Building a Winning Sales Force: Powerful Strategies for Driving High Performance

Sales leaders are under significant pressure, especially in the current environment.  The temptation to slash investment in sales and marketing is strong.   Forward leaning sales leaders know that one of the most powerful growth engines is boosting sales force effectiveness and that doing so now can create unprecedented opportunities to position their companies for the future.

Building a winning sales force requires a delicate balance of variables to properly align the sales strategy with an organization’s overall goals. It requires a framework to help sales leaders diagnose problems, recognize opportunities, and adapt to market changes and evolving customer requirements.

You will gain unique insight into the drivers of sales force excellence and practical ideas to create change within your sales organization.

Prabha Sinha (Speaker)

Founder and Co-Chairman of ZS Associates

http://www.zsassociates.com/

Prabha Sinha is Founder and Co-Chairman of ZS Associates, a sales and marketing consulting firm he co-founded in 1983. ZS now operates in North America, Europe and Asia with over 1000 people in 17 offices. The success of ZS was recognized by his induction into the Chicago Entrepreneurship Hall of Fame in 2005. Dr. Sinha was an Associate Professor of Marketing at the Kellogg School of Management until 1987. He received his Ph.D. from the University of Massachusetts, and is a graduate of the Indian Institute of Technology, Kharagpur.

He has assisted over 250 firms with issues of sales force strategy and effectiveness. He continues to teach executives at the Kellogg School of Management, London Business School, and at the India School of Business. He has published over 30 academic articles.

Prabha has co-authored four books with his ZS co-founder Andris Zoltners

• Building a Winning Sales Force

• The Complete Guide to Sales Force Incentive Compensation

• Sales Force Design for Strategic Advantage

• The Complete Guide to Accelerating Sales Force Performance

Ladd Ruddell (Speaker)

Managing Principal, ZS Associates

http://www.zsassociates.com/

Since joining ZS in 1994, Ladd has consulted with over three dozen organizations in the consumer goods, high-tech, healthcare, industrial products and transportation industries. Ladd’s primary expertise is in sales force effectiveness and capability building. Ladd has a proven record of helping Fortune 500 clients to improve sales performance through focus on go-to-market strategy, sales organization design, selling process design, sales force and channel compensation program design, sales force skill building, and marketing and sales analytics. Ladd’s assignments have included work in the United States, Canada, Central America, Latin America, Europe and Asia.

Ladd is a frequent guest lecturer on sales and marketing topics. He has presented at the J.L. Kellogg Graduate School of Management, the University of Michigan business school and the University of Chicago business school. He has also presented at industries conferences including those hosted by PMSA and SAMA and has conducted many executive team workshops.

Ladd has a Master of Management degree from the Kellogg School of Management at Northwestern University and a Bachelor of Science degree in Mechanical Engineering from the University of Illinois.

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$20 Standard Ticket

$30 At The Door, Cash Only Please.  No checks. No credit cards.