THE JOB OF SALES IS TO CONNECT CUSTOMERS WITH VALUE THAT MATTERS TO THEM

EMEA SALES LEADERSHIP SERIES 2017

Miller Heiman Group

23/03/17MILLENIUM HOTEL

LONDON KNIGHTSBRIDGE

THE JOB OF SALES IS TO CONNECT CUSTOMERS WITH VALUE THAT MATTERS TO THEM

Sales and revenue leaders must grow the top line. It is their core responsibility. To do this many are building and executing strategy to align their organisation.But even great sales organisations are stretched by this challenge. New capabilities must be built…or found. The Miller Heiman Group Sales Leadership Series will explore how sales and revenue leaders are tooling their organisations.

Event Features:

• Keynote counsel from thought leaders within the global sales community.• MILLER HEIMAN GROUP led workshops where you‘ll hear first-hand unique methodologies that

support successful sales leadership and sales team development.• Industry experts offering cutting-edge advice and demonstrating the latest technologies to enhance

sales enablement.• Networking opportunities with participants from diverse industries, sharing peer driven sales

best practices.

This event is to equip sales leaders with the latest insight and strategies to improve sales performance.

EVENT-INFO

AGENDA | MARCH 23

Registration & Refreshments

Welcome & Introduction RICHARD HILTON, Managing Director EMEA, Miller Heiman Group

KEYNOTE: NEXT LEVEL SALES ENABLEMENT. WHY EVEN THE BEST CONTENT AND SALES TRAINING AREN’T ENOUGH. | TAMARA SCHENK, Research Director EMEA, CSO Insights

No doubt, sales enablement is a fast growing discipline in many sales organizations to improve sales results and productivity and to drive longer-term sales transformation programs. In this session, you will learn everything about the latest data on the scope, goals, challenges, and critical success factors of sales enablement. Additionally, you will learn why providing content and training for sale-speople is not sufficient to move the performance needle. And that’s why sales manager enablement is the next critical challenge for sales force enablement leaders to master to achieve the expected results.

MORNING BREAK

WORKSHOP SESSION I

WS 1: SALES READY: WIN FAST LOSE FAST - ALIGNING RESOURCES | DAN DONOVAN, Independent Sales Consultant,

Miller Heiman Group

With many organisations focused on delivering the quarterly results, this workshop showcases a practical approach to accelerating the deals you can win and losing fast on the deals you won‘t.

WS 2: ACHIEVING CUSTOMER-FOCUSED SALES SUCCESS | GUY BOYD, Trainer, Miller Heiman Group

Based on exhaustive research into the critical behaviours that differentiate high-performing sales professionals from the competition, Professional Selling Skills® provides sales executives globally with the skills to conduct customer focused sales conversations, and to achieve mutually beneficial results. During this session you will understand the core principles and key stages of achieving custo-mer-focused sales success, and experience in real-time some of the learning activities that help participants turn concept into practice.

WS 3: THE 9 BIGGEST CHALLENGES TO SUCCESSFUL SALES TRANSFORMATION, AND THE BEST PRACTICES TO OVERCOME THEM | HARRY DUNKLIN, Partner, Miller Heiman Group

Harry Dunklin, the Global Partner leading our Strategy Ready Consulting Practice, will discuss the nine most threatening challenges to any sales transformation, and will share best practices supported by research and experience, that greatly enhance the chances for a successful outcome. Workshop participants will be given the chance to share some of their own stories about challenges they have encountered or are concerned about, and will be given the chance to begin developing their own “change story”, a vital element of the success of any transformational change.

