KUDOS!
SIX WEEKS TO CREATE THE INTERNAL WHOLESALER OF THE YEAR AWARD 

SEPTEMBER 16- OCTOBER 28, 2020
WEB VIDEO CONFERENCE SERIES

Register On-line

*Registration requires an invitation code

Request Invitation Code

MORE THAN A MEETING - DELIVERABLES - ABOUT THE AWARD - CURRENT CONTEXT
MEETING OBJECTIVE - AUDIENCE- SCHEDULE - AGENDA - COST

MORE THAN A MEETING...

The 2020 Annual Meeting of the Internal Sales Desk Roundtable will consist of a series of 5 video web conferences with the objective of designing an award and a best practice research program to inspire internal sales desk consultants past the COVID-19 Pandemic. This series follows the successful pattern established for other EACH Enterprise roundtables and comes on the heels internal sales desk personnel census report.

• 5 video web meetings (MS Teams or Zoom)
• 7.5 hours of stimulating discussion with your peers at a critical time
• Input into an internal wholesaler kudos award that can revolutionize the sector

The structure of the 2020 meeting allows registered attendees to delegate a substitute to sessions they are not able to attend personally.

Multiple staff will be deployed at each video conference to create a stimulating experience with conversation taking advantage of pre-session polling, instant polling, chatting, visual, video, and audio content. In the likely event registration exceeds 20, the group will meet in breakout sessions to facilitate discussions. Notes will be shared across groups.

Opportunity to provide input into the program at a 60-minute planning meeting July 8, 2020 at 3:30 p.m.

BENEFITS

 A series of web meetings is the ideal approach for the internal sales desk manager roundtable in the current context

• Allows leaders with tight schedules to participate
• More productive collaboration on a project from week to week (e.g. organization of an awards, production of a report)
• Delegate a substitute when you are not personally available, and still benefit of discussions
• Work done between sessions and reporting at the next session (e.g. polls, fact-finding research)
• Ease of moving from one breakout session to the next
• No risky air travel or hotel stay

DELIVERABLES

• Description of the Kudos award, including its name, criteria, jury composition, schedule, and nomination form just in time for the first award to be delivered for October 2020
• Final questionnaire and preliminary Internal Sales Desk Activities report
• Collaborative report based on meeting notes, including polling results

ABOUT THE AWARD

One decision to make at the 2020 meeting of the Roundtable is to name the award. Following up on our discussions, the award will be delivered monthly, and results rolled up over time to announce quarterly and annual recipients. Award recipients will be decided by a panel of independent jurors selected annually with input from members of the Roundtable. Recipients are selected from among nominees submitted by participating firms. The staff of EACH Enterprise will be responsible for the analysis of nominations including fact checking, web footprint review, and interviews.

Award recipients will be announced live on Social Media. The Annual recipient will be recognized at an Award dinner held immediately before each Annual Meeting of the Roundtable..

The nomination form will include 10 closed-ended questions, 2 open-ended questions, two references, and a short essay describing a success story supporting the nomination. A participating firm may submit 3 nominations per month, up to a maximum of 5 in a calendar quarter. An internal wholesaler may not be nominated more than once a quarter. The program will be supported by annual membership dues, a modest entry fee, and advertising. Serious discount for attendees of the Internal Sales Desk Roundtable.. 

CURRENT CONTEXT

Happiness doesn’t arise from a problem-free life, but from each person’s aptitude to overcome difficult problems with creative solutions. Your people deserve kudos for problem solving.

What a hand your team was dealt in 2020! COVID-19 Pandemic, bear market, economic downturn, and social unrest presented hundred-year challenges for retirement plan sales teams. More opportunities for members of your team to demonstrate individual initiative.

Limited opportunities to set up in-person meetings and jittery fiduciaries are hesitant to make a move. Orchestrating finalist presentations is a nightmare, getting any interpersonal exchange and advisor engagement at industry conferences requires well thought-out gamification. Food for thought and creativity.

Join us for a robust collaboration to build the retirement and investment distribution model of the 2020s with the goal of enhancing industry effectiveness.

MEETING OBJECTIVE

Forum for internal sales desk managers of retirement plan service firms and DCIO firms to address shared issues, major challenges and opportunities for enhancement, emerging industry trends and other topics of interest to attendees. Informal discussions are organized around topics suggested in the registration process. Breakout sessions by function and by business segment..

At the 2020 Annual Meeting, the DCIO and Retirement Plan Internal Sales Desk Roundtables will meet jointly and collaborate on two initiatives to energize internal sales consultants in the retirement and investment industry:

• Design of an awards program to recognize best performers
• Best practice research initiative

WHO ATTENDS

Attendance is by invitation only. The invitation is extended to heads of internal sales desk of retirement plan service providers and DCIO firms across markets and distribution channel.:

SCHEDULE

All sessions happen on Wednesdays in September and October 2020 at 3:30 p.m. Eastern / 1:30 p.m. Mountain. Sessions are 90-minutes in length

September 16, 2020 
September 30
October 14
October 21
October 28

AGENDA

September 16, 2020 - (90 minutes) – GOALS AND OBJECTIVES

• Introductions
• Round Robin – Current context, trends, and hot topics
• Feedback on peer company poll
• Deliverables, Approach, Timeline and Objectives
• Parameters of the Kudos award - initial feedback

September 30, 2020 – THE OPTIMAL DISTRIBUTION MODEL POST-PANDEMIC

• The four positions (Pipeline Management, Appointment Scheduling, Field Support, Hybrid)
• Company strategy/position and optimal model for effectiveness
• Review of Census report
• Thought leadership dissemination
• Travel and budgeting
• Sales desk activities best practice report – planning and discussion
• Applying lessons learned to the Kudos award

October 14, 2020 (90 minutes) – MOTIVATION, MANAGEMENT, AND STIMULATION

• Goal setting, expectations, territory, and activity management
• Engagement: campaigns, projects, and contests
• Managing through up and down cycles (including compensation)
• Team visibility and advocacy
• Finalization of revised best practice report approach
• Applying lessons learned to the Kudos awards

October 21, 2020 (90 minutes) – PROFESSIONAL DEVELOPMENT AND CAREER PATHING

• Aspirations of top performers
• Grades and ladders
• Uncertainty, business risk, and career plans
• Licenses, professional designations, and skill development
• Turnover and retention
• Recruiting and selection – the right fit
• Round Robin – Answers and follow-up questions
• Applying lessons learned to the Kudos awards

October 28, 2020 (90 minutes) – TECHNOLOGY AND THE PROFESSION

• Pipeline Management technology
• Communications technology
• Preliminary findings of the sales activities best practice report
• Kudos award launch
• Final round of peer discussions on hot topics
• Closing thoughts and next steps

REGISTER

Register On-line

*Registration requires an invitation code

Request Invitation Code

COST

Registration deadline:               

On or before June 30, 2020   $1250  

After June 30, 2020              $1475

Registered attendees can delegate a substitute from their firm to sessions they are not able to attend.

Cancellation policy:

EACH Enterprise, LLC will refund your entire meeting fee if you cancel on or before June 30, 2020.  For cancellations between July 1, 2020 and August 15, 2020, EACH Enterprise, LLC will refund your registration fee minus an administration fee of $175.  No refunds for cancellations after August 15, 2020.