As an attendee to our CEO Operations track, you will receive prescriptive, actionable instruction covering the most important areas in successfully managing and growing your IT and Managed Services practice. Discover the best techniques and tools to use during the hiring process to hire the right staff for the right positions the first time, and implement an effective incentive and compensation plan to motivate your team to increase performance and reduce staff attrition. Learn our exclusive 51 step process to manage the marketing, sales and on-boarding processes for closing opportunities that are so effective they can increase your closing success by as much as 85%!
You will also learn how to run your IT practice by the numbers as we dive deep into your Service Leadership Index™ Solution Provider Fundamentals Profitability Benchmark and identify areas to reduce costs and increase profits while evaluating your company’s performance against best-in-class providers that share your business model. In addition, you will learn where your sales engineering and project management processes require improvement, and how to modify them to reduce losses and scope creep. Finally you will learn our proprietary 3-appointment sales closing methodology to sell on value and that correctly integrates the fundamental 7 step sales process with Question Based Selling™ techniques to properly identify pain, alternatives and solutions in the correct order to compel your prospects to do business with you.
- Find out how to structure your organization for successful growth and efficient operations
- Identify Key Performance Indicators and work with your company’s Fundamental Service Leadership Index™ Solution Provider Fundamentals Profitability Benchmark to measure your performance against best-in-class providers
- Discover how to use DISC, PIAV and SSI Behavioral profiles for hiring right the first time and team-building
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- Determine and blueprint critical staff roles within your organization and create win-win compensation strategies to reward performance and increase your net profits
- Review effective hiring processes for sales and technical staff for IT solutions and Managed Services sales and delivery success
- Learn a 51 step marketing, sales and on-boarding process to increase your sales success up to 85%
- Receive sales engineering and project management best practices instruction to reduce losses due to poor discovery and scoping and eliminate scope creep to increase project profitability
- Discover our proprietary 3-appointment sales closing methodology to sell on value and compels your prospects to do business with you
This Track is recommended for: CEOs and Business Owners
