March 30th - April 1st: Austin, TX

1. Workshop Day:
March 30th, 2016
Main Conference:
March 31st - April 1st, 2016
Location:
Austin, TX
Event Takeaways:
EXPLORING the future of Sales Training
with eLearning and Gamification Tools
OPTIMIZING Sales Enablement to
Streamline the Selling Process
BLENDING Live and Virtual Techniques to
Accelerate Time to Competence
DESIGNING a Training Curriculum to Enable
Business Goals
ENGAGING the Virtual Class for Sales
Management Training
USING Analytics to Measure your
Onboarding ROI
PLANNING and Launching a Sales Academy
DELIVERING Performance Support in
Enablement Platforms
Key Insights From:
Raising the Bar on Training + Enablement for a World-Class Sales Force
Register by January 8
and save up to $500!
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Roderick Jefferson
Head of Global Enablement
Oracle
Ben Kinning
Director of Sales Training
Western Union
Sarah Vita
VP of Sales Training
Prudential Financial
Anne Stawiski
Global Sales Training and
Development Manager
Amway

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WHO WILL YOU MEET?
This exchange will gather together
Learning and Development executives,
especially those spearheading the
sales training and enablement
divisions. Also included in the
discussion are the perspectives of
curriculum developers, eLearning
and gamification experts, as well as
enablement providers streamlining the
selling cycle.
EXPECTED
PARTICIPANTS INCLUDE:
}} Chief Learning Officers
}} Deans of Sales Academies
}} VP of Sales Training
}} Director of Sales Enablement
}} VP/Directors of Organizational
L&D
}} Managers of Training Curriculum
}} Directors of eLearning
}} Directors of Sales Talent
Acquisition
Enterprise business leaders are no stranger to today’s highly competitive
marketplace, presenting greater obstacles in surpassing competitors.
However, savvy executives are well aware of the one element separating
top companies from the next best: a robust and equipped sales force.
As the dynamic pace of technology has driven sales teams to integrate
the latest innovations into their daily workflow, it too has propelled an
overhaul of sales training and enablement programs in accelerating time
to quota. Sales academies, training solutions, and eLearning tools have
permeated the talent development process, gearing companies with
tools to build a topnotch sales team.
With the enterprise sales landscape growing increasingly complex,
the time has come to keep companies abreast of the current sales
realities. Whether you’re looking to optimize your existing sales training
procedures, enhance your product knowledge of the latest eLearning
tools, or boost your sales enablement, Enterprise Sales Training
Week is a must-attend industry event in steering your company toward
organizational success.
WHAT’S NEW?
RAISING THE BAR
Workshop Day: March 30th, 2016
Main Conference:
March 31st - April 1st, 2016
Location: Austin, TX

