If you’re serious about achieving peak sales performance in 2010, this second live and virtual event series presented by Australia’s leading sales authorities is not to be missed.

  

Get the insights into sales innovation and best practice that everyone in professional selling and sales management needs.

9 valuable sessions to ensure you and your team stay ahead of the sales curve in 2010 – and be prepared for the sales challenges of 2011.

Topics we’ll cover during the second Breakfast Event Series:  

Friday, 17 September, 2010  

• The alchemy of 21st century selling: aligning balance, congruence and intent to deliver golden results
• What you see is not always what you get: understanding personal perception to achieve better sales results
• Bonus session: Using Performance Improvement tools to coach,train and manage sales people – including yourself

Friday, 15 October, 2010  

• Learning partnerships: practical sales leadership lessons from the home front
• Building a successful personal identity and sales career: being CEO of YOU Pty Ltd
• Bonus session: Protecting your reputation, your wallet and your liberty: legal pitfalls every salesperson needs to avoid

Friday, 12 November, 2010  

• A new taxonomy of sales roles: matching your performance and reward mix to suit different sales roles and functions
• Why sales training doesn’t work – and what you must do to achieve long-term performance improvement in all sales teams
• Bonus session: Lessons from over 3000 hours of sales coaching & training

Full session details below 

What people said about the first breakfast series:  

“excellent event – fantastic content”  

“I’m not based in Sydney – so I found being a virtual attendee keeps me informed about the latest ideas in sales & selling - easily worth the investment”  

“well done … about time we had an event series specifically for salespeople and sales managers”  

“great speakers … great networking … thanks”  

“looking forward to the second series”  

“today’s topics were spot on.  I’m looking forward to receiving the DVD so I can share the information with my team”  

Quick links  

• About the Event Series
• Upcoming Events in the Series
• Who should attend?
• Who has attended?
• Our guarantee

Introduction to the Sales Effectiveness Breakfast Event Series  

In 2010, the sales function continues to be the area where organisations can make the greatest impact on stakeholder returns – and where small increases in effectiveness can translate into a huge addition to a company’s bottom line.  

But in today’s complex business world there is no magic pudding or silver bullet which will instantly deliver this improvement.  

Over the last 12 months I’ve spoken with dozens of sales trainers, coaches and consultants to find those who’ve got the latest and best ideas to help you and your sales team achieve your goals in 2010 – and beyond. I found the people with the best methods, processes, techniques, tools and structures to deliver increased sales performance in almost every sales situation.  

I’d like you to meet them – and find heaps of ideas you can apply to add creativity and innovation to your existing sales approach. I guarantee you’ll get ideas you can apply immediately to have a positive impact on your team performance.  

So, join me for breakfast throughout 2010, and meet some of Australasia’s leading sales experts – and gain insights into the latest thinking on all things selling and sales management.  

Paul Sparks, Sales Effectiveness Australasia  

PS As your host, my job is to make your experience the best and most valuable it can be. If you have questions, you’re welcome to phone me on 02 9807 7077 or 0418 614 485 or send me an email.  

About the Sales Effectiveness Breakfast Event Series  

• Get up to date expert advice on professional selling. Each breakfast event features two leading sales authorities presenting the latest ideas and research.
• A third guest speaker will provide up-to-date information “from the field”. A guest practitioner will share their experiences to complement our expert team.
• All attendees receive a complimentary copy of the event DVD. Allowing you to review key points of the presentations at any time in the future – and share the experience with colleagues.
• If you can’t attend, you won’t miss out. A DVD and resources from each event are available for purchase.

Upcoming events in the series  

Friday, September 17, 2010, 7.30 – 10.30 am, Luna Park, Sydney

Presentation 1 – The alchemy of 21st century selling: aligning balance, congruence and intent to deliver golden results  

Why is it so hard to achieve sustainable sales success – at an individual, team and organisational level?  One reason is that all sales roles are occupied by people – and all people look for consistency in their lives.  They look for congruence and prefer roles where their values and beliefs are not in conflict with what they are asked to do.  

