Wednesday, 19 October 2016 from 08:30 to 11:00 (BST)
In-Market Coaching, Lance Mortimer & Kathryn Barlow, Level 3
This session will help sales leaders and managers to understand the definition of coaching, how and why to provide it and the expected productivity and motivational gains that can be expected from running a coaching culture. Lance Mortimer and Kathryn Barlow from Level 3 will take you through their philosophy for coaching, building a case for it and taking you through the journey they have been through to put a coaching culture in place in EMEA.
At the end of the session, you will be able to take away tips and ideas to help you to embed this key leadership tool into your own organisation.
Kathryn is developing a Sales Effectiveness function for Level 3‘s EMEA region reporting to the SVP Sales, EMEA. Prior to this, Kathryn has extensive experience as a Global Account Director in the telecom sector leading Enterprise sales.
Lance Mortimer – Chartered Occupational Psychologist, who has over 20 years’ experience working in the world of sales. Lance currently leads the Sales Talent development programme for EMEA at Level 3, combining best sales practice with contemporary psychological theory.
8.15 - Registration, refreshments & networking
8.45 - Welcome from the Association of Professional Sales
8.55 - In-Market Coaching
10.30 - Practitioner debate
11.00 - Feedback, Outcome, Stance
11.15 - Networking & Member Exchange / Close
Kathryn & Lance will be joined by two of their Sales Directors, Neil and Jon, will participate in a short interview with Lance to give their perspectives how they implementing our in market coaching approach.
Neil has over 25 years sales experience in telecommunications, 15 of which have been as a manager of sales teams. Neil has a passion for helping develop people's skill sets and capabilities and has recently successfully completed the Institute of Leadership and Management (ILM) certificate in Coaching and Mentoring.
Jon has over 10 years strategic sales experience in Telecommunications and has recently progressed to managing a Global Accounts sales team. Jon believes that coaching is a fundamental skill to develop to achieve a high performing team and has recently completed Level 3’s sales management development programme.
APS Fellow / Manager Event
Many thanks to our Skills Partner
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Association Of Professional Sales
The Association Of Professional Sales is a not for profit organisation that has been created to work closely with the key thinkers and leading practitioners within the selling community developing knowledge that can be applied by all organisations and practitioners and those who are committed to improving the sales practice.