24-25 AUGUST 2016 SANDTON CONVENTION CENTRE • JHB

LEADERSHIP • STRATEGIES • INSPIRATION • RESULTS

LEADERSHIP ESSENTIALS FOR WINNING IN A

DISRUPTIVE BUSINESS ENVIRONMENT

SALES LEADERSHIP CONVENTION 2016

7TH ANNUAL

UPDATED JUNE 2016 32 UPDATED JUNE 2016

84,9%OF DELEGATES RATED THE 2015 CONVENTION

‘VERY GOOD TO OUTSTANDING’

REAL RETURN ON INVESTMENT

03 HOW CONVENTION 2016 CAN HELPWinning today requires inspirational leadership, a differentiated revenue growth strategy and a clear customer engagement process. The goal of the 2016 Sales Leadership Convention is to deliver, with razor-like focus, on these business imperatives. Three globally renowned speakers and six local sales and strategy experts share frameworks, case studies and insights to deliver on the goals and outcomes of Convention 2016. 2016: The four key content pillars Pillar 1: Strategy Pillar 2: Leadership & Motivation Pillar 3: Execution & ProductivityPillar 4: Customer Engagement

02 HOW THIS IS IMPACTING YOU Pressure on revenue and margins is mounting. For B2C companies, buyers are either buying less or shopping around for the best deal. In B2B companies, the sales force is facing stalled deals and no-decisions. Some pressure indicators are: • Strugglingtosecureappointments• Beingtoldbudgetsareonhold• Buyersresortingtopriceasthesimplestdetermining

factor for making purchase decisions • Customers,knowledgeableaboutsolutionsand

alternatives, demand greater value • Salesforcenotdifferentiatinginthemarketplace

and winning less or giving away margins

01 CURRENT BUSINESS ENVIRONMENT Straight Talk. No marketing hype. No sales pitch. Just reality. External market forces are impacting every industry and almost everycompany,definingrevenueandmargins.Nocompanyisprotected from these external forces. • AweakRandwithrisinginterestrates• ProjectedGDPGrowthof0,5%forthenextthreeyears• Apotentialdowngrade• Governmentlackinginleadership• Competitorssellingonprice,creatingpressureonmargins

WHY ATTEND CONVENTION 2016

THIS EVENT IS BUILT TO DELIVER IMPLEMENTABLE, TAKE-AWAY VALUE

“For me; I have reached my objective for bringing my team here – already on day one. So, I am looking forward to tomorrow.”STEVE NELManaging Director, Marine Data Solutions

“ThinkSales has shown us how much opportunity there is in the current market place. And how if we don’t act and capitalise and use the right people to get there, we won’t be able to get there.” JUSTIN VOSSales Capability Manager, Meridian Wine Merchants

“Such great value, but not only value in money, but in thinking for the next two years. We’ve had amazing insight from probably the best line-up of speakers I’ve ever seen at one convention.”MERYL MALCOMESSMarketing Director, Syspro

POSITIONS HELD•CEO/MD 10,0%•Sales&MarketingDirectors 8,6%•SalesManagers 30,0%•OtherManagers 31,0%•Non-Managers 17,5%•NotAnswered 3,0%

SALES FORCE SIZE•1–9 23,0%•10–49 30,0%•50–99 13,9%•100–499 18,9%•500–999 5,9%•1000plus 7,3%

TURNOVER•UnderR20million 8,1%•R20–49million 7,0%•R50–99million 4,2%•R100–499million 25,2%•R500–999million 9,8%•R1billionplus 30,8%

KEY DEMOGRAPHICS: WHO YOU’LL MEET AT CONVENTION 2016 Data from 2015 Attendees

Comments from 2015 Attendees

UPDATED JUNE 2016 54 UPDATED JUNE 2016

He coached the Indian Team that won the 2011 World Cup and united a nation. He’ll share leadership insights on how he achieved this incredible feat and how you can unite your team.