In this challenging session, Sally-Anne Cotton draws on her extensive experience working with organisations to achieve high performance through cultural alignment as she outlines a three part model which demonstrates how we can achieve sales success if we address three levels of sales behaviour – personal balance in our approach to personal selling, organisational alignment to ensure proper individual fit and an organisational culture which looks to deliver value for our society and environment as a whole.

Presentation 2 – What you see is not always what you get: changing how you perceive things to achieve better sales results.  

The way we see the world determines how we react to it – and therefore the results we get.  90% of business failures (and failed sales encounters) result not from a failure in thinking, but from a failure in perception.  Observation is a habit, perception is a skill, and we need to cultivate both.  Of all business vocations, salespeople need to really see what’s going on so we can be agile and responsive.  It is simply not enough to engage at a superficial level, switch on the auto-pilot and hope for the best.  We need to interpret our environment, to perceive and understand our clients, and to be able to respond to changing circumstances. And to do this we need to be able to “see”.  

Mo Fox is an accomplished artist and strategist.  She has worked with organisations large and small, helping them “see” the world in a wider, more engaged and more perceptive manner.  In this session, Mo will explore 3 common habits of seeing that get in the way of achieving our goals, and how to overcome them.  This insightful session will help you get a better perspective on your sales role – and achieve better results in the process – as you learn to move from merely assuming to truly perceiving.  

September Bonus session – Getting things right: An introduction to Human Performance Improvement approaches, tools & techniques to maximise sales performance & avoid wasting time, effort and budget  

Sales success is about getting three things right: metrics, enablers and behaviours.  Yet companies still look for stand alone “solutions” and consequently underachieve – or worse.  The International Society for Performance Improvement (ISPI) has been supporting individuals and organisations achieve their goals through an holistic approach to maximising performance for over 60 years.  (A non-profit member based organisation, the annual ISPI conference attracts an international audience of over 1500 people looking for ways to measurably improve and sustain performance.  

In this session, Eddie Paterson, currently a Senior Sales Facilitator & Executive Coach with Telstra (and a Fellow of the Australian Institute of Management and a Past President of ISPI in NSW) will outline the gaps in the “pain-gain chain” and position some basic ISPI and other frameworks which will serve as an introduction to a wealth of performance material which can be directly applied to the sales world – at individual, team and organisational levels. 

Virtual Registration Also Available 

  

Friday, October 15, 2010, 7.30 – 10.30 am, Luna Park, Sydney  

Presentation 1 – Learning partnerships: practical sales leadership lessons from the home front.  

The concept of “tribes” has become one which is achieving a lot of recent attention as individuals look to come together in groups with shared values and interests.  And a core element of a tribe is a family.  Recent research has demonstrated that what we’ve learnt over millennia – the art of good parenting has a much wider application in a world which is becoming more and more tribal.  The generations now entering – and leading – our sales teams are looking for more authentic leadership.  They want to share the values of the tribe – and be led by leaders who actively demonstrate these values. 

In this session be prepared to be challenged about what lessons we can learn from the home front which we can apply immediately to our organisations.  Dr Yvonne Sum is an acknowledged expert in two spheres – family dynamics and parenting, and organisational leadership.  Yvonne will share a 7 part model which will help any salesperson or sales manager be a better leader – and maybe even be a better parent. 

Presentation 2 – Building a successful personal identity and sales career: being CEO of YOU Pty Ltd 

Do you have a plan for your career as a leader?  Do you know what your next vocational, professional, sales or management role will look like?  Are you actively filling gaps (in competencies knowledge, experience, professional and social networks) to ensure you reach your career potential?  Without answers to these questions, it can be like a ship without a rudder or compass upon an ocean – you may be moving, but are you heading in the right direction? 

More than any other time in human history, the responsibility for our personal career plan and professional development is upon us.  The establishment of what some have referred to as “a personal brand”, is an in depth study with many people finding their authentic personal and professional identity or career path a challenge. 