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AGENDA AT-A-GLANCE
DAY 1: WEDNESDAY, MARCH 30TH • ACCELERATOR WORKSHOPS
DAY 3: FRIDAY, APRIL 1ST • MAIN CONFERENCE
DAY 2: THURSDAY, MARCH 31ST • MAIN CONFERENCE KICK-OFF
8:30am Registration for Workshop A
9:00am WORKSHOP A – Advancing Sales Reps to Managers
through Virtual Classroom Training Techniques
11:30am Registration for Workshop B & Networking Luncheon
12:00pm WORKSHOP B – Sales Training Curriculum
Development—Designing Training to Enable
Business Goals
2:30pm Registration for Workshop C
2:45pm WORKSHOP C – Service-Skills Mentoring & Coaching-
Connect with your Buyers through Interpersonal and
Negotiation Techniques
5:30pm End of Workshop Day
1:30pm INDUSTRY ROUNDTABLE DISCUSSIONS -
}} Pharmaceuticals & Healthcare
}} Software & IT
}} Banking & Insurance
}} Business Services & Consulting
2:30pm ROI VS ROE (RETURN ON EXPECTATIONS)–
Using Analytics to Measure the Effectiveness of
Onboarding
3:30pm Afternoon Networking Break
4:00pm BEST OF BOTH WORLDS – Implementing Live and
Virtual Techniques to Fast-track Your Team’s Time to
Competence
4:45pm FUTURE OF LEARNING – Really Cool eLearning Tools
to Drive Business Results
5:30pm Networking Reception
12:15pm Networking Luncheon
1:15pm Gamification for Workforce Engagement
2:00pm STRATEGIES– Accelerating your Pipeline Velocity for
Sales Effectiveness
2:45pm Afternoon Networking Break
3:15pm CLOSING INSIGHT – Techniques on Building and
Enhancing Your Sales Enablement Organization
4:00pm Close of Conference
8:30am Registration & Coffee
9:00am Chairperson’s Opening Remarks
9:15am OPENING KEYNOTE – Best Practices on Planning and
Launching a Sales Training University
10:15am BEGINNING WITH THE END IN MIND-
Engaged Blended Learning Techniques to Reinforce
Product Knowledge and Sales Skills
11:00am Morning Networking Break
11:30am CASE STUDY – Delivering Performance Support in
Mobile Enablement Platforms
8:00am Registration & Coffee
8:50am Chairperson’s Welcome & Opening Remarks
9:00am OPENING KEYNOTE - Optimizing Sales Enablement
to Streamline the Selling Process
9:45am Implementing a Consistent Coaching Model in an
Ever-Changing Sales Environment
10:30am Morning Networking Break
11:00am INSIGHTS - Overhauling Sales Training to Create
Impactful Virtual Learning Experiences
11:45am CASE STUDY - Strategies on Aligning a Global
Sales Team
12:30pm Networking Luncheon
ABOUT CLN:
As an online resource for corporate learning leaders and academic professionals, Corporate Learning Network
believes the Future of Learning will be created through multi-disciplinary approaches and peer-led exchange.
Through our live conferences, community webinars and virtual forums, we bring together stakeholders across the
L&D spectrum to help you realize your plans for improved learning outcomes and organizational success.

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SPEAKER AT-A-GLANCE
Roderick Jefferson
Head of Global Enablement
ORACLE
Sarah Vita
VP of Sales Training
PRUDENTIAL FINANCIAL
Ben Kinning
Director of Sales Training
WESTERN UNION
Anne Stawiski
Global Sales Training and Development Manager
AMWAY
Jeff McKittrick
Director of Sales Enablement
CISCO
With 20 years of leadership experience, Roderick has built sales enablement organizations covering the Enterprise and SMB
space. He has extensive experience in creating specialist sales productivity organizations and has been responsible for the
successful delivery of a series of integrated cross-sell/up sell methodologies, enablement, and sales execution programs
that drove significant incremental revenue. His successes have led him to win numerous awards, including the 2015 Sales
Onboarding Program of the Year by SiriusDecisions.
At Prudential Financial, Sarah has developed the organization’s Sales Training Strategy and team from the ground up to center
on their key channels’ development needs. Through execution of Pinnacle University, she has implemented an elite sales
training institute, transforming how mobile sales professionals learn selling skills and product knowledge. Her endeavors have
earned her Corporate Learning Network’s 2015 Learning Leader of the Year Award.
With leadership in sales training, coaching, and sales process management at Western Union, Ben is responsible for the
design and implementation of the Sales Training program for the US sales operations. He has over 10 years of experience in
sales training and coaching with Wells Fargo Bank and EF Education First, and has created sales training programs delivering a
successful 20% ROI year-over-year.
Leading the Global Sales division at Amway, Anne leads Strategic Account Management to design and develop sales staff
training. She is currently pioneering a Center of Excellence in Strategic Account Management, as the company transforms the
way its salespeople do business.
With over 15 years in the tech industry, Jeff designs and implements new functionalities to dramatically increase global seller
productivity for both Cisco Sales and the 300k+ members of Cisco’s Partner Sales ecosystem. His ideation and execution
of Cisco’s SalesConnect enablement platform, adopted by 10,000 users within its first four months, is testament to his
leadership in fast-tracking time to competence for large sales forces.

