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MANAGER TRACK
The Manager Track is for sales managers, directors, VP's of Sales and other manager-level members of a sales organization. This track is built to provide you the knowledge of today's hottest sales topics and mission critical tactics specially designed for the sales manager. Rather than a high level view of sales management, we broke out our workshops into highly specialized learning sessions to solve specific problems.
Manager Track Venue: Graybar Building - 420 Lexington Avenue, New York, NY, 30th Floor
The Manager Track is located on the 30th floor in 420 Lexington Ave. We have an amazing space with breakout rooms, a loung/waiting area, and outdoor balconies. For pictures of the venue, scroll to the bottom.
VIEW MANAGER TRACK LOCATION ON GOOGLE MAPS
Session I: Hiring and Onboarding Reps
June 14, 2016 9:00am - 12:00pm
Richard Harris, Dave Greenberger, Bryan Rutkofsky
Summary: Hiring and Onboarding reps is the first and most critical part of scaling your sales organization. In this session you will gain an get in-depth, tactical understanding of how to hire and onboarding your sales reps for long-term success. The combined experience between the three instructors spans hiring and onboarding nearly 1,000 sales reps. In this session, learn:
- How to hire candidates
- How to onboard new employees
- How to let go of employees not working
Richard Harris brings over 20 years of technology and has led and consulted with a wide range of organizations including start-ups, mid-size companies, and global organizations. Richard is head of consulting and training at Sales Hacker.
David Greenberger is Head of Sales at Splash, a New York City based-startup. Before Splash, Dave was National Director, Sales and Merchant Partnerships at Foursquare. His experience is in building high intensity, culture first sales teams in the NYC startup space. He is co-founder of BuildingTheSalesMachine.com, a tactical community for startup sales leaders.
For the past 9 years Bryan Rutcofsky (aka Rutco) has served as head of sales for Yext. He built the organizations SMB sales team and currently sits as the RVP of Partnerships. Prior to Yext Bryan spent time in Florida working his way up the ladder at FDN Communications.
Session II: Build your SLA and Sales Playbook
June 14, 2016 12:30pm - 3:30pm
Richard Harris, Sean Kester, Zach Lawryk
Summary: In this session, we are going head first into all the steps of the customer acquisition and renewal machine. By the end of this session you will walk out with an SLA (from lead to renewal) and a playbook for the entire lifecycle of a client; SDR to AE, AE to Sales Engineering, Sales Engineering to Customer Success, and Customer Success back to the team. Once you learn the different ways to run these types of roles, learn how to tie it all together with a series of SLA's. Sean Kester, special guest speaker, essentially wrote the standard for the SaaS SLA's.
- Dive into acquisition machine playbook from prospecting to customer success (from lead to renewal) - customer acquisition and renewal playbook
- How to tie it together with a series of SLAs
- Attendees will walk out with a table of contents for their playbooks and SLAs
Richard Harris brings over 20 years of technology and has led and consulted with a wide range of organizations including start-ups, mid-size companies, and global organizations. Richard is head of consulting and training at Sales Hacker.
Sean Kester joined SalesLoft as the first-ever sales development rep to lead the efforts of specialization from the traditional sales organization. As the Head of Sales Development, he quickly built, implemented, and scaled a process for the sales development team that is now the largest group inside the company.
Zach Lawryk has been a sales engineering or presales leader for Salesforce.com, Get Satisfaction, and Box. He now leads Sales Engineering at Optimizely and loves finding new ways to enlighten customers.
Session III: Sales Training and 1:1's
June 14, 2016 4:00pm - 7:00pm
Richard Harris, Jim McDonough, Jon Birdsong
Summary: As the sales manager/director, you are the head coach of the team. Sales Training and 1:1's are the way to ensure that your process continues to iterate and get better and better. By the end of this session, you will walk out with a plan for ongoing training and 1:1's with your team. Richard Harris has over 25 years of coaching and training, including working directly with another instructor (Jim McDonough), where you'll hear their story working together through the years. We will also be joined by Jon Birdsong, CEO of WideAngle and an expert in 1:1 sessions.
- Sales Training
- Gamification (motivation)
- 1:1 best practices
- Attendees should walk away with clear, actionable sales training plan and 1:1 plan
Richard Harris brings over 20 years of technology and has led and consulted with a wide range of organizations including start-ups, mid-size companies, and global organizations. Richard is head of consulting and training at Sales Hacker.
Jim McDonough is a sales executive that has spent the past 10 years in early and expansion stage software companies. Jim is currently the Vice President of Sales and Customer Success at Attend, Inc. an Event Management and Engagement tool designed to help sales professionals have smarter conversations with prospects and customers before, during, and after events.
Jon Birdsong is the CEO of WideAngle. Better relationships produce better results. The best way to systematically build professional relationships is through weekly 1:1's. Companies including General Electric, At&t, MuleSoft, and many more use WideAngle to make sure 1:1's happen, are productive, and documented. Before starting WideAngle, Jon was Head of Growth at SalesLoft.
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