Strengthening the Sales Process: Developing a Customized Sales Methodology to Increase Sales and Client Satisfaction

 Join us as Chris Cassell, Sales Development Operational Excellence and Brian Groves, Sr. Director, Americas Sales Development share the story of Align Technology’s partnership with TTA on a custom foundational sales methodology and curriculum that would standardize the way employees were onboarded and trained on sales processes and best practices. Align Technology is a global medical device company with the mission of changing lives through better smiles. Well-known for their digital platform, including Invisalign Clear Aligners and the iTero Intraoral Scanner, Align reimagines and reinvents the way orthodontic and restorative treatment is presented and delivered to millions of people around the world. Looking to strengthen their sales training process at all levels of the organization and to help remain a leader in their industry, Align partnered with TTA to develop a customized sales training program that was engaging, tied in Align’s new methodology, and seamlessly integrated with Align’s culture.

In this session, we’ll discuss the great collaboration, partnership, and strategy that led Align to successfully establish a new sales methodology and training program that was agile enough to adapt to Align’s business and customer needs, tied in closely to their organization’s vision of transforming smiles and changing lives, and could easily be reinforced, trained, and coached for years to come.

Speaker

7:30 am - 9:00 am Outdoor Courtyard and Oceana AB

Breakfast

Meals and Breaks

9:00 am - 10:00 am Oceana AB

What HCM Success Looks Like

General Session

The conference kicks off with Excellence Award-winning HCM executives sharing their diverse perspectives on how they have made progress and what it takes to be future-ready. Audience members will add their ideas, reactions and questions in real-time using an easy-to-use app.

Rofikoh Rokhim
Dr. Daniel Neubauer
Heather Stefanski
Michael Rochelle
10:00 am - 11:15 am Oceana and Coral Foyers

Expo and Refreshment Break

Meals and Breaks

Attendees can meet our conference sponsors and attend 15-minute “tech talks” in breakout rooms adjacent to the expo floor.

10:15 am - 10:30 am Coral AB

Tech Talk: Human Connection Drives Learning Impact

With hybrid and remote work, organizational cohesion and culture are under stress: employees are less connected to their work, and low engagement levels persist, impacting performance. With this disconnect, how can L&D and HR create an impactful learning core?
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Clement Durand
10:35 am - 10:50 am Coral DE

Tech Talk: Amplify Your Learning Impact through Technology

The technology in play to present learning to our employees, partners and customers is growing and changing every day. This session will focus on the use and definitions of augmented intelligence, augmented reality and virtual reality to prepare today’s learning portals to deliver exceptional learning experiences. Let’s talk about how to create consumer-grade learning environments.

Kristine Kukich
10:55 am - 11:10 am Coral AB

Tech Talk: Strengthening the Sales Process: Developing a Customized Sales Methodology to Increase Sales and Client Satisfaction

Join us as Chris Cassell, Sales Development Operational Excellence and Brian Groves, Sr. Director, Americas Sales Development share the story of Align Technology’s partnership with TTA on a custom foundational sales methodology and curriculum that would standardize the way employees were onboarded and trained on sales processes and best practices.

Read more

Brian Groves
Chris Cassell
11:15 am - 12:15 pm Coral C

It Doesn’t Matter What You Teach, if Nobody Remembers What You Said

Imagine a purple elephant playing poker with a giant cowboy hat-wearing ladybug. And now imagine what it would be like if you could get people to remember more of what you need them to remember from the training you present. If you want learning to stick, believe it or not there’s actual science that can help. In this memorable hour, we’ll focus on seven things you can do to make learning like molasses, sticky and sweet!

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Mike Martin
11:15 am - 12:15 pm Oceana D

Unlocking the Benefits of a Truly Inclusive Culture​

Developing a culture of diversity, equity and inclusion that benefits employees, customers and the organization requires a deep commitment to strategy and execution. This can be challenging, especially across a large enterprise because it involves cultural evolution, not just specific programs or initiatives.

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Adonica Black
Wendy Miller
Rachel Cooke
11:15 am - 12:15 pm Oceana C

Transforming Performance Management to Talent Enablement​

Employers increasingly understand that excellent performance does not necessarily mean employees have high potential for future success. Unlocking potential requires a mix of strategies driven by leaders and employees who partner on several levels for the mutual benefit of the organization and the employees’ career growth.

Read more

Nicole Davies
Kate Brown
Claude Werder
12:15 pm - 1:15 pm Outdoor Courtyard and Oceana AB

Lunch

Meals and Breaks

Network with your award-winning colleagues in the Florida sunshine in the middle of winter.

1:15 pm - 1:45 pm Coral C

Fast Track: Cohort-Based Learning: Building for Scale, Alignment and Performance Readiness

How do you build deep organizational capabilities and achieve alignment across a massive, disjointed, remote workforce, in a time of volatility, uncertainty, complexity, and ambiguity? The half-life of skills in today’s workforce is 2-3 years, a high percentage of workers want to work remotely, and technology is evolving at an unprecedented rate.

