5 December 2019: 5.00 pm – 6.30 pm GMT (Ron Cook Hub, University of York, 133 Deramore Lane, York YO10 5GE) :

Topics:    1. Sales Competencies for standing out.  2. Managing Behaviour Change – making the most of your sales opportunities.  3. Coaching Winning Sales Teams.  4. Option to join European Sales Competition, Selection event.

Target Audience:  All Sales Professionals


5.00 pm Arrive and Register
5.30 pm Welcome and introductions
5.35 pm Sales Competencies for standing out:
Dr Simon Kelly, Founder, Cohesion Marketing Services & Lecturer in Sales and Marketing, University of York
Managing Behaviour Change – making the most of your sales opportunities:
Robin Hoyle, Head of Learning Innovation, Huthwaite International
Coaching Winning Sales Teams:
Tim Chapman, Managing Partner Sales EQ & Tony Smith, Head Coach, Hull Kingston Rovers
6.30 pm Close
6.30 pm – 9.00 pm Optional:  Be our guest, or a panel member at the selection event for the team to represent University of York at the European Universities Sales Competition 2020


Managing Behaviour Change – making the most of your sales opportunities
Presented by Robin Hoyle, Head of Learning Innovation, Huthwaite International

Transforming seller skills doesn’t stop at the classroom door or after the completion of an online programme. In fact, the necessary change process has barely started by then. Changing behaviour on the job is the key to ensuring you have skilled sellers who make the most of each sales opportunity. Learning journeys which extend way beyond formal inputs requires sales team leaders to build the skills of their people. What stops managers doing this? What enables them to do it and where do you start?


About the presenters:

Dr Simon Kelly is CEO of Cohesion Marketing Services and Lecturer in Marketing and Sales at University of York. Simon has over 30 years’ experience in the ICT industry in Customer Service, Sales, and Marketing. He is co-author of ‘Value-ology: Aligning sales and marketing to shape and deliver profitable customer value propositions’

Robin Hoyle has spent almost three decades as a strategic L&D leader, trainer and consultant.  He has written two books ‘Informal Learning in Organizations: How to Create a Continuous Learning Culture’ and ‘Complete Training: From Recruitment to Retirement’ .  In his role as Head of Learning Innovation at Huthwaite International, he is exploring routes to enhancing the learning experience and the impact of all Huthwaite’s training and learning interventions.

Tim Chapman is Managing Partner of Sales EQ, an international sales coaching and consultancy business, and Lecturer in Sales Management at University of York. He has over 30 years’ experience of complex international B2b selling, sales leadership and sales effectiveness.  His previous co-authored book, The Salespersons Secret Code, is based on 3 years research into high performing salespeople.

Tony Smith is one of Rugby Super League’s longest serving and most successful coaches. He led Leeds Rhinos to two league titles and a world club championship. Named RLIF Coach of the Year in 2007 for a successful season as GB Coach, he then went on to take England to the semi-finals in the 2008 Rugby League Cup. As head coach of Warrington Wolves, he led them to two Challenge Cups and three Grand Finals. Following a spell as an elite coaching mentor for the Football Premier League and League Manager’s Association Tony is now head coach at Hull Kingston Rovers RFC.


Please note that if you are not a member of Association of Professional Sales and book a ticket, our members will take priority and, in event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, join the APS.  Also, that we may be taking video and photos at this event to promote the work of the APS and to allow members who couldn’t be present to watch a recording of the presentations.

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Dr Simon Kelly
Founder, Cohesion Marketing Services

Robin Hoyle
Head of Learning Innovation, Huthwaite International

Tim Chapman
Managing Partner, Sales EQ

Tony Smith
Head Coach, Hull Kingston Rovers