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8:30am Registration for Workshop A
9:00am WORKSHOP A: Advancing Sales Reps to Managers through Virtual Classroom Training Techniques
While the challenge of finding and training of good sales professionals may be tough, transitioning them into management can be even harder.
Effective transition to supervisory/management roles within the sales teams not only can help increase team production, it can help a company
retain talent. Leveraging the techniques of the virtual training classroom, this course will address leading examples in how to coach, train and
mentor new managers as they make the transition into people leadership roles. It will also explore the scope of solutions available to change
sales training culture.
Key Takeaways:
}} Conducting traditional sales training activities (i.e., coaching, role-playing, negotiation) in the virtual classroom
}} Avoiding key pitfalls in transitioning sales team members into people leadership roles
}} Sharing Best practices in how to determine what method of training will have greatest impact in terms of effectiveness in learning transfer/
application
Workshop Leader:
Bret Nelson
Manager, Learning and Organizational Development
I.H.S.
I.H.S. is known as the leading source of information, insight and analytics in critical areas that shape today’s business landscape, employing
approximately 8,000 people in 31 countries. In 2007, Bret transitioned company’s virtual classroom instruction through WebEx. Ever since
then he has made transitional changes in his organization’s curriculum development and delivery.
11:30am Registration for Workshop B & Networking Luncheon
12:00pm WORKSHOP B: Sales Training Curriculum Development—Designing Training to Enable Business Goals
Training sales teams requires they come equipped with a thorough understanding of the processes and methodologies to drive performance. This
session will take a look at the criteria necessary for a sales training program, as well as some of the processes that go into a certification program.
Key Takeaways:
}} How to drive business through business units
}} Strategies in program development that drive company performance
}} Designing sales programs for workforce transformation and changing cultures
Workshop Leader:
Barry Manno
Global Business Partner
Hewlett Packard
As a training consultant within Hewlett Packard Enterprise, Barry has close to 30 years’ experience in creating sales programs designed
to change culture and approaches to the ever changing IT environment. He is accountable for a 25,000+ global internal audience consisting
of sales, presales, and account executives.
2:30pm Registration for Workshop C
2:45pm WORKSHOP C: Service-Skills Mentoring & Coaching - Connect with your Buyers through Interpersonal
and Negotiation Techniques
In a constantly changing enterprise landscape, negotiating is a critical skill for business success. Often overlooked, many sales leaders fail to
view this skill as a craft that must be polished and refined for delivery. Gaining a renewed focus, negotiation and service skills come with tools
necessary to drive revenue, create and maintain client relationships, and enabled growth.
Key Takeaways:
}} Understand and execute the key rules of effective negotiating
}} Tailor your negotiation strategies to your potential clientele
}} Gain perspective on techniques and tactics from the buyer side
5:30pm End of Workshop Day
DAY 1: WORKSHOPS
WEDNESDAY, MARCH 30TH, 2016

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8:00am Registration & Coffee
8:50am Chairperson’s Welcome & Opening Remarks
9:00am OPENING ADDRESS - Optimizing Sales Enablement to Streamline the Selling Process
Broad and comprehensive in scope, sales enablement leaders often face discrepancy when it comes to discussing how much value they add.
In bridging the gaps to sales teams, sales enablement departments must be able to speak business and strategically align programs to the
overall business goals.
Through the perspective of a 1,500+ sales force leader, this session will unlock the value of sales enablement in helping you to align with
corporate strategy and optimize the selling process.
Key Takeaways:
}} Learn the purpose of sales enablement
}} Key components for building a successful sales enablement program
}} Key metrics of articulating business value to sales leaders
Roderick Jefferson
Head of Global Enablement, Marketing Cloud
Oracle
With over 20 years of leadership experience, Roderick leads the planning, direction, and execution of sales enablement at Oracle to focus on sales
business planning and strategy, training, events and communications, and sales productivity tools. Roderick has won numerous awards, most
recently the 2015 Sales Enablement Program of the Year by SiriusDecisions.
9:45am KEYNOTE - Implementing a Consistent Coaching Model in an Ever-Changing Sales Environment
All organizations identify that Sales Training is an important component into the successful adoption of Sales Training. However, most
organizations approach coaching as a line item requirement of Sales Management, which minimizes effectiveness. Through targeted
investments into “Internal Outsourcing” of coaching activities, organizations will improve adoption of new skills, eliminate knowledge silos,
and maximize ROI on training.
Key Takeaways:
}} Organizational Alignment on Sales Activities, Sales Behaviors, and System Measurement as necessary for success
}} Recognizing Sales Coaching as an important piece of enforcing organizational sales excellence and why putting this task in the hands of
Sales Management is a recipe for failure
}} Why embracing “Internal Outsourcing” of coaching and training activities improves sales effectiveness through the translation the
communication gaps that exist between Sales Management, Sales Representatives, and Customers.
Ben Kinning
Director of Sales Training
Western Union
Ben is responsible for the design and implementation of the Sales Training program for the US Sales operations of Western Union. With
over 10 years of experience in sales training and coaching with Wells Fargo Bank and EF Education First, he has created sales training
programs delivering a successful 20% ROI year-over-year.
10:30am Morning Networking Break
DAY 2: MAIN CONFERENCE KICK-OFF
THURSDAY, MARCH 31ST, 2016
52% of poor performing firms do not measure the impact of
sales training on overall company success – Aberdeen Research

