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S A L E S A P P R E N T I C E S H I P S & B E YO N D
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GLOBAL
Thur sday 5th October at The London Stock Exchange, 09.00 - 17.00. Registration from 08.30
GST XIII
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THE BIG BANG OF SALES PROFESSIONALISM –
SALES APPRENTICESHIPS & BEYOND –
Theme 1 : The Big Bang of Professionalism | 2017 represents a landmark in the development of the sales profession. The UK government has approved the first-ever apprenticeship standard for business-to-business sales professionals in England, which will enable participants to gain a Bachelor’s degree qualification on completion of their apprenticeship. The significance of this is that for the first time, B2B sales is being recognised as a truly professional activity. Going forward, employers (and even customers) are likely to recognise the apprenticeship as a new benchmark for standards of service, the implications of which would be profound. Further, it is no secret that there is a shortage of quality sales talent in business; a growing pool of “ready-made” talent available to fill sales positions – will go a long way towards addressing that. To mark this catalytic moment – and the convergence of other activities centred around sales professionalism – Consalia will focus its 13th annual Global Sales Transformation (GST) Conference on ‘The Big Bang of Sales Professionalism’ and the driving forces that will take sales into a new ‘professional’ era. Theme 2 : Failing, to Succeed - Reflective Practice | We argue the case that the pace of change in our markets ushers in an era of super-complexity. In such times, learning agility and the ability to constructively reflect – in, on and for one’s actions – have become possibly the most important competence required of senior sales leaders, running high performing sales teams. As part of this, we will be joined by a clinical psychologist in addressing the notion of failure as a key driver of innovation – a concept that is perhaps slightly counter intuitive, in an environment where ‘it’s all about winning’. Theme 3 : Personal and Organisational Transformation | As with all our GST events, we invite opportunities for the latest sales practitioner research. We have two of our Masters Alumni from Sony Mobile presenting their final MSc research findings. Offering insight from both a Marketing and Sales perspective, they will present their findings on the creation of compelling value propositions and in creating a world-class distribution network. We also hear the personal account of the new Group MD of the APS, from her origins in ‘engineering’ through to leading one of UK’s largest sales teams. And, at an organisational level we explore one organisation’s continuous journey to transform its sales organisation, due to its unique buy and build business model. Theme 4 : Singularity - the Future of Sales? | Here we take a futuristic view of what the world will look like in years to come with the advent of digitization. To what extent will AI influence sales? This is a panel session led by the Editor of the International Journal of Sales Transformation with panelists from Wipro, SAP Ariba, insidesales.com, CPM and Warwick University. When | Where | Tickets |
Thursday 5th October 2017 from 09:00 to 17:00 (registration from 08.30) The London Stock Exchange, 10 Paternoster Row, London, EC4M 7LS Available on our Eventbrite page. Ask about APS & Alumni discounts.
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Dr Philip Squire, CEO Consalia Ltd. Prior to establishing Consalia, Philip began his career within the banking and financial services sector for HSBC and later within the Mercuri Institute. In 2006 he completed his post-graduate doctorate, which explored ‘Complex (Global) Account Selling Effectiveness’ and the extent to which a values-based approach to developing relationships with customers, enhances sales performance. This much-validated ‘Mindset’ approach, now underpins the learning and performance culture of Consalia. Philip is passionate about enabling the highest professional standards for sales, having established the first work-based Masters programmes for Sales Transformation. Philip also serves on the Board of Trustees for the APS.
Graham Davis, Group Sales Director Royal Mail Group Graham is an industry respected advocate for the professionalisation of sales. His passion and commitment led him to Chair the industry B2B Sales Professional Trailblazer Group to drive the innovation and delivery of the first ever degree level accreditation for sales apprentices, launched in September 2017. He is a driven leader, recognised for delivering sales performance through people engagement and empowerment. Graham has set organisational sales vision and direction throughout periods of economic uncertainty, competitor challenge, industry regulation and decline; designing and delivering multi-channel efficiency and effectiveness through a 400-strong engaged and empowered sales team with a sales target of £4bn. Graham is a widely recognised expert in the parcels, logistics and mail distribution marketplace.
