James Kenny

Bio 

Dr. Kenny taught and researched in the areas of Strategic Marketing, Professional Selling, Sales Management, and Third-party Logistics. During his twenty-five years at Western Illinois University, he was nominated for Teacher of the Year fourteen times and won three times. He also received the Provost's Award for Teaching Excellence. Additionally, Dr. Kenny has won two Faculty Excellence awards. He has published and presented papers in the areas of strategic planning, transportation brokerage, sales management, and professional selling.

He earned his Ph.D. from Oklahoma State University. He was a four-time recipient of the McAlister Scottish Fellowship for doctoral students. He completed his academic career by winning the American Marketing Association Doctoral Consortium Fellowship at Harvard University.

Professionally, Dr. Kenny has supplied consulting services to over 150 firms (Logistics, Private Equity, Software, Insurance, and Financial Services) and trade associations nationwide. A sample of his client list includes UPS Worldwide, FedEx, Trinity Logistics, Allen Lund Company, Landstar, TransCore DAT, Total Quality Logistics, McKinsey & Co., and AT Kearney.

Dr. Kenny has served on the Board of Directors of the Warehouse Education Research Council (WERC). He won the 2001 President's Service Award from the Certified Professional Insurance Association (CPIA) for his Marketing Audit Program and the 1996 Outstanding Service Award from the Transportation Intermediaries Association (TIA) for his Consultative Sales Program. Professor Kenny was presented with the 2010 Horizon Award for lifetime service to the Transportation Intermediaries Association (TIA).

Session 

Modular Sales Thinking: Training & Coaching Tools that Drive Transportation and Logistics Sales

How would you like to take an applied coaching seminar that focuses on increasing your sales leader effectiveness? This interactive program will teach you how to use modular sales thinking to provide greater outcomes for your sales team. The expected outcome of this program is to improve your sales coaching skills by demonstrating how to build modular sales training segments to increase your sales team’s effectiveness.

This program uses worksheets, exercises, and case studies to assist you in learning how to immediately apply modular thinking to approach any sales training challenge. A sample of the examples to be used in the workshop include the sales process, pre-call planning, vital sales skills behavior modules, questioning modules, handling objection modules, and sales teaching and coaching efficiency modules.

• How to build outcome-based modular sales tools to assist in teaching, training, and coaching the sales process.
• How micro-learning and modular thinking can be used to reduce training time for sales representatives.
• Case studies and sales training exercises will be used to demonstrate each of the workshop’s outcome-based objectives

Tuesday, June 11 at 2:00 p.m.