With 28 years of consulting at Accenture, he built a revolutionary TRIED & TESTED 10-step plan to close complex deals.

In 2010 Steve Jobs took his leadership assessment and hired him for personal leadership coaching. Now you can take that same assessment and attend his 4-hour leadership workshop.

• GARY KIRSTEN

• JOHN MATTONE (USA)

• VUSI THEMBEKWAYO

Adrian Gore calls him a great resource for business leaders.

Australia’s former prime minister refers to him as the ‘rock star of public speaking’ and in 2015 he was ranked as one of the top 12

international speakers. This year he’ll assist you in building

your sales strategy.

• CLEM SUNTER

Companies the world over have hired him to scenario plan and assess their risks

– this year he’ll help you assess yours.

AS A FOREMOST PRODUCTIVITY EXPERT SHE’LL HELP YOU GET YOUR PRIORITIES IN ORDER.

• KATE EMMERSON

He’s worked with two globally renowned sales experts and consulted with some of SA’s leading CEOs on sales turnarounds. He’ll share his learnings.

• ANDREW HONEY

He and his partner built SA’s largest ad agency from the ground up through market

smarts and adaptability. In 2015 they sold it for a

reported R1 billion.

• CLIVE BUTKOW

• GIL OVED

Leading MC and motivational speaker

DAY1WHO YOU’LL SEE AT CONVENTION 2016 • ALEX GRANGER

He ran the Great Wall of China in a single attempt; a distance of 4 218 kms. To achieve this he had to run at the pace of a marathon a day for 98 straight days. This feat can only be achieved if you have a purpose. He will illustrate how purpose is fundamental to motivation and leadership.

• BRAAM MALHERBE

UPDATED JUNE 2016 76 UPDATED JUNE 2016

LEARN FROM THE MAN STEVE JOBS HIRED FOR PERSONAL COACHING

BIOGRAPHY

In 2010 he coached the late Steve Jobs of Apple and today is recognised as one of the world’s top ten leadership authorities. In 2015, his Intelligent Leadership, along with Tony Robbins’ Creating Lasting Change and John Maxwell’s 5 Levels of Leadership were named the three Top Advanced Leadership Development Programmes that change lives.

John Mattone is renowned for driving operational success through leadership and cultural transformation and has coached over 200 executives and addressedover500000people.

He is the author of eight books, including three best-sellers: Talent Leadership, Intelligent Leadership and Cultural Transformations: Lessons of Leadership & Corporate Reinvention.JohnholdsaB.S.Degreein

ManagementandOrganisationalBehaviourandanM.S.inIndustrial/OrganisationalPsychology.

A limited list of his clients includes: • Amazon.com• BankofAmerica• Coca-Cola• Ford• FedEx• IBM• KPMG• Microsoft• SmithKline Beecham • Plus over 200 other leading

companies

RECOGNITIONS 1. Oneofnineexecutivecoachesinthe

world awarded the coveted Master Corporate Executive Coach (MCEC) certificationfromtheAssociationofCorporate Executive Coaches

2. Creator of breakthrough leadership and culture assessments, including the Mattone Leadership Enneagram Inventory (MLEI), which served as the centrepiece of the two coaching sessions he conducted with Steve Jobs in 2010

3. Honouredin2015byhisexecutivecoachingpeers(TheAssociationofCorporate Executive Coaches) with the prestigious2015InternationalExecutiveCoachThoughtLeaderofDistinctionAward.

DRIVING EXECUTION THROUGH CULTURAL TRANSFORMATIONA Framework for Accelerating Reinvention to Drive ImplementationToday’s business environment requires CEOsandSalesLeaders to develop and maintain a culture of focused activities and exceptional execution of sales processes and methodologies.

In this presentation, based on John’s New Top-Selling Book, Cultural Transformations, he unveils the critical steps that must be planned and executed in order for any organisation to create and sustain a renewed, winning culture that engages, inspires and unleashes talent in support of driving execution and breakthrough results.

