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DCIO Internal Sales Desk Manager  Roundtable

2018 Annual Meeting

Growing Sales

October 2 - 3, 2018
Baltimore, MD

Hosted by: Legg Mason

Register* On-line

*Registration requires an invitation code

Request Invitation Code


Current Context

EACH Enterprise is launching the first ever DCIO internal sales desk roundtable. Based on feedback from our members and from DCIO firms around the country, we are bringing together leaders and their designees to discuss service models, regulatory challenges and other hot topics on the DCIO sales desk.  We’ll look to leverage ideas from the recordkeeper side of the house and create our own set of best practices and ideas.

In addition to the formal sessions we have scheduled, you will have time to catch up with your industry peers to connect and network. Attendees will receive a summary of ideas and model practices for their own internal company use after the meeting. 

Meeting Objective

Forum for internal sales desk managers at DCIO firms to address shared issues, major challenges and opportunities for enhancement, emerging industry trends and other topics of interest to attendees.  Informal discussions are organized around topics suggested in the registration process.


Attendance is by invitation only. The invitation is extended to DCIO sales desk leaders and their designees.

Date and Time

Tuesday, October 2, 2018

7:00p.m. - Pre-event Networking Dinner

B & O American Brasserie
2 North Charles Street
Baltimore, MD 21201

Wednesday, October 3, 2018

8:00 a.m. - Breakfast
8:30 a.m. to 3:30 p.m. – Sessions


Legg Mason
100 International Drive, 4th Floor
Baltimore, MD  21202

Dress Code

Casual Dress for pre-event
Business Casual Dress Code for meetings


Attendees will contribute to an ongoing dialogue about what is working and what they want to try to improve for their company’s internal sales desk.

Two 90-minute timeslots for moderated breakout discussion sessions:

  • By hot topic (technology on the desk, regulations and sustaining high quality customer care)
  • Team structure, tasks and process

Value Add

Attendees will each receive a summary, one-page document of the ideas and best practices shared at the meeting. None of the content will be attributable to any one individual or organization. In addition, you may request a confidential custom report (2-3 pages) for your specific organization and target markets, key audiences and attendee challenges.


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Wednesday, October 3, 2018

8:00 a.m.     Continental breakfast buffet

8:30 a.m.     Welcome, Introductions, hot topics of the day

9:15 a.m.     Hot Topics and biggest challenges on the sales desk today

10:45 a.m.   Break

11:00 a.m.   Internal Sales Desk activity

  • Division of labor between internal/external/recordkeeping service provider/advisory firm HQ/advisor
  • Leveraging value adds in the process
  • Territory analysis tools
  • Role of technology in the process: Salesforce, Sales enablement software (Seismic, Accent Accelerate)

12:00 p.m.   Cold Buffet Luncheon

12:30 p.m.   Team Management

  • Segmentation and organizational structure
  • Recruiting, training, hybrid positions and career pathing
  • Compensation, rewards and recognition

2:00 p.m.     Break

2:15 p.m.     Five best practices that work and five worst practices to stay away from

3:15 p.m.     Wrap Up and Next Steps

3:30 p.m.     Meeting adjourns

Hotel / Transportation

The recommended hotel is the Hyatt Regency Baltimore Inner Harbor. For reservations please call the hotel directly at 1-410-528-1234.

Hyatt Regency Baltimore Inner Harbor
300 Light Street
Baltimore, MD 21202



Register* On-line

Registration requires an invitation code.

Request Invitation Code

Payments by credit card, debit card, check or bank transfer


Registration deadline: Roundtable
On or before April 30, 2018  $1250
After April 30, 2018  $1475

Cancellation Policy
EACH Enterprise, LLC will refund your entire meeting fee if you cancel on or before June 30, 2018.  For cancellations between July 1, 2018 and August 6, 2018, EACH Enterprise, LLC will refund your registration fee minus an administration fee of $300.  No refunds for cancellations after August 6, 2018.  In the unlikely event that the number of registered attendees falls short of expectations, EACH Enterprise, LLC will refund the entire registration fee.

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Contact Us

Phone: (860) 254-5046
Fax: (860) 838-2830
Email: This email address is being protected from spambots. You need JavaScript enabled to view it.

EACH Enterprise, LLC
16A Pasco Drive
East Windsor CT 06088