This annual event brings the owners, president, regional sales directors as well as the lead sales managers and support staff together to review the company’s progress. The event also provided the opportunity for participants to share sales best practices, develop the company vision and common values and processes. All of this was to engage the employees to capitalize on the outstanding growth CHT is experiencing in the hospital/clinic operating room gas delivery systems domain.
Eric Pearson, Founder of The Bottom Three, LLC partnered with Ben Skyles, President & CEO and Dan Konstanty, Vice President of Sales and Marketing to lead the discussions and facilitate all sessions of the conference. Eric led participants through the opening session, an interactive session titled, “Sales Leadership – Maximizing Your Potential”. This session included an interactive element during which the teams of participants were tasked to develop a fictional sales company. The teams were then led through a three-hour experiential workshop where they developed their company vision, business objectives, corporate structure and sales initiatives. The session culminated in a friendly sales challenge competition where participants competed for the right to be declared “best sales team”.
A unique aspect of this workshop was the participation of the CHT owners. They were positioned on opposite teams and were not allowed to lead discussions or decisions. The two newest sales managers were designated as team captains and selected their teams. The teams were then provided “rules of engagement” and a set of instructions where they were to complete specific modules during this timed event. Both teams fell into the planned leadership traps in the workshop and had to regroup multiple times and redo planning and execution because new instructions invalidated critical decisions they had made prior to being instructed to do so.
Each team presented its “sales pitch” to their final customer and then voted on the best presentation, followed by a short discussion led by Eric on the leadership lessons and the value of networking across different levels of the company while solving challenges filled with unknowns.
Eric continued to support the remainder of the conference by sharing his experience and expertise in organizational leadership and commercial sales.