The 2020 Spring Leadership Retreat will provide you with insight into the non-financial KPI’s that are affecting the success of your business. Using the Performance Gap Indicator Assessment, we will address the biggest gaps holding your team back from excellence and benchmark our organizations amongst fellow participants based on team size, industry and selling models.

Prior to the Retreat participants will select 15 (minimum of 10 must complete assessment to receive results) individual contributors, leaders or those supporting your sales function to participate in an assessment which will look at the following areas:

CULTURE
GAP
34%
The written and unwritten set of values, beliefs, and behaviors which determine how your company’s employees interact with one another, with customers, and your vendors.
OPERATIONS
GAP
56%
The process, systems, and procedures required to consistently conduct your business at the highest levels of efficiency and effectiveness.
LEADERSHIP
GAP
51%
The direction, clarity, and accountability which inspires and empowers others to reach the vision.
TRAINING
GAP
42%
The process of providing leaders and teams the tools, time and guidance to master their responsibilities based upon your company’s stated performance standards.
SERVICE
GAP
45%
The ability to consistently exceed customer expectations which generates increased repeat and referral business by providing exceptional service.
Sample assessment results

Agenda

Pre-Event: Monday, February 3rd

Monday, February 3 | 6:00 PM - 7:30 PM

Welcome Happy Hour

The Tavern

Arriving at the Retreat Monday afternoon or evening?

Join AA-ISP and fellow attendees in the Tavern for a drink or two! This will be an informal gathering time where you can grab your attendee badge, meet a few fellow participants and get to know the group!

*Please note: there will not be any meal provided to attendees during this time but Ponte Vedra Inn offers many different dining options: https://www.pontevedra.com/dining

Day 1: Tuesday, February 4th

Tuesday, February 4 | 9:00 AM - 9:00 AM

Registration Open

History Hall

Starting at 9:00 AM, attendees can stop by the AA-ISP Registration Desk in the History Hall to grab your badge and attendee materials.

The event will kick off at 10:00 AM!

Tuesday, February 4 | 10:00 AM - 10:45 AM

Leadership Retreat Kickoff & Group Introductions

Terrace A

To kick start the event, each attendee will introduce themselves and share the challenges they are hoping to solve during the 3-day event!

This is a great time to make note of those leaders who are facing similar challenges as you!

Tuesday, February 4 | 10:45 AM - 12:15 PM

Non-Financial KPI Assessment Results & Review

Terrace A

Now that we have all gotten to know each other, we will discuss the results of our Non-Financial KPI Assessment which was completed by your team prior to the Retreat!

All participants will receive their assessment results and will have time to review with Israel Greene throughout the event.

J Israel Greene
Certified Speaker | Leadership Teacher | Emerging Leader Coach | Lead U Academy, Llc (a member of The John Maxwell Team)

Tuesday, February 4 | 12:15 PM - 1:15 PM

Leadership Networking Lunch

Terrace A

Our first networking lunch provides participants with the opportunity to meet and chat with fellow attendees in a relaxed atmosphere geared towards networking!

Lunch will include:
o Kale, Berry & Lentil Salads
o Grilled Shrimp Salad
o Grilled Chicken Breasts
o Margherita Flatbreads
o Dessert Tartlets

Tuesday, February 4 | 1:15 PM - 1:50 PM

Top Challenge Discussion & Group Agenda Building

Terrace A

During this time, Retreat facilitators will share the agenda for the rest of the Leadership Retreat and get feedback on any additional challenges/topics to be added for discussion.

Remember, the Retreat is your chance to share your specific challenges and solicit feedback from your inside sales leader peers on solutions!

Tuesday, February 4 | 2:00 PM - 3:00 PM

Workgroups - Session 1

Participants will choose one of the following sessions to participate in:

Workgroup Time: People Development - Ongoing Training & Career Pathing

Terrace B

The cost and resources required to hire and train new sales reps continues to increase. Join us to learn how other organizations are setting their reps up for long term careers in their organizations. We will chat on career pathing and ways to retain your top talent with ongoing development for both your team, and yourself as a leader.

Workgroup Time: Organizational & Team Structures

Lagoon Room 1

BDR, SDR, AE, Customer Success, Account Management… the list goes on and on. Together we will discuss the challenges facing our organization in this area and also share ideas to streamline our teams for success.

Workgroup Time: Company Values & Mission

Lagoon Room 2

Does your sales team know and really understand the long term goals of the team, department, and company? Often times, sales reps will feel empowered and take ownership of their sales process when they understand and buy-in to the vision and big picture.