Jonathan Mitchell, Deputy Director - Standards Development Institute for Apprenticeships Until earlier this year, Jonathan Mitchell had worked as a teacher and senior leader in leading schools in Scotland, England and America for seventeen years. His commitment to outreach, curriculum development and training at national and local levels led to involvement in qualification development, leading national educational conferences and the building of curricular partnerships between employers and schools. In April 2017 he joined the newlyformed Institute for Apprenticeships as Deputy Director with responsibility for Standards Development, leading a team of officials working with employers ensuring the creation of high quality standards leading to high quality apprenticeships.
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Ian Helps, General Manager Consalia Ian started his career in scientific research before completeing an MBA from Henley Business School. Prior to joining Consalia, Ian worked for the likes of Invensys, Conoco Philips, E.ON and then Shell developing specialities in strategy and commercial development, working with some of Europe’s largest energy companies. Whilst at Consalia, Ian has worked with a variety of companies including IT, healthcare, energy and financial services. His core passion is developing leaders to reach their potential and he regularly receives extremely positive feedback from workshop attendees. He has been a core developer and lead deliverer of the Consalia Masters programme. In addition to his role as Director of Consalia, he is on the advisory board of the Association of Professional Sales and chairs their standards and ethics practice working with EY.
Dr Samuel West, Licensed clinical psychologist, PhD in organisational psychology with a focus on innovation. Director of the Museum of Failure in Sweden Along with my research at Lund University, I have for the last ten years worked as a consultant helping organisations improve their climate for innovation. My thesis (2015) was entitled Playing at Work: Organisational Play as a Facilitator of Creativity. The elements of playfulness such as experimentation and exploration are key factors for innovation. These days I don’t do anything but work with the museum and do workshops and talks related to the mission of the museum. Before getting into innovation, I worked as a clinical psychologist (cognitive behavioral therapy) with my own practice. I am American-Icelandic and live in Sweden.
Dr Christine Eastman, Senior Lecturer Middlesex University Dr Christine Eastman is a senior lecturer at Middlesex University and programme leader for the MSc Professional Practice in Sales Transformation programmes. She is widely published and has research interests in promoting strategies to solve work based problems from and interdisciplinary perspective such as business, psychology, economics and philosophy to inform professional practice. Christine has extensive experience of working with a broad range corporate groups to stimulate professional learning and won the ‘Most Inspirational Teacher award at Middlesex in 2016. As well as being a qualified coach, Christine also supervises Professional Doctorate candidates at the University.
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Maurice Van Tholen, Product Marketing Director Sony Mobile Educated as a Master in Technology & Innovation from the Rotterdam School of Management, Maurice has 20 years experience in the telecommunications industry and has been based in Sweden, Germany, Singapore and currently lives in The Netherlands. His experience spans from software and advanced technology sourcing, technical marketing and area business management to product marketing. Maurice is passionate about propositions and has recently achieved a Master’s degree with distinction at Middlesex University for his final paper on “The starting point of propositions”. His paper looks at where companies start building propositions, what factors influence the starting point and how company strategies (could) impact the starting
Steve Gaskell, Director of Pan European Accounts Sony Mobile Steve’s experience in retail and manufacturing spans over 25 years within the consumer electronics industry. After completing a retail degree Steve started his career as a buyer. His last role in buying was with Carphone Warehouse (Commercial Director Europe), managing contract negotiations, Far-East sourcing and developing the European Buying team. After eleven years as a buyer Steve transitioned into senior sales roles within Motorola, heading up their European mobile accessory business and General Manager for Middle East & Africa. Steve has spent the last eight years within SONY Mobile, initially based in Munich as Head of Sales, before moving back to London to lead their Pan European accounts for Retail, On-line and Distribution channels; a business worth half a billion dollars.
Ben Dorks, Chief Customer Officer ideagen Ben Dorks is Chief Customer Officer of Ideagen PLC one of the UK’s fastest growing technology companies with 71% CAGR and over 10 acquisitions in the last 4 years Ben is responsible for the total relationship with customers through management of global sales, marketing, product and professional services. He has over 15 years’ experience helping companies fast-track their growth strategy and has also started and sold his own business. Previous to this, Ben has held a variety of sales and management roles for Applied Group, TSF Group, and others.
