 years as a deal coach, winning over 75% of the deals she has worked on. Her clients are from every sector and every geography and all boast ¾ win rates. IT, Construction, Healthcare, Outsourcing, Financial Services, Europe, Asia and the US mostly for Fortune 100 clients, she has coached winning deals for most of today’s presenter’s business; IBM, SAP and Royal Mail are all clients.

She is Proudly one of the Financial Times 100 HERoes Champions of Women in Business 2018 and one of their 100 Leading LGBT+ Executives 2017

She’s also a stand-up-comic with 2 sell out Edinburgh Fringe shows under her mini skirt!


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Penny Haslam
Conference Host

Richard Simpson
VP Sales, Poq

Rachael Satchwell
UK Head of Sales, Domino Printing

Nick Holbrook
European Sales Training Manager, TOSHIBA TEC Imaging Systems

Lance Mortimer

Lance Mortimer
Director Sales Training, GTT

Ben White
Senior Manager Sales Training, GTT

Nicci Take
CEO, m62|vincis

Event Partners & APS Accredited Training Organisations