Tuesday, February 4 | 3:15 PM - 4:15 PM

Workgroups - Session 2

Participants will choose one of the following sessions to participate in:

Workgroup Time: Engaged, Involved & Motivated Employees

Terrace B

Is your team fully engaged , involved, and motivated? Do they have the ability to have their voices heard when decisions are made? We will strategize on how you as a leader can keep your sales team involved and motivated.

Workgroup Time: Communication & Collaboration Across Organizations

Lagoon Room 1

Research indicates workers would rather work for a company that values “open communication” over one with top employee benefits. Does your sales team communicate in a way that encourages collaboration and idea-sharing? This group will share insights, tips and help others to solve the communication and collaboration issues in their teams.

Workgroup Time: Customer Success & Satisfaction

Lagoon Room 2

There’s more to a happy customer than just their satisfaction following the sale. Together we will discuss the importance of how your reps view and support their customer’s success. Important topics include revenue retention, customer advocacy, the value of referrals and the importance of measuring success and satisfaction.

Additionally, Israel Greene will walk you through a diagram which allows you to build a lifecycle management journey for your customers. As you build it, it will include retraining, attracting, engaging and growing clients. Each participant will have a working diagram to take back to the office and implement for an increase in client retention.

Tuesday, February 4 | 4:15 PM - 4:30 PM

Afternoon Recharge Break

Terrace Patio

Grab a coffee and snack before heading back into Large Group Learning in Terrace A.

Break Snacks will include:
o Whole Fruit
o Vegetable Crudite
o Cheese/Crackers
o Hummus/Pita Chips
o Keto Cookies

Tuesday, February 4 | 4:30 PM - 5:30 PM

Tool & Tech Demos

Terrace A

During this time we will hear from 2020 Leadership Retreat sponsors on how their tool or service can impact your bottom line and improve the sales process.

These 15-minute presentations are a Retreat favorite, as they provide leaders with the opportunity to see the upcoming technologies up close!

4:30 - 4:45 PM - Gong
4:45 - 5:00 PM - Terminus

Tuesday, February 4 | 5:00 PM - 5:30 PM

Agenda Sharing & Wrap Up

Terrace A

During this time, we will briefly share learning from the afternoon sessions and also prepare for the night and days ahead!

Tuesday, February 4 | 6:30 PM - 8:30 PM

Happy Hour & Networking

West Lawn

One of the most valuable parts of the Retreat, the Networking Happy Hour brings all participants together for a relaxed evening on the patio where we will enjoy appetizers and drinks while connecting with each other!

While we won't have a full seated meal, expect to have many different options including:
o Mac n’ Cheese Station
o Roast Beef Tenderloin
o Passed appetizers
o Open Bar

Day 2: Wednesday, February 5th

Wednesday, February 5 | 7:00 AM - 8:00 AM

Breakfast & Birds-of-a-Feather Roundtables

LeMaster Room

Grab breakfast and join a birds-of-a-feather roundtable discussion on a specific topic of interest. This is a key time to connect with fellow leaders on topics your organization is facing as well as a way to make new connections.

Expect a full Hot Breakfast to get you ready for a day of learning, sharing, and networking!

Wednesday, February 5 | 8:00 AM - 9:00 AM

Workgroup Time: Session 3

Participants will choose from three different challenges/workgroups.

Sessions to be announced and updated on Tuesday, Feb. 4th

Workgroup Time: Topic TBA

Terrace B

Workgroup Time: Topic TBA

Lagoon Room 1

Workgroup Time: Topic TBA

Lagoon Room 2

Wednesday, February 5 | 9:15 AM - 10:15 AM

Workgroup TIme: Session 4

Participants will choose from three different challenges/workgroups.

Sessions to be announced and updated on Tuesday, Feb. 4th

Workgroup Time: Topic TBA

Terrace B

Workgroup Time: Topic TBA

Lagoon Room 1

Workgroup Time: Topic TBA

Lagoon Room 2

Wednesday, February 5 | 10:15 AM - 10:45 AM

Morning Recharge Break

Terrace Patio

Before heading back into Terrace A, grab a coffee or tea and make yourself some trail mix to snack on during our large group sessions!

Wednesday, February 5 | 10:45 AM - 11:00 AM

Recap from Workgroups

Terrace A

Before hearing our final tool and tech demos we will briefly discuss the findings from each topic during the workgroup session earlier in the morning. This is a key time to learn quick tips on topics you weren't able to participate in, and also identify fellow leaders to connect with during the networking.

Making connections with your peers is a key way to enhance your Leadership Retreat experience!

