Annual Sales Conference, Palm Desert





Challenge

Xilinx had just completed a major reorganization, changing upper management, defining a new strategic direction, as well as a new sales strategy and process. Our challenge was to design and deliver a Sales Conference event familiarizing the Xilinx Sales Force with these changes in a manner that was both educational and motivational.


Approach

EXP worked with Xilinx to create a highly interactive agenda that involved attendees with the executive team, learning who they are and how they think. In addition, they interactively learned the new sales process and new product strategies.  The focus was to engage, to learn and to adjust.  The theme was “Fast Forward” — Fast Forward Technology.  Fast Forward on Process. And Fast Forward on Sales.

To truly engage attendees, we created the “Fast Forward Challenge”, a competitive game, which ran throughout the course of the Conference. The audience was divided into 8 competitive teams, each led by a member of the executive staff.

Each team had sub-teams that worked together prior to arrival, and throughout the week to solve interactive case study challenges, learn about the best partner solutions for their particular problems and compete head-to-head with the other teams on accumulated knowledge.

Upon completion of the Xilinx “Final Challenge," team members were awarded casino chips based upon standings. Attendees closed out the Conference at a final evening celebration — “Casino Under the Stars”. This was a high- end celebration featuring great food and a large outdoor casino, where they could use their chips, gamble and attempt to win some great prizes at the end of the evening.


Result

The end result was a highly rated Conference, done on a tight budget. Attendees left the Conference knowing the execs, knowing the strategy, knowing the sales process and most importantly, buying into it.  The Xilinx Sales Conference was a successful event — strategically and financially.



Learn more about EXP and John Santeler.
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