NETWORKING LUNCH

09:30 – 10:00

10:00 – 10:15

10:15 – 11:00

11:00 – 11:30

11:30 – 13:00

13:00 – 14:00

MODUL I

MODUL II

14:00 – 14:30

14:30 – 16:00

16:00 – 16:30

16:30 – 17:15

17:15 – 17:30

17:30 - 19:00

CUSTOMER BEST PRACTICE: TOPIC COMING SOON | THOMAS FOUGERAY, Project Manager Global Sales Excellence,

AirPlus International

Industrie 4.0, IoT, Cognitive Computing und viele Schlagworte mehr umreißen Teilaskpekte oder auch das große Ganze der sich rasant entwickelnden Digitalisierung unserer Welt. In dem Vortrag werden die Grundlagen von Digitalisierung beleuchtet, Hinter-gründe erläutert und Erfahrungen aus konkreten Kundenprojekten geteilt sowie ein Ausblick auf die Zukunft gegeben.

WORKSHOP SESSION II

WS 1: SALES READY: WIN FAST LOSE FAST - ALIGNING RESOURCES | DAN DONOVAN, Independent Sales Consultant,

Miller Heiman Group

With many organisations focused on delivering the quarterly results, this workshop showcases a practical approach to accelerating the deals you can win and losing fast on the deals you won‘t.

WS 2: ACHIEVING CUSTOMER-FOCUSED SALES SUCCESS | GUY BOYD, Trainer, Miller Heiman Group

Based on exhaustive research into the critical behaviours that differentiate high-performing sales professionals from the competition, Professional Selling Skills® provides sales executives globally with the skills to conduct customer focused sales conversations, and to achieve mutually beneficial results. During this session you will understand the core principles and key stages of achieving custo-mer-focused sales success, and experience in real-time some of the learning activities that help participants turn concept into practice.

WS 3: THE 9 BIGGEST CHALLENGES TO SUCCESSFUL SALES TRANSFORMATION, AND THE BEST PRACTICES TO OVERCOME THEM | HARRY DUNKLIN, Partner, Miller Heiman Group

Harry Dunklin, the Global Partner leading our Strategy Ready Consulting Practice, will discuss the nine most threatening challenges to any sales transformation, and will share best practices supported by research and experience, that greatly enhance the chances for a successful outcome. Workshop participants will be given the chance to share some of their own stories about challenges they have encountered or are concerned about, and will be given the chance to begin developing their own “change story”, a vital element of the success of any transformational change.

BREAK

SPOTLIGHT: IS YOUR SALES COMPENSATION PLAN WORKING? | PAUL VINOGRADOV, Vice President and Europe Practice

Leader, Alexander Group

The sales compensation program must keep up with business changes or risks failure. What are the most common signs and reasons for plan failure? What can sales leaders do to ensure the sales compensation program is driving the necessary focus, and helping to attract and retain top sales talent? In this session, sales effectiveness expert Paul Vinogradov will present current trends, remind sales leaders of the principles for designing sales compensation plans that work, share the six analyses to evaluate your current sales compensation program, and suggest action steps to drive program design and implementation.

CLOSING NOTES | RICHARD HILTON, Managing Director EMEA, Miller Heiman Group

DRINKS RECEPTION / NETWORKING

SPEAKERS

VENUEPRCING &CONDITIONS

Millennium Hotel London Knightsbridge17 Sloane St, KnightsbridgeLondon SW1X 9NUUnited Kingdom

Early Bild Ticket: £ 120 + VATEarly Bird Tickets available until February 23, 2017.Standard Ticket: £ 150 + VAT

Please register here: www.leadershipseries.eu

Terms & Conditions: www.leadershipseries.eu/agbs

RICHARD HILTONManaging Director

Miller Heiman Group

DAN DONOVANIndependent Sales Consultant

Miller Heiman Group

TAMARA SCHENKResearch Director EMEA

CSO Insights

GUY BOYDTrainer

Miller Heiman Group

HARRY DUNKLINPartner

Miller Heiman Group

PAUL VINOGRADOVVice President and Europe Practice

LeaderAlexander Group

THOMAS FOUGERAYProject Manager Global Sales

ExcellenceAirPlus International

WWW.LEADERSHIPSERIES.EU

Organiser

© 2016 MILLER HEIMAN GROUP, ALL RIGHTS RESERVED.