Ed McCarthy and Phil Horne Present:Creating Lasting Engagement:
A Role for Sales Training and Field Coaching

For years, researchers have studied the link between employee engagement and productivity. Never has that link been more important than it is today. In today’s “do-more-with-less” business environment, sales training organizations need to demonstrate a tangible impact on business outcomes. One of the greatest opportunities for sales training to make such an impact is by enhancing the level of engagement across the field sales team. This workshop will focus on the latest insights into the role that employee engagement plays in overall company performance, explore the correlation between engagement and sales productivity, share proprietary research highlighting the prevalence, signs, and causes of “disengagement” in our industries, and review the role of sales training in addressing engagement-related issues.

In addition, attendees will gain real-world insights and a tested approach to empower first-line managers – the “pivot point” for engagement – including tools, skills, and insights needed to accurately diagnose and address engagement-related issues.

Track

Management & Leadership Development

Time and Location

Thursday, 8:00am - 9:30am, St. John's 28-29

Learning Objectives

Participants will learn to:

• Accurately diagnose the impact of plateaued performance within their own sales or commercial organization
• Contrast traditional management development curricula with the needs of field sales or commercial management in the new engagement dynamic
• Complete an engagement action plan that will equip attendees to drive a real-world solution within their own organization