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Welcome to UID Yearlong.  Learning doesn’t just happen within the four-day UID program.  A few of our UID Instructors have agreed to participate in our webinar series to help fulfill AEA’s goal of year-long learning. 

Advanced registration is required, but there is no cost to participate.    

Offered Tuesday, April 14, 2020  (Recording Available)
10 Ways to Attract and Retain Employees to Increase Productivity and Profits

Description:  We hear the word leadership a lot around the office. But do we understand what it means to be a leader – regardless of our job title or our place on the ladder? Leadership isn’t just a plan for the supervisors and CEOs.  Leadership is a set of principles that affects every employee, every team member, and every consumer. Leadership is what differentiates the ordinary from the amazing.

Would you like to know if your employees are searching on LinkedIn for their next job? Or, if your boss has your back at the board meeting? Dr. Mary Kelly has some surprising insight into these questions as she guides you through a session that is a true investment in yourself and your career.  Understand how leadership creates a productive and constructive team.

Learning Objectives:

  • Learn no-cost ways to make people happier at work to increase retention 
  • Understand what makes millennial (and other) employees leave your organization
  • Use low cost, authentic marketing techniques to accurately portray your corporate culture
  •  Initiate feedback sessions using Mary's 5-Minute Feedback Plan

Presenter:  Mary Kelly, PhD, CSP, Commander, US Navy (ret)

Bio: Mary speaks and advises on leadership, economics, productivity, and business growth. She is an internationally renowned author of eleven books. Mary's best-selling books, 15 Ways to Grow Your Business in Every Economy, Master Your World, and Why Leaders Fail, are used in 9 countries.

Thursday, June 4, 2020
Professional Sales Management Coaching and Training Skills

Description:  Strong sales organizations have a defined sales playbook. However, a playbook is only as good as the execution of the plays. Too many sales leaders get caught up attending internal meetings and analyzing endless reports which limits the time that should be invested in training and coaching their salespeople. 

Learning Objectives:

  • Improve the ability to diagnose sales performance issues. Are mediocre sales results due to the lack of selling skills or emotional intelligence skills?
  • Discover the importance of applying the adult learning model in your role as a sales leader. “If you are telling, you are not teaching.”
  • Avoid the top 3 mistakes made by sales leaders when conducting coaching calls and role-plays.
  • Learn proven models for giving feedback without creating defensive behaviors from your sellers

Presenter:  Colleen Stanley, President, SalesLeasdership

Bio:  Colleen is president and founder of SalesLeadership a sales development firm.  She is the author of Emotional Intelligence For Sales Success, now published in six languages. Her newest book, Emotional Intelligence For Sales Leadership, will be published in May 2020, by Harper Collins.

1:00-2:00 pm ET

Registration Link: https://zoom.us/webinar/register/WN_fT2dwwO_ToSqYqL6zYw-TQ

Tuesday, September 15, 2020
Gaining More Control of the Sales Process

Description: Help your team gain more control (and consistency) to their selling structures and processes. You will learn the critical importance of the selling control gained when your team follows the steps of a sales call. We will also discuss how the detailed eight steps of the distribution “Identify to Close” selling process can help your team think and plan more moves ahead than your competitors.

Learning Objectives:

  • Learn how to use the provided sales tools and structures to help your sales reps gain more control (and success) over their competitive selling processes
  • Learn the consequences of not understanding (or following) the steps of a sales call
  • Learn the detailed action steps that will improve the selling outcomes from each of the eight steps in the “Identify to close” multiple-stepped selling process

Presenter:  Jim Pancero, CSP, CPAE

Bio:  Jim is a Dallas based business-to-business sales and sales leadership expert and Hall of Fame professional keynote speaker and trainer. Jim has the leading-edge solutions you need to increase your team’s competitive advantage. A leading go-to sales and sales leadership strategist for over three decades, Jim has been influencing, guiding, and inspiring sales teams in more than 80 different industries to increase their sales, market share, and profitability.

1:00-2:00 pm ET

Registration Link: https://zoom.us/webinar/register/WN_JbFVQ8V4RRGGn7tRluWQkw

Tuesday, November 10, 2020
Preparing Your Distribution Business for a Successful Transition to the Next Generation

Description:  You’ve given just about every waking hour over the last three to four decades to your business, and now your thoughts have turned to successfully transitioning leadership of the day-to-day to the next generation.  This webinar is for those distribution leaders who are still playing the long-game as they prepare themselves and the business for a successful transition of the business to the next generation.

Learning Objectives:

  • Four pillars of the My Life’s Work Success Path that provides the focus, tools, and resources you need to prepare your business for your inevitable transition of leadership.
  • How you can avoid the isolation so many senior leaders feel as they navigate this crucial moment of their career.
  • How to be 100% confident on that inevitable day you transition the business to the next generation, that you are passing the baton to a capable, organized, and focused next generation.

Presenter:  Dirk Beveridge, President, Beveridge Consulting Group

Bio:  Dirk is the leading advocate of change and innovation throughout wholesale distribution.  He delivers a new voice, a new energy, and a new outlook. He founded UnleashWD in 2012 after he noticed the trend of innovation bypassing wholesalers and distributors.  UnleashWD is now setting a bold agenda for the 300,000 distributors in the country.

1:00-2:00 pm ET

Registration Link: https://zoom.us/webinar/register/WN_vAZYQkK4R7-2ahgkpS1Cgg