Internal Sales Desk Management Roundtable
2017 Annual Meeting
September 20/21, 2017
St. Paul, MN
Hosted by Securian Financial Group
*Registration requires an invitation code.
Winning more while spending less.
Generating additional revenue at a lower expense point.
No matter how you say it, this is your reality - business pressures require you and your teams to close more business while closely watching the budget. Last year, the industry experienced some of the highest retention rates in recent history. While enhanced retention is great for relationship management teams, having fewer plans in motion presents a real challenge for your world. Still there are ways to break through. Retaining top talent, optimizing available technology, and organizing the team creatively, you can still win more while spending less just by working smarter. Don't miss this opportunity to dialogue with your industry peers and gain insights that can make your team the most valued resource in finding and closing the deal.
Meeting Objective
Forum for internal sales desk managers of retirement plan 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. There are no minutes of this meeting.
Audience
Attendance is by invitation only. The invitation is extended to heads of internal sales desks of retirement plan service providers operating in the following markets:
- Corporate, government, Taft-Hartley and not-for-profit markets
- Across distribution channels (consultant, adviser, brokerage, TPA, bank, direct, agent and others)
- Large and jumbo plans
- Micro, small and mid-sized plans
Date, Time, Venue, Dress Code
September 21, 2017 - 8:30 a.m. to 3:30 p.m. – Sessions
Continental breakfast starting at 8:00 a.m.
Venue
Securian Financial
Ingenuity & Leadership Room, 6th Floor
400 Robert Street North
St. Paul, MN 55101
Dress Code
Business Casual
Hot Topics
Technology and SalesForce
- SalesForce and contact management systems
- what's new
- encouraging its use
- data quality
- roles and responsibility for data entry
- Management reporting
- Pipeline management
- Next-step stat maintenance
- Mobile technology
- Demos
- Digital marketing and lead generation
Leading the Desk
- Staffing structure and resources
- Roles and responsibilities on the Desk
- Wholesaler support and advocacy
- Coordination with other sales functions
- Coordination with pricing, product, marketing, etc.
- Executive Presentation Maintenance
- Event planning support
- Sponsored event support
- Technology issue resolution
- Operational efficiency
- Metrics and key performance indicators
- Internal cheerleading
- Celebrating victories
- Learning from mishaps
Supporting the Deal
- Advisor appointments
- Proposal and RFP review coordination
- Prospect triage
- Reference client management
- Intelligence gathering
- Sales team composition and preparedness
Other
- Advisor and consultant happiness
- Customer experience initiatives
- DOL Fiduciary Rule
- Other topics suggested by attendees
Agenda
Wednesday, September 20, 2017
7:30 p.m. Pre-event Networking Dinner
Ox Cart Ale House
255 East 6th Street
St. Paul, MN
651-756-8909
Thursday, September 21, 2017
8:00 a.m. Continental breakfast buffet
8:30 a.m. Welcome and Introductions
9:00 a.m. Hot Topics: Technology and SalesForce
10:00 a.m. Break
10:30 a.m. Leading the Desk - in break out groups for Sales Desks:
- With direct client/prospect contact and
- Without direct client/prospect contact
12:00 p.m. Buffet Luncheon
1:00 p.m. Supporting the Deal - in break out gorups for Sales Desks:
- With direct client/prospect contact and
- Without direct client/prospect contact
2:00 p.m. Break
2:15 p.m. Hot Topics: DOL, Adviser Satisfaction, etc.
3:15 p.m. Next steps
3:30 p.m. Meeting adjourns
Pre-event Networking Dinner
Wednesday, September 20, 2017
7:30 PM
255 East 6th Street
St. Paul, MN
651-756-8909
The Ox Cart Ale House aims to connect with and support our neighbors as a new hub for the local community. An exciting new place to meet and relax, have an enjoyable lunch or dinner, socialize with friends, go to CHS Field, and enjoy all that Saint Paul's Lowertown has to offer. The interior hints at Chicago while the personality is all Saint Paul. The Ox Cart Ale House features Lowertown's first and only rooftop patio with unparalleled views of Saint Paul: from CHS Field and the Mississippi River Bluffs to the downtown cityscape, the State Capitol and Cathedral Hill.
Hotel / Transportation
The recommended hotel is the DoubleTree by Hilton St. Paul Downtown. For reservations please call 1-651-291-8800 and mention you are part of the EACH Enterprise Internal Sales Desk Roundtable (Group Code 006) to access the room block and receive the special rate of $169.00 not including taxes/incidentals. The meeting site and pre-event networking dinner are within walking distance from the hotel.
DoubleTree by Hilton St. Paul Downtown
411 Minnesota Street
St. Paul, MN 55101
click here for reservations
Register
*Registration requires an invitation code.
Payments by credit card, debit card, check or bank transfer.
| Registration deadlines: | Roundtable |
| On or before March 31, 2017 | $995.00 |
| After March 31, 2017 | $1,250.00 |
Cancellation policy:
EACH Enterprise, LLC will refund your entire meeting fee if you cancel on or before March 31, 2017. For cancellations between April 1, 2017 and September 6, 2017, EACH Enterprise, LLC will refund your registration fee minus an administration fee of $175. No refunds for cancellations after September 6, 2017. In the unlikely event that the number of registered attendees falls short of expectations, EACH Enterprise, LLC will refund the entire registration fee.