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Denise Bryant, Group Managing Director The Association of Professional Sales With a 30 year track record of success in sales and management, Denise is now the Group Managing Director of the Association of Professional Sales. Formerly the Arrow UK Sales Director, Denise managed circa £1bn p.a. of sales into partners and SI’s. Within UK IT Distribution, the efficacy and capability of a distributor’s salesforce is a key differentiator and therefore Denise has long been a passionate advocate of the highly skilled, engaged and motivated salesforce. She is now relishing the challenge of enhancing the image of the Sales Profession, ensuring Sales becomes a profession of choice and aiming for Chartered status for the Sales Profession by 2020. Denise is married with two sons and lives in Nottinghamshire.
Robert Racine, Vice President Global Sales Enablement Wipro Technologies Robert has over 36 years experience working within the IT sector, having started his career in IT delivery with CGI. Robert has held various sales leadership roles at Oracle, SAP, EDS (through Revenue Storm) and TCS. Over his career Robert has led numerous sales transformation programmes. As part of an enterprise wide initiative to transform sales at Wipro, Robert has put in place a new central function called ‘Global Sales Enablement’ to equip the organisation to deal with transformation and change effectively. A global executive, he has broad experience in all aspects of revenue growth, including demand creation, deal shaping, sales management and sales coaching. Robert has extensive on-the-ground operational experience from locations across Europe, N.America and India. He is also an experienced business excellence assessor.
Paul Devlin, General Manager, EMEA & MEE SAP Ariba Having successfully built the SAP Hana business across EMEA and the Middle East, Paul is now responsible for the success of the SAP Ariba business across EMEA and MEE. A thought leader and Industry veteran, Paul has over 20 years of leadership in Sales and Consulting, where he has held various leadership positions in the UK, Middle East and USA, having held senior roles with SAS, Teradata and Micro Strategy, before joining SAP. Paul graduated in 2016 with a Masters in Leading Sales Transformation at Middlesex University. Paul also holds advanced Leadership certification from Cranfield University UK and Centre for Creative Leadership in Colorado USA.
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Mike Hughes, Chief Executive Officer EMEA CPM Group Mike is Chief Executive Officer of CPM Europe, part of the world’s largest sales outsourcing business and also of Omni ISG, a leading provider of cloud based sales force effectiveness software. Both businesses are owned by Omnicom Inc. He has worked for Omnicom since 1993 and his experience covers a wide range of client management, commercial and business development assignments. Prior to Omnicom, Mike worked for Marley plc and Carlson Marketing Group and is an alumnus of the Business School of the University of the West of England.
Martin Moran, Managing Director, International InsideSales.com Martin has over 25 years of experience in managing and growing business operations across a variety of industries in Europe and globally, bringing a proven track record for building high-performance sales organisations. At InsideSales.com, Martin is responsible for leading the company’s regional growth in Europe, the Middle East and Africa (EMEA). Martin joined InsideSales.com from Lumesse Limited, where he served as general manager and senior vice president for EMEA. Prior to this, he was responsible for sales and geo leadership roles at ServiceSource International and at Salesforce. Martin has also driven revenue growth for wellknown technology companies like Oracle and Skype. He holds an accountancy degree from Brunel University in London.
Prof. Dr. Nick Lee (BCA, BCA(hons.), Ph.D.) Warwick Business School Nick is Professor of Marketing at Warwick Business School and the Honorary Chair of Marketing and Organisational Research at Aston Business School. His research has won mutliple awards with interests areas that include sales management, social psychology, research methodology and ethics. He is the Editor in Chief of the European Journal of Marketing, the Section Editor for Sales Research Methods for the Journal of Personal Selling and Sales Management, and he serves on the review panel or editorial board of several other journals. Nick is an Honorary Fellow of the APS where he directs their research activities. He also holds strategic advisor positions for a number of innovative sales companies including Datamind and Elephants don’t Forget. In 2009, Nick was featured in The Times as ‘one of the 15 scientists whose work will shape the future’.