Based on years of research and advising Fortune1000CEOsandseniorleadershipteams, John reasons that the highest performing organisations both embrace and execute 6 critical steps to achieving positive transformation.

John details the critical steps that must be executed in order for your organisation to effectivelyaccelerateitsownreinventionanda culture of action and execution.

KEY TAKE-AWAYS INCLUDE1. Whatiscultureandthedifferencebetween

engagement and culture?2. Why great leadership drives

‘centeredness’, engagement, and a culture of execution.

3. Whatismeantbythe5CulturesofCulture?

4. How to create and sustain a strong and vibrant culture.

5. The6Stepstoshapingculturetosupport operating goals and an engaged workforce.

DAY 1 / KEYNOTE

WHAT YOU’LL LEARN AT CONVENTION 2016

4-HOUR WORKSHOP AGENDASESSION 1

THE OVERVIEW • What can be learned from the

late Steve Jobs when it comes to leadership

• The ‘3 C Pyramid’ for predicting culture and operatingeffectiveness

• RoleModelsofLeadershipandExecutive Maturity

SESSION 2

DRIVING STRENGTHS IN INNER & OUTER CORE

• The Wheel of Intelligent Leadership:UnderstandingLeadership Capabilities (The ‘Outer-Core’)

• The ‘Map of Executive Maturity’• Laws of Intelligent Leadership -

Connecting the ‘Inner’ &‘Outer-Core’

• The 6 Elements of Character• How Character and Values work

together to drive behaviour

SESSION 3

EXPLORING YOUR MLEI PROFILE • Heterogeneous peer groups

are set based on their ‘Predominant Trait’, based on MLEIResults

• In groups MLEI results are shared

• Strategies are discussed for strengthening your traits to leverage strengths and address weaknesses

SESSION 4

CREATING YOUR COMPELLING LEADERSHIP FUTURE

• Peer learning debrief• HowtocreateYourCompelling

Leadership Future• Introduction of the Assessment-DrivenIndividualLeadershipDevelopmentPlanning(ILDP)Tool

• Wrap-upandfinalcommentsand recommendations.

DAY 2 / 8:00-12:00: WORKSHOP

1

2

INTELLIGENT LEADERSHIP WORKSHOP

Part 1:MLEIAssessmentPre-event online leadership assessment & reportPurpose of Assessment: The Mattone Leadership Enneagram Inventory (MLEI) establishes the core inner-traits that all leaders are self-aware of (inner-core traits). The assessment’s goal is to identify the strengths, maturity and vibrancy of these inner-core traits and how these may be translated into external traits (outer-core traits) so leaders can become aware of their leadership style.

The MLEI purpose: Is to know the predominant style taken, what the leaders’ strengths are and how they can be leveraged; as well as to groom weaknesses. The ultimate goal of the assessment is to assist with transformation change of culture and leadership with the focus being on the maturity of the trait. Assessment Administration: The assessment is completed online, takes 20-minutesandthereportisreceivedimmediately.Delegatesarerequested tobringthesereportstotheworkshopon25August.

Part 2: KeynotePowerful 50-minute presentationInthisimpactful50-minutekeynote,basedonJohn’sbest-seller, Intelligent Leadership, he unveils how to overcome self-imposed limiting thoughts and habits. John reveals key insights for unlocking and unleashing greatness in yourself and your teams so you can create a compelling, winning culture that drives operating results. This is achieved through his proprietary Leadership Maturity Model as the foundation for teaching leaders and emerging leaders the predictive components that unlock and unleash their full potential. These insights give delegates a solid foundation for the following 4-hour workshop.

3 Part 3: Workshop4-Hour workshop designed to unleash greatness in leadershipIn the workshop John teaches the principles for game-changing insights on how to overcome self-imposed limiting thoughts and habits. He reveals his key insights for unlocking and unleashing greatness in yourself and your teams so you can drive a stronger, more vibrant culture and operating success.

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