2018 Workshops   |  Dayton, Ohio
May 15-17  |  August 14-16  |  November 13-15

Through the Association Education Alliance, NAED has partnered with other distribution trade associations to introduce a new educational training camp featuring The Four Pillars of the Sales Profession™. This interactive seminar provides practical skills, tools and fundamental disciplines that are essential for sales professionals and a productive sales team and highlights the four pillars below:

    Pillar I - Personal Disciplines: Learn the 24 disciplines needed as a professional sales person. Taking personal ownership of these will assure consistent actions and maximized results in your territory or area of sales responsibility. Sales is an individual sport where you must employ your own workout regiment and have a personal work ethic for brilliant performance and continuous improvement! These sessions will inspire personal change and improved time management. 

    Pillar II - Relationship Skills
    : People buy from people they like and trust. This course will sharpen core communication skills and drive home the importance of active listening! Highly engaging sessions will help you build relationships and skillfully adapt to all types and styles of customers. 

    Pillar III - Strategic Selling: Attendees will gain a clear understanding of the big picture and the full range of responsibilities expected of sales professionals. Prospecting, account penetration, follow-up, service, and CRM will be addressed. We will focus on territory management and implement formal strategic planning for key, major accounts. 

    Pillar IIII - Tactical Selling: Includes a full day, target account workshop where each person selected is an actual customer and will pre-plan for the next call with that customer. Using the work binder, discussion, and help from peers, managers and the trainer; each will complete a written pre-call plan. Includes a high impact role-play session - recorded digitally and professionally critiqued! We will also work on skillfully responding to objections and negotiation ploys. 

This training camp does not solely focus on electrical distribution, but distribution sales in general.

Who should attend? 

Sales Professionals: This is perfect for brand new sales people and is totally applicable for experienced sales professionals. 

Sales Managers: Managers and leaders should attend to learn the tools and disciplines offered so they can coach and reinforce them. 

Sales Support: Product specialists, rental, parts, and any positions who work with the sales team to make joint calls or proactively contact customers will benefit from this seminar.


8:00 a.m. 

  • Welcome & Opening 
  • Introduce The Four Pillars® concept  
  • Pillar I - Personal Disciplines
    • Personal Disciplines checklist
    • Establishing vital regimens
    • Discuss Customer Relationship Management (CRM)

9:45 a.m. 

10:00 a.m.

  • Territory Management
  • REGIMEN 1: Reporting Actions
  • REGIMEN 2: Time Management
  • Pillar II - Relationship Skills
    • Communication & Listening

12:00 p.m. 

12:45 p.m. 

  • Relationship Model
  • Strengths & Weaknesses of Your Style Workshop
  • Your Strategy to Sell to the Other Styles Workshop

2:45 p.m. 

3:00 p.m.

  • Pillar III - Strategic Selling
    • Customer Lifeline
    • Marketing, Selling, Serving
    • REGIMEN 3: Prospecting
    • REGIMEN 4: Evaluation of Territory
    • Formal Strategic Account Planning
    • REGIMEN 5: Begin formal planning for your strategic accounts
  • Pillar IIII - Tactical Selling
    • Customer Process / SELL Process
    • Introduction and target selection

5:00 p.m.

Adjourn/Dinner on Your Own


8:00 a.m. 

  • Pillar III - Tactical Selling
    • SELL Pre-Call Planning
    • Begin Target Account Clinic
    • Sales Call Objective Workshop

9:45 a.m. 

10:00 a.m.

  • START Step Workshop 
  • EVALUATE Step Workshop

12:00 p.m. 

12:45 p.m. 

  • LEVERAGE Step Workshop
  • Benefits and Value Formula
  • LOCK Step Workshop

3:00 p.m. 

3:15 p.m.

  • SELL Defense
  • Overcoming Objections
  • REGIMEN 6: For every call

4:30 p.m. 

Role-Play Assignments

5:30 p.m. 

  • Evening Assignment: Role-Play Preparation
  • Adjourn


7:45 a.m. 
Final Role-Play Instructions

8:00 a.m. 
Role-Play Breakout

11:00 a.m. 

  • Building Blueprint
  • Practice & Ongoing Development
  • Award Certificates/Evaluation

11:45 a.m. 

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