| Tuesday 04/21/2015 | ||
 11:30 am - 1:00 pm | Lunch | |
| 1:00 pm - 5:30 pm | Group B Strategic Issues Group Sessions The Strategic Issues Group (SIG) Session can be described as an outside board of advisors. Each APPEX Partner is assigned to a SIG with up to 10 non-competing agencies and 2 facilitators. Agency owners who participate in the SIG share operating strategies in order to expand thinking, break paradigms and maximize learning from each other. The SIG is a think tank group, which is strategic in orientation and serves as a core peer group within which information can be exchanged, accountability implemented and improvement mandated. | |
| 6:30 pm | Group B Offsite SIG Dinners (Optional) Enjoy an evening of networking and dining with the MarshBerry staff and other members of the SIG. | |
| Wednesday 04/22/2015 | ||
| 7:30 am - 8:00 am | Breakfast | |
| 8:00 am - 11:30 am | Group B Strategic Issues Group Sessions The Strategic Issues Group (SIG) Session can be described as an outside board of advisors. Each APPEX Partner is assigned to a SIG with up to 10 non-competing agencies and 2 facilitators. Agency owners who participate in the SIG share operating strategies in order to expand thinking, break paradigms and maximize learning from each other. The SIG is a think tank group, which is strategic in orientation and serves as a core peer group within which information can be exchanged, accountability implemented and improvement mandated. | |
| 11:45 am - 12:30 pm | APPEX Welcome Presentation This session will kick off the spring summit by providing an overview of the membership, introducing new members, and discuss recent network developments. | |
| 12:30 pm - 1:00 pm | Lunch | |
| 1:00 pm - 2:00 pm | Keynote Presentation: Conquering the Seven Summits of Sales Is your sales organization achieving its true potential? What strategies and techniques would transform your sales team into a dynamic force for revenue growth and customer satisfaction? For two decades, Susan Ershler rose through the ranks of sales leadership while simultaneously climbing the highest mountain on each of the seven continents. Now, her mission is to help others secure the financial rewards and personal fulfillment that come with being a top performer. In this presentation, Susan shares the Seven Summit principals that every sales professional must master to consistently achieve top performance year after year. She describes the Project Prepare Persevere methodology that enabled her to lead her sales team to achieve a seemingly impossible $300M revenue goal. She also provides practical techniques for overcoming real-world sales challenges and blowing away the numbers. Attendees will walk away inspired to excel and ready to meet Everest-sized revenue objectives. | |
| 2:15 pm - 3:00 pm | Group B: Educational Breakout Session: Talent Acquisition Track: Recruiting 101 If you are not familiar with the MarshBerry recruiting model or would like a refresher then attend this event. The goal of this session is to provide an overview of what candidates you should look for, how to attract them and establishing compensation, mentoring and training programs that work. | Group B: Educational Breakout Session: Sales Management Track: Running an Effective Sales Meeting Most agencies struggle with running an effective, yet efficient sales meeting. The goal of this session is to share best practices of how agencys with a thriving sales culture conduct their sales meetings. |
| 3:15 pm - 4:00 pm | Group B: Educational Breakout Session: Talent Acquisition Track: Creating a Talent Scorecard Before you can start searching you have to know what you are looking for. In this session we will discuss how to create a Talent Scorecard. This scorecard evaluates potential candidates against traits of high performing producers and the culture you want to cultivate in your agency. When used at each step of the interview process it will create a clear picture that will lead to better hiring decisions. | Group B: Educational Breakout Session: Sales Management Track: New Producer Onboarding When new producers are hired, there needs to be a defined process and timeline the agency can follow with consistency to help make each new producer more successful, and quicker! This session will go into depth on developing a timeline of the milestones that agencys need to teach producers within the first year to give them a better chance for long-term success. |
| 4:15 pm - 5:00 pm | Group B: Educational Breakout Session: Talent Acquisition Track: How to Find Talent With todays advancing technology simply posting an ad in the classifieds or to a job board will not build a sufficient candidate pool to fill your position. In this session you will learn, from our professional search consultants, about the most modern search tools that are available and how to effectively use them. Additionally we will discuss how to best position your agency to attract the right talent. | Group B: Educational Breakout Session: Sales Management Track: Should My Agency Have a Sales Manager? Most agencies struggle answering this question. There are a number of factors that go into whether or not an agency should have a full time sales manager, or multiple people splitting the responsibilities. This session will discuss the various sales management duties within an agency and how to compensate the individual responsible for those duties. |
| 5:30 pm - 6:30 pm | APPEX Women in Leadership - Cocktail Reception Join us for the inaugural APPEX Women in Leadership forum event.
| |
| 6:00 pm - 10:00 pm | PINnacle Society Awards Dinner Join us to celebrate the highest performing agencies in APPEX. Award ceremony will take place at 6:30 pm, please join us to congratulate all of our award winners. | |
| Thursday 04/23/2015 | ||
| 6:30 am - 7:30 am | MarshBerry Fun Run/Walk Exercise is proven to boost brain power by increasing the blood flow to the brain, bringing it glucose for energy and oxygen to soak up toxic electrons that are left over. It also stimulates the protein that keeps the neurons connecting. Join us for a 3 mile fun run/walk to boost your brain power. | |
| 7:30 am - 8:15 am | Breakfast | |
| 8:00 am - 8:45 am | State of the Industry | |
| 9:00 am - 12:15 pm | Group B Strategic Issues Group Sessions The Strategic Issues Group (SIG) Session can be described as an outside board of advisors. Each APPEX Partner is assigned to a SIG with up to 10 non-competing agencies and 2 facilitators. Agency owners who participate in the SIG share operating strategies in order to expand thinking, break paradigms and maximize learning from each other. The SIG is a think tank group, which is strategic in orientation and serves as a core peer group within which information can be exchanged, accountability implemented and improvement mandated. | |
| 12:00 pm - 1:15 pm | Lunch | |
| 12:15 pm - 1:15 pm | Advisory Council Lunch (Advisory Council Members Only) | |
| 12:15 pm | Group B Adjourned | |