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Christina Yu
1:15 pm - 1:45 pm Oceana D

Fast Track: Mutually Assured Success - How to Leverage External Training to Manage Risk, Boost Learner Engagement, and Educate Customers

When an action or system benefits all parties involved, it’s called mutually assured success. For example, when an employee education program helps people grow their careers and equips them with the skills that their organization needs. It’s win-win.

Read more

Adam Ballhaussen
Diane Mika
1:15 pm - 1:45 pm Oceana C

Fast Track: The Digital Transformation of Whole Foods Market's People Experience

In this session, Courtney Cordova, Global Executive Leader of Learning & Development with Whole Foods Market (WFM), and Mike Parks, CEO of Inkling, will share how WFM transformed their training strategy for their front-line employees.

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Mike Parks
Courtney Cordova
1:45 pm - 2:00 pm

Passing Break

Meals and Breaks

2:00 pm - 3:00 pm Oceana D

Future-Proofing Your L&D Team​

As a learning professional, the axiom “what got you here, won’t get you there” are words to live by. The future of learning teams will be driven by strategists who align learning objectives with business goals and collaborate across the enterprise. You will get an inside look at how to build a team of learning strategists capable of driving business impact.

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Susan Vacchi
James Jinnette
Gabriel Schaepman
David Wentworth
2:00 pm - 3:00 pm Oceana C

Are You Addressing Employee Engagement the Right Way?

Improving employee engagement always sits atop employers’ priority list s. But what does that really mean in the new and emerging era of work? One imperative that Brandon Hall Group research has revealed is seeing the employee experience through employees’ eyes. This session will explore engagement from the employees’ perspective. You will leave with:

  • A model for employee centric engagement strategies
  • Success stories from award winning organizations
  • A downloadable research asset

Melody Kelleher
Chantelle Nash
Tulie White
Claude Werder
3:00 pm - 4:15 pm Exhibit Hall

Expo and Refreshment Break

Meals and Breaks

Attendees can meet our conference sponsors and attend 15-minute “tech talks” in breakout rooms adjacent to the expo floor.

3:35 pm - 3:50 pm Coral DE

Tech Talk: Kroger’s Ongoing Connections Support a Thriving Associate Experience

Leaders want high performance; associates want to love their job. And regular, high-quality, intentional conversations are shown to be the key to both goals. So what keeps this from happening more often? Join Kroger and TiER1 for practical tips on how Kroger tweaked its approach to performance making this an activity that people will actually do… and see the results.

Laura Hoppa
Ryan Grad
3:55 pm - 4:10 pm Coral AB

Tech Talk: Staffing Your L&D Needs with Confidence: It’s as Simple As 1-2-3

Impossible deadlines, unqualified consultants, dozens of wasted hours looking for the right fit – there must be a better way, right? Yes, and it’s as simple as 1-2-3.

Join TrainingPros as we share three secrets to quickly finding the diverse talent you need to jump-start your next project with confidence.

John Buschiazzo
Leigh Anne Lankford
4:20 pm - 4:50 pm Coral DE

Fast Track: The Future of Senior Leader Talent Development: Tales from the Field

Wondering what you’ll be doing tomorrow to bring value in new ways? Come learn how leading - edge talent leaders at several Brandon Hall Group award - winning companies have already paved the way to innovating executive leadership development. Their approaches to building and strengthening senior leadership capabilities, ensuring success in new roles, and enabling executives to bring more enterprise impact will inspire you to accelerate you r own leaders’ ability to deliver impact.

Jennifer McRae
Rick Cheatham
Roger Carrillo
4:20 pm - 4:50 pm Coral AB

Fast Track: Connecting with Leaders in Their Moment of Need

Just because managers are often good leaders doesn’t mean they don’t need continued guidance and growth opportunities. The world of work continues to change — fast. Ensure you’re connecting with your leaders and giving them resources to provide an effective, top-notch learning experience for their people, even during times of great change.

Todd Tauber
Ingrid Urman
4:20 pm - 4:50 pm Coral C

Fast Track: Using Machine Learning to Get the Full Story from Employee Comments

"As organizations address workforce challenges including the skill gap, employee engagement, retention and learning effectiveness, it is important to analyze insights from unstructured text-based feedback. A must-attend session for HR leaders, gain insights on how to use machine learning based comments analysis to tell the full story beyond the numbers”

Michael Cohen
5:30 pm - 7:00 pm Outdoor Courtyard and Exhibit Hall

30th Anniversary of Brandon Hall Group Celebration (Reception)

Meals and Breaks


Includes wine tasting in outdoor courtyard.

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