Rob Salisbury is an accomplished sales trainer, certified professional speaker and mentor to sales professional worldwide (he is a former two term President and award winning mentor of the NSW National Speakers Association of Australia).  Rob has taught at University level and in the board room to help sales leaders and managers methods to achieve their career goals.  Rob will share a model which will help any person gain the focus they need to take control of their career development and future achievements. 

October Bonus session – Protecting your reputation, your wallet and your liberty: legal pitfalls every sales professional needs to avoid. 

How can a discussion with a competitor lead to imprisonment – or a $500,000 penalty?  Can I be held personally liable if I mislead a customer?  How can the use of social media have consequences in the workplace?  Are there ways I can protect myself and my staff from these risks? 

In today’s world, the law is constantly impacting business activities, particularly sales activities.  No longer are company chairs and chief executive officers the only individuals in the firing line.  Sales directors and managers are increasingly faced with the prospect of personal legal consequences such as individual penalties and in some cases even the possibility of imprisonment.  As a sales professional and manager you are particularly exposed in your interactions with customers and competitors to the risk of engaging in a breach of the Trade Practices Act (soon to become the Competition & Consumer Act, 2010).  It is important to be aware of current legal obligations affecting your job description – not only for professional reasons – but personal ones. 

Barbara Lichti is a qualified lawyer and has spent over 14 years as an in-house legal counsel locally and overseas for a number of large multinationals – including The Coca-Cola Company and Colgate-Palmolive.  In this not-to-be missed session, Barbara will help you comply with the Trade Practices Act – and provide some insight into the legal minefield associated with social media. 

Virtual Registration Also Available 

 

Friday, November 12, 2010, 7.30 – 10.30 am, Luna Park, Sydney 

Presentation 1 – A taxonomy of sales roles: matching your performance and reward mix to suit different sales roles and functions. 

We know that all sales roles aren’t created equal.  The knowledge, skills and abilities to perform a sales role in the FMCG world is quite different to a salesperson building the relationships needed to engage buyers in multi-million dollar communications solutions.  One’s not “better” than the other – just different.  And they need different types of sales people – and, to achieve optimum performance – these sales people need to be rewarded differently. 

Over the past few years, Hewitt Associates has been building a research base to provide a framework for understanding the complexity that is professional selling.  In this session, a principal consultant with Hewitt will outline the characteristics of salespeople and sales roles that have emerged as the research base of over 25,000 salespeople has helped them establish and build a taxonomy of sales roles, and how this taxonomy can be used to determine appropriate reward structures. 

Presentation 2 – Why sales training doesn’t work and what you must do to achieve long-term performance improvement in all sales teams 

Does sales training really work – or are we all just wasting our time?  According to a conference presentation given by Neil Rackham, some 90% of the money we spend on sales training is wasted.  Perhaps it’s because as managers and executives we’re too busy trying to get quick results that we don’t give training a real opportunity to work.  For training to work it must be delivered in context – and (unfortunately) the context is complex.  It’s complex because our world is complex – and people (customers and salespeople) are complex, too. 

In this penultimate breakfast session for 2010, Michael Schiffner and his team from Collective Intelligence will talk about the paradox of sales training and outline a framework and process that will help sales teams move from a “training” culture to a “development & performance” culture, which will help deliver long-term changes in sales behaviours to help all parties achieve the sales results they’re looking for. 

November Bonus session – Lessons from over 3,000 hours of sales coaching & training. 

Michelle Newton is the Sales Training Manager for Staff Development at Fairfax Media/Rural Press.  Over the past 6 years Michelle has co-ordinated the delivery of over 24 sales development programs to a sales force of over 500.  During this time she has personally delivered over 3000 sales coaching and training sessions in all parts of Australia and New Zealand – from Mt Isa to Launceston; from Perth to Auckland.

Based on this wealth of coaching experience, Michelle will share her ideas about changes occurring in professional selling and sales management.  Michelle has also recently commenced some preliminary research into some of these emerging trends in professional selling and will share some initial findings from this research.

Virtual Registration Also Available 

 

Event Registration – 17 September, 2010

Multi attendee registration  

To register for more than one person, click on the registration link and change the quantity.  