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11:00am EXECUTIVE INSIGHTS - Overhauling Sales Training with Impactful Virtual Learning Experiences
Today, we live our lives in a far more connected way in which we can communicate, collaborate, coordinate-- and gain access to information
in ways that would have been previously unimaginable. Yet, When it comes to training virtually, we are still using the same PowerPoint slides
we used ten years ago in the ILT classroom. Are we really harnessing the power we carry in our pocket?
This session will cover the best methods and approaches for architecting new, powerful virtual learning experiences. Understanding how to
successfully leverage current technology to deliver virtual learning programs is the driver toward superior business results and shortening the
sales training cycle.
Key Takeaways:
}} Exploring the scope of virtual options (webcasting, webinars, social collaboration, flipped classroom models, MOOCs, etc.)for desired
learning outcomes
}} Recognizing the biggest pitfalls when developing virtual learning programs, and tactics on overcoming them
}} Sales strategy development and sales leadership with virtual tools
Jim Recker
Training and Social Collaboration Authority
Citrix
Jim has spent the last 20 years specializing in online collaboration and virtual learning with a particular focus on developing unique programs for
global enterprises and institutions. He has designed, implemented, and launched some of the world’s largest live online training programs. At
leading computer software company Citrix, Recker guides sales and partnering opportunities to successful closure.
11:45am CASE STUDY – Proactive, Innovative Strategies to Align a Global Sales Team
Discover the top sales enablement strategies that Sophos developed to align their global sales organization. We’ll review the process of
developing worldwide training programs (including weekly SophSkills webinars, quarterly Product Talks in-person sessions, online Sales
Samurai Certification Program, and in-person Demo Skills Workshops) from scratch and how they became fully developed, integrated sales
training programs that surpassed expectations and applauded by both sales managers and employees.
Key Takeaways:
}} Discuss the value of an effective global training strategy and the risk of not having one
}} Review key components, including: business drivers, global challenges, content and lessons learned
}} Determine what internal options can be utilized to help build and support training programs (communication, SMEs, sales reps/managers,
senior sales executives participation)
Kristen Gleason
Director of Sales Training
Sophos
Kristen leads the Sales Enablement and Training at Sophos, a developer and vendor of computer security software and hardware solutions.
She is a seasoned training and development professional with more than 17 years of experience at leading organizations such as RSA,
Monster Worldwide, Comverse, and Putnam Investments.
12:30pm Networking Luncheon
1:30pm INDUSTRY ROUNDTABLE DISCUSSIONS-
}} Pharmaceuticals & Healthcare
}} Software & IT
}} Banking & Insurance
}} Business Services & Consulting
DAY 2: MAIN CONFERENCE KICK-OFF (continued)
47.5% of sales representatives take 10 months or longer to become
adept enough to contribute to company goals - Accenture

