The 2012 ThinkSales sales Leadership Conference

Here's a look at the some of the great topics that will be covered at the conference.

Aligning Strategy and Sales

The Challenge

For many companies, a key to profitable growth is eliminating the common gap between big-picture strategy and the nitty-gritty of sales implementation.

Key Outcomes

The keynote session focuses on causes of that gap and key levers available to sales leaders and other business unit managers for closing the gap. Additional take-aways include:

• Shared Vision: Do sales efforts align with stated strategic goals?
  
• Opportunity Management: Does the sales force win the right deals?
  
• Productivity: How does a company continuously improve sales productivity by doing the right things correctly and so enable better customer management?

So What, Now What: What can You do in Your organisation? For each of these topics, the attendees will receive a brief self-assessment diagnostic to use with the team when they return to their companies.

Building a Sales Improvement Programme that Works:
DHL Case Study

The Challenge

Develop a sales improvement programme that successfully grows sales and market share and improves margins for DHL's 1 500-person sales force in the Asia-Pacific region.

Key Outcomes

Content includes understanding and aligning with business strategies, identifying and focusing on areas with the highest potential, driving sales programmes to specific, actionable initiatives and developing performance scorecards and tying results to individualised training and coaching. Additional take-aways include:

• How DHL uses a scientific sales improvement process to maintain peak performance levels
  
• How to define where to invest scarce resources, and where not to invest
  
• How sales improvement programmes can be customised to divisions, geographies, each manager and each sales person
  
• How sales scorecards drive targeted, objective feedback, training, coaching and ultimately success

The Impact of the New Digital Environment on Selling

The Challenge

How digital is changing the way customers behave due to their ability to gather information off the web and how this is impacting sales and selling today.

Key Outcomes

• The challenges this creates in the B2B and B2C environment
  
• Alignment needs for marketing and sales

Creating Predictable and Profitable Revenue Growth

The Challenge

How to capitalise on the high-value solutions your company is heavily interested in creating, but which are not delivering the profitable growth expected.

Key Outcomes

The keynote session focuses on how value leakage could be sabotaging the execution of your strategy. It illustrates how there is no value until your customers comprehend and invest in the total value of your solutions and can accurately measure net profit impact. You will learn how to manage the converging forces of market complexity and commoditisation and to translate your strategy into bottom-line results.

• Understand why your customers' net profit is the key measurement for profitable growth
  
• Consider how value leakage may be threatening your profitability
  
• Recognise how a solution's value becomes fragmented and commoditised
  
• Seven tough questions to bring your leadership team into alignment

Tickets are limited so book soon!

For more information and bookings please visit http://conference.thinksales.co.za/or miss it, your competitors won't mind.

Date: 9 and 10 October 2012
Venue: Sandton Sun
Contact: Janine Lombard on 011 886 6880
Email: zib.selaskniht@stneve