We have a limited number of tables of 6 available if you’d like to bring colleagues or guests.  

To book a table, or if you need assistance booking your events, please Email Paul or phone 02 9807 7077  

Who should attend the Sales Effectiveness Breakfast Event Series?  

The Breakfast Series is for you if you want ideas on how to get better sales outcomes – NOW.  

So if you’re in one these positions – the sales breakfasts are a must:  

• Professional Salesperson
• Sales Manager
• Channel or Partner Manager
• Business Development Executive
• Marketing Manager
• SME owner
• or someone who wants to keep up-to-date on the latest ideas and innovation in the world of professional selling

And – sales trainers, consultants and coaches who want to know what’s happening in the sales world.  

And, especially, specialists in HR and recruitment who work with, or recruit, sales and sales management professionals.  

Who Has Attended Sales Effectiveness Events  

These are just some of the organisations who’ve attended sales Effectiveness events in the last two years:  

• Australian Consolidated Press
• Macquarie University
• BT Financial
• 3M Australia
• Sydney Credit Union
• Fairfax
• Freedom Furniture
• Daikin
• Fuji Xerox
• Electrolux
• The Brisbane Broncos
• NRMA
• News Limited
• Clayton Utz
• GHD
• Macquarie Bank
• Abbott Laboratories
• IBM Learning and Development
• World Vision
• Optus
• Australian Defence Credit Union
• BSI Learning
• Kennards Hire
• Page Up People
• EVT Marketing

Plus many more – and a host of Australasia’s leading SMEs, consultants, coaches and trainers.  

What have people said about Sales Effectiveness events?  

The Sales Forum was a great event. I loved the range of speakers on the same subject. I got a heap of ideas to help my sales activity. I’ll be at the next Sales Effectiveness event for sure.  

Kye G – Macquarie University  

Even if I can’t get to Sales Effectiveness events – I try to make sure my staff do. We always get real practical information that we can apply directly in our day to day sales efforts. Thanks, Paul.  

Rob B – Fuji Xerox Australia  

As a coach and trainer I want to keep up to date with changes and new ideas about professional selling. The Sales Effectiveness events always deliver these outcomes for me. This new one seems great – great presenters, and if I miss a session I get the DVD of the entire event. What a fantastic idea and a great use of technology.  

Lynora B – Coach and trainer  

“We sell high value software solutions and seek to stay well informed concerning innovations in professional selling. Sales Effectiveness events are excellent and I’d recommend them to anyone seeking the best possible results from their sales efforts.”  

Tony H – Objective Corporation  

I love the web-site. It always has great new articles to inform and start me thinking about ways to grow my business. As a real estate agent, a lot of what I get is very industry specific. What I like about Sales Effectiveness is that it takes ideas about selling from different places – which means I’m ahead of my competitors in a very competitive industry. The Breakfast Series is already on my agenda.  

Darren S – First National Real Estate  

As a consultant on strategy, I’ve also got to be a salesperson. I find Sales Effectiveness events a great way to get ideas from people who are experts in the field. Thanks, Paul, for a great morning. Today was great value – I’ll be back for more!  

Ian W – Strategy Consultant  

Meet your host – feel free to ask any questions.  

Your conference host is Paul Sparks from Sales Effectiveness Australasia. As your host, my job is to make your conference experience the best and most valuable it can be. If you have any questions – at any point before during or after the conference, please contact me directly on either:  

Phone in Australia – 02 9807 7077, or 0418 614 485  

Phone from outside Australia – +61 2 9807 7077, or +61 418 614 485  

Or email me at paulsparks@saleseffectiveness.com.au  

Your 100% guarantee of our performance 

My guarantee to you is simple. Because I know all the presenters in the series have a great message, I know you’ll get great value from the series. And if you apply just a few of the ideas presented you WILL get better sales outcomes. BUT – if you don’t believe you’ve received great value from the conference series – let me know and I’ll organise an immediate refund of your conference fee. No more questions, nothing else you need to do. I personally guarantee your satisfaction. Paul Sparks, Sales Effectiveness Australasia