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DAY 2: MAIN CONFERENCE KICK OFF (continued)
2:30pm ROI VS ROE (RETURN ON EXPECTATIONS)-Using Analytics to Measure the Effectiveness of Onboarding
When done effectively, onboarding significantly increases employee retention and overall learning outcomes. Often however, onboarding is
looked at as a one-stop event, not an ongoing process with quantifiable impact. Through successful leveraging of data found in Salesforce.
com (SFDC), sales reps can be properly acquainted with the tools driving them to close deals. From modules, pre-work training, and follow-up
surveys, this session will uncover the importance of analytics in measuring the correlation between onboarding and securing your business
value.
Key Takeaways:
}} Looking at Quantifiable Data to Measure Program’s ROI
}} Strategies for Analyzing and Verifying Salesforce.com Sales Performance Data
}} Examining the Relationship between Onboarding, Sales Training, and Accelerating Performance
Scott Chamberlain
Senior Sales Training Manager
8x8
With a global sales enablement background in companies like HP and NetApp, Scott has a proven success in design and development for
high-performing sales training and enablement programs. At telecommunications firm 8x8, Scott is pioneering the sales training regimen to
support virtual and gamified learning.
3:30pm Afternoon Networking Break
4:00pm BEST OF BOTH WORLDS – Fast-Tracking Your Team’s Time to Competence
Our business challenge stands as such: ramping up competency development to grow sales and field partnerships in a highly competitive
environment. Through collaborative development of eLearning programs, Instructor-Led Training, and Internal Sales Academies, it is possible
to bring large numbers of salespeople up to speed on new processes, skills, and disciplines.
Key Takeaways:
}} Listen to your sales teams first and build a needs assessment; make problem-solving collaborative & global
}} Make sure the solution fits the problem: tackle the pain points in the field
}} Remove barriers to adoption that prevent global consistency, create community
Anne Stawiski
Manager, Global Sales Account Management, Training and Development
Amway
Amway is a leader in the Direct Selling industry with a global footprint and 56 years of experience. In the Global Sales division, Anne Stawiski
leads Strategic Account Management to design and develop sales staff training. She is currently pioneering a Center of Excellence in Strategic
Account Management, as the company transforms the way its salespeople do business.
4:45pm FUTURE OF LEARNING – Harnessing the Value of Micro-Learning
Traditionally, training has included costly live and/or lengthy online solutions, which many times leaves the sales team daydreaming, checking
emails or not fully digesting all the content. In an effort to ensure all training is trackable, many training leaders shy away from impromptu or
micro-learning opportunities even when studies prove the brevity of our attention spans. Join us as we discuss and learn ways in which micro-
learning can complement your current training programs via a variety of mediums and ideas.
Key Takeaways:
}} Consider the realities of learning retention and see how micro-learning can help
}} Learn great ways to incorporate micro-learning from best practice examples
}} Determine how to identify the best options for micro-learning within your organization
Jocelyn Vande Velde
Director of Education and Sales Training
Johnson Health Tech
One of the largest equipment manufacturers in the fitness industry, Johnson Health Tech builds quality products (Matrix, Vision & Horizon)
for the retail and commercial channels. As the Director of Education and Sales Training, Jocelyn leads the product training efforts for their 25
global business units, distributors and dealers.
5:30pm Networking Reception

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8:30am Registration & Coffee
9:00am Chairperson’s Opening Remarks
9:15am OPENING ADDRESS - Best Practices on Planning and Launching a Sales Training University
Planning a corporate university should be designed to meet the demands of training, development, and business building. For sales training, this
investment should be an opportunity to transform teams at all levels. In highlighting best-in-class sales academies, Prudential’s Pinnacle University
incorporates on-demand training through videos, podcasts, and infographics for a fast-growing sales force.
Key Takeaways:
}} Creating and customizing an elite sales training institute for the mobile sales professional
}} Best Practices proven to enhance performance application of sales process, selling skills, product knowledge
}} Strategies on hiring salespeople for training leadership
Space Reserved For:
Sarah Vita
VP of Sales Training
Prudential Financial
At Prudential Financial, Sarah Vita steers the Life Sales division to more effectively understand and meet their customers’ needs. She has
developed the organization’s Sales Training strategy and team from the ground up, including the execution of Pinnacle University, and a digital
Best Practices Platform. She is Corporate Learning Network’s recipient of the 2015 Learning Leader of the Year Award.
10:15am CASE STUDY—Delivering Mobile Performance Support in Enablement Platforms
Today’s highly mobile sales teams often demand that sales content be available in an anytime, anywhere format. In accelerating time to quota,
savvy sales leaders must build enablement suites rolling on mobile capabilities, equipped with performance support. Through highlighting
Cisco’s SalesConnect, we can examine a best case example of an all-inclusive mobile platform with instant access to sales content. Proving that
a large sales force does can be quickly responsive to change, this platform gained 10,000 adopters within its first four months.
Key Takeaways:
}} Understanding the role of performance support in mobilizing sales teams
}} Advantages of interactive, portable capabilities in sales
}} Features to consider when building a mobile enablement solution
Space Reserved For:
Jeff McKittrick
Director of Sales Enablement
Cisco
At Cisco, Jeff designs and implements new capabilities to dramatically increase global seller productivity for both Cisco Sales and the 300k+
members of Cisco’s Partner Sales ecosystem.
11:00am Morning Networking Break
11:30am Critical Techniques on Building and Enhancing Your Sales Enablement Organization
Sales enablement can often feel like herding cats. Join Vision Critical’s SVP of Customer Experience Enablement Melissa Madian as she walks
through how to think about and deploy sales enablement in your organization.
Key Takeaways:
}} Why Sales Enablement is critical in a B2B organization
}} How to create a sales enablement program
}} What to expect when you start to roll out an enablement program to your sales team
Melissa Madian
Senior Vice President of Customer Experience Enablement
Vision Critical
Vision Critical provides a cloud-based customer intelligence platform for companies to build secure communication channels for ongoing, real
time feedback. Pioneering the Sales Enablement division, Melissa equips her sales force with the processes, tools and training to increase revenue.
DAY 3: MAIN CONFERENCE
FRIDAY, APRIL 1ST, 2016