Wednesday, February 5 | 11:00 AM - 11:45 AM

Tool & Tech Demos

Terrace A

During this time we will hear from 2020 Leadership Retreat sponsors on how their tool or service can impact your bottom line and improve the sales process.

These 15-minute presentations are a Retreat favorite, as they provide leaders with the opportunity to see the upcoming technologies up close!

11:00 - 11:15 AM - Flobile
11:15 - 11:30 AM - ConnectAndSell
11:30 - 11:45 AM - Frontline Selling

Wednesday, February 5 | 11:45 AM - 12:45 PM

Working Lunch: Personal Challenge "Think Tanks"

Terrace A

During this time participants are seated in small groups to share their personal challenges in a roundtable format:
- 2 Minutes to explain the challenge you are facing
- 2 Minutes to explain the things you have tried/what works/what hasn't
- 5 Minutes for the small group to help you problem-solve for this challenge

Participants will grab a box lunch and head to their table to participate. Boxed lunch options include fruit or pasta salad, pretzels and a chocolate chip cookie and your choice of:
- Turkey Sandwich
- Ham/Pimento
- Chicken Salad
- Vegetarian

Wednesday, February 5 | 1:30 PM - 5:30 PM

Afternoon Offsite Activities

Attendees will spend the afternoon networking and making new connections!

Golf: Please arrive at the Clubhouse no later than 1:15 as there will be a shotgun start for all groups at 1:30 PM.

Jacksonville Craft Brewery Tour: Meet at 1:15 PM outside of the Hotel Lobby for a 1:30 departure!
Brewery Stops include:
- Wicked Barley
- Aardwolf Brewery
- Intuition Ale Works

Wednesday, February 5 | 6:30 PM - 7:30 PM

Social Hour on the Surf Club Patio

Surf Club Patio

Join fellow participants for drinks and passed appetizers prior to the large group dinner!

Wednesday, February 5 | 7:30 PM - 9:00 PM

Leader Dinner & Networking

Florida Room

Following our Social Hour outside we will head to a relaxed networking dinner where participants will have the opportunity to continue getting to know each other.

Special Guest, Richard Harris with UNcrushed will share a few words on how Mental Health in Sales is affecting performance and the culture in your organization.

The full dinner menu includes:
- Mixed Green Salad with assorted dressings
- Marinated Mushroom Salad
- Cavatappi Pasta with Crabmeat
- Carved Roasted Prime Rib
- Herb-Marinated Pork Loin
- Grilled Chicken Breast with Sauteed Leeks
- Sauteed Mahi Mahi with a Tropical Fruit Salsa
- Saffron Basmati Rice
- Fresh Seasonal Vegetables
- Freshly Baked Rolls
- Dessert to follow!

Day 3: Thursday, February 6th

Thursday, February 6 | 7:30 AM - 8:15 AM

Breakfast & Birds-of-a-Feather Roundtables

LeMaster Room

To kick off the last day of the Leadership Retreat, participants are encouraged to grab breakfast from the hot breakfast buffet and join an informal discussion on a specific topic.

Thursday, February 6 | 8:15 AM - 9:15 AM

Workgroup Time: Session 5

Participants will choose from three different challenges/workgroups.

Sessions to be announced and updated on Tuesday, Feb. 4th

Workgroup Time: Topic TBA

Terrace B

Workgroup Time: Topic TBA

Lagoon Room 1

Workgroup Time: Topic TBA

Lagoon Room 2

Thursday, February 6 | 9:30 AM - 10:30 AM

Workgroup Time: Session 6

Participants will choose from three different challenges/workgroups.

Sessions to be announced and updated on Tuesday, Feb. 4th

Workgroup Time: Topic TBA

Terrace B

Workgroup Time: Topic TBA

Lagoon Room 1

Workgroup Time: Topic TBA

Lagoon Room 2

Thursday, February 6 | 10:30 AM - 10:45 AM

Recharge Break

Terrace Patio

Grab a snack and a coffee before heading back into the Terrace A for final Large Group sessions!

Break food includes:
- Assorted Cookies
- Whole Fruit
- Coffee & Tea

Thursday, February 6 | 10:45 AM - 11:30 AM

Top Tip Takeaways

Terrace A

As a large group we will discuss the top tips learned during the Leadership Retreat and also discuss any additional resources for on-going learning.

Thursday, February 6 | 11:30 AM - 12:00 PM

Leadership Retreat Close & Feedback

Terrace A

Bob Perkins, AA-ISP Founder & Chairman will share his final mission for our participants as we prepare to go our separate ways.

This informal discussion time is a great way to express your feedback with fellow participants as well as your AA-ISP Team.