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The Big Bang of Sales Professionalism
Theme
Timing 08.30
Speaker
Company
Research Topic
Arrival and networking
09.00 - 09.30
Dr Philip Squire
Consalia
The big bang & beyond of sales
09.30 - 10.10
Graham Davis
Royal Mail Group
Our story : pioneering B2B Sales Apprenticeships
10.10 - 10.30
Jonathan Mitchell
Institute For Apprenticeships
An institutional recognition of sales, the profession
Failing, to Succeed
Break for tea & coffee 10.50 - 11.30
Ian Helps
Consalia
Education & sales, the great learning shift
11.30 - 12.10
Dr Samuel West
Clinical Psychologist
Emotional avoidance & failing, to succeed
12.10 - 12.30
Dr Christine Eastman
Middlesex University
Learning to succeed from a more powerful place
12.30 - 12.50
Workshop : Shift where you operate from
Personal & Organisational Transformation
Break for lunch 13.50 - 14.10
Maurice Van Tholen
Sony Mobile
Influencing product innovation in large organisations
14.10 - 14.30
Steve Gaskell
Sony Mobile
Breaking my glass ceiling
14.30 - 14.40
Q&A
14.40 - 15.00
Denise Bryant
Association of Professional Sales
My personal journey & the shift in a profession
15.00 - 15.20
Ben Dorks
ideagen
#FitForGrowth - A transformation story Q&A
15.20 - 15.30
Singularity - The Future of Sales?
Break for tea & coffee
15.50 - 16.40
16.40 - 17.00
Robert Racine
Wipro Technologies
Paul Devlin
SAP Ariba
Mike Hughes
CPM Group
Martin Moran
insidesales.com
Prof. Dr. Nick Lee
Warwick Business School
Dr. Philip Squire
Consalia & Sponsor - Conference Close
17.00 Onwards Networking at the Happenstance, Paternoster Square
An International Journal of Sales Transformation plenary session facilitated by Nick de Cent, Editor
Consalia is a global sales transformation company driven by a passion to make sales the world’s most sought after profession. Grounded in research, our unique system for learning (CLS™) offers a distinctive approach to learning & development that genuinely transforms sales performance. We deliver provable top line growth and sustained behavioural change by addressing the Mindsets™, which govern how people think and sell. This philosophy underpins our customised learning and sales education up to a university accredited level. W: www.consalia.com
E: info@consalia.com
T: +44 (0)20 8977 6944
Middlesex University has a reputation for the highest quality teaching and research that makes a real difference to people’s lives and a practical, innovative approach to working with business to develop staff potential and provide solutions to business issues. We teach 40,000 students and have campuses in London, Dubai and Mauritius; and 21 offices around the world, the largest university network. The University has won a Queen’s Anniversary Prize for Enterprise in 2011 for International work, this followed an earlier award for work based learning. Middlesex University collaborates with clients across all sectors to embrace learning in the workplace through accreditation and bespoke staff development to tackle a wide range of organisational challenges and ensure impact. W: www.mdx.ac.uk/business
E: corporate@mdx.ac.uk
T: +44 (0)20 8411 5050
The Association of Professional Sales (APS) has been developed by practising sales leaders in response to a clear set of needs. Our collaborative philosophy brings together sales leaders, professionals and academics at the forefront of the sales profession, all passionate about the recognition of sales and its development. We recognise the need for the sales profession to have a body that has credibility amongst senior practitioners to represent the profession to UK Plc, Government, Business and Consumer levels, and leading the thinking of Ethics, Standards and their implementation. We also aim to develop the understanding of sales and create a destination for those unaware of sales as a career option. W: www.associationofprofessionalsales.com
E: enquiries@the-aps.com
The International Journal of Sales Transformation exists for the promotion of sales excellence among global corporates. Our subscribers are sales leaders, sales performance specialists, CEOs and academics with an interest in sales strategy, talent and execution. Focusing on complex sales and transactional selling at scale, our content is a mix of quality journalism, insightful opinion and research by current sales leaders and academics. W: www.journalofsalestransformation.com
E: info@journalofsalestransformation.com
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