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12:15pm Networking Luncheon
1:15pm EXECUTIVE INSIGHTS - Gamification for Workforce Engagement
This session will examine the proliferation of gamification, and what forms it takes in the sales training role. While addressing the common
obstacles to implementation and inhibitors, it will also examine how we can leverage it for the incoming millennial salesforce.
Key Takeaways:
}} Benefits of gamified learning for product knowledge and repetition
}} Identifying areas for improvement when looking at training products
}} Applying concepts to make it more engaging during coursework design
2:00pm CHIEF STRATEGIES– Accelerating your Pipeline Velocity for Sales Effectiveness
A positive correlation exists between the performance of a sales team and overall business growth. While today’s information overload
presents great obstacles in the way of pipeline velocity, incorporating a custom enablement solution is a solid foundational step in leveraging
your company’s route to market.
Key Takeaways:
}} Solutions designed to identify real values pivotal to closing a sale
}} The importance of managing your communication channels in the sales process
}} Overcoming inhibitors in time management
2:45pm Afternoon Networking Break
3:15pm CLOSING INSIGHT- Engaged Blended Learning Techniques to Reinforce Product Knowledge and
Sales Savvy
Learning is an ongoing process, not a one-stop event. In sales training, keeping teams actively engaged is essential to their success in
advancing business goals. Staying responsive to these needs requires teams effectively harbor sales skills while they stay abreast of the
product lines. Through a blend of virtual and live techniques, sales training leaders can effectively grow their team’s capabilities and ensure
they’ll exceed their rate of return.
Key Takeaways:
}} Starting with a needs assessment to build skills and set goals
}} Strategies for optimizing blended learning approaches
}} Engaging sales teams in refining knowledge of existing and launch products
4:00pm Close of Conference
DAY 3: MAIN CONFERENCE (continued)
65% of employees say the quality of training and learning
opportunities positively influences their engagement - ASTD
55% of sales reps don’t have effective communications skills.
(Caliper Group)
MEDIA PARTNERS:

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PRICING & REGISTRATION
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PACKAGE
Register & Pay By
January 8, 2016
Standard
Main Conference
$1,595
SAVE $400
$1,995
All Access: Main Conference + Workshops (3)
$2,395
SAVE $1,000
$3,395
One Workshop $549
PACKAGE
Register & Pay By
January 8, 2016
Standard
Main Conference
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SAVE $500
$2,995
All Access: Main Conference + Workshops (3)
$3,895
SAVE $500
$4,395
One Workshop $549
SPONSORSHIP AND
EXHIBITION OPPORTUNITIES
Event sponsorship is an excellent opportunity
for your company to showcase its products
and services to senior level, targeted decision
makers attending the Next Generation Learning
Spaces 2016. IQPC & CLN help companies like
yours achieve important sales, marketing and
branding objectives by setting aside a limited
number of event sponsorships – all of which are
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platform to maximize its exposure at the event.
For sponsorship opportunities, please contact
Chris Ritchie at 212-885-2799 or email him at
Chris.Ritchie@iqpc.com
Team Discounts*
Number of Attendees Savings
3 to 4 10%
5 or more 15%