Thought Leadership on the Sales Profession Conference

June 5 - 6, 2012

Sponsored by Harvard Business School | HBS Campus


Marketing Unit

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Friday events will be held in the Williams Room, Spangler Hall

Saturday sessions will be held in Hawes Hall Room 203

Jun 5
12:30 PM - 12:45 PM


Aldrich 112

Presenters: Tom Steenburgh and Mike Ahearne

12:45 PM - 1:30 PM


Aldrich 112

Speaker: Mike Moorman (ZS Associates)

1:30 PM - 2:30 PM

Panel on Entrepreneurial Selling

Aldrich 112

Moderator: Jim Lattin (Stanford)

Presenters: Mark Roberge (SVP Sales and Service, Hubspot)

David Skok (General Partner, Matrix Partners)

Rhonda Kallman (CEO, Port Norfolk Distillery)

2:30 PM - 3:00 PM


3:00 PM - 4:00 PM

Managing Large Transations

Aldrich 112

Presenter: Neil Rackham

4:00 PM - 5:15 PM

Panel on Strategic Account Management

Aldrich 112

Moderator: Noel Capon (Columbia)

Presenters: Pedro Miranda (Corporate Vice President and Head of of Siemens One, Siemens)

Rosemary Heneghan (Director, International Sales Organization, IBM)

Geoff Williams (VP Global Customers, Schneider Electric)

Cameron Hyde (SVP, Global Account Operations, Xerox)

5:15 PM - 6:30 PM


Williams Room

6:30 PM - 8:30 PM

Dinner with Keynote Speaker

Williams Room

Speaker: Bill George (Harvard Business School)

Jun 6
7:30 AM - 8:30 AM


Aldrich 110

8:30 AM - 10:00 AM

Track 1: Customer Relationship Management

Aldrich 110

Solution Selling Processes: A Multistudy Investigation of their Antecedents & Outcomes, Nikolaos G. Panagopoulos (P)

Gratitude versus Entitlement: A Dual Process Model of the Profitability Implications of Customer Prioritization, Alex R. Zablah (P), Hauke A. Wetzel, Maik Hammerschmidt

Selling to First Customers: Customer Acquisition Strategies for Start-Ups, Vincent Onyemah (P), Martha Rivera Pesquera, Abdul Ali

Moderator: Paulo Guenzi, Ron Davis, Michael Blach, Bob Kelly

Track 2: Compensation 1

Aldrich 111

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans, Doug J. Chung (P), Tom Steenburgh, K. Sudhir

Bonuses vs. Commissions: A Field Study, Raghunath Singh Rao (P)

Paying $30,000 for a Gold Star: An Empirical Investigation into the Value of Peer Recognition to Software Salespeople, Ian Larkin (P)

Moderator: Shantanu Dutta, Glenn Mason, Joe Stallard

10:00 AM - 10:30 AM



8:30 AM - 10:00 AM

Track 1: Managing across Organizational Boundaries

Aldrich 110

Are Product Sales People From Mars and Service Sales People From Venus? Key Challenges in Implementing B2B Service Growth Strategies at the Industrial Sales Force Level, Wolfgang Ulaga (P), James Loveland

How to motivate salespersons to help team colleagues with the sale of new products?, Michel van der Borgh, Ad de Jong (P), Ed Nijssen

The Impact of Internet Communication Technologies on B2B Sales Force Organization, Murali K. Mantrala (P), Sönke Albers, Vamsi K. Kanuri

Moderator: Greg Marshall

Presenters: Roland Dietz, Manu Seth, Mark Russ, Mitch Kingston

Track 2: Key Account Management

Aldrich 111

Sales Performance Drivers in a Multi-Tier Sales Organization, Michael Ahearne, Anne T. Coughlan (P), Dominique Rouzles

Managing Complexity in Sales Organizations, Christian Schmitz, Shankar Ganesan (P)

Negotiating Strategic Purchases: Why How You Do it Matters More than What You Offer, Frédéric Dalsace, Erin Anderson, Dimitri Kapelianis, Sandy Jap (P)

Moderator: Lynette Ryals, Sonny Ali, Jim Ford, Bernard Quancard

12:00 PM - 1:30 PM



1:30 PM - 3:00 PM

Track 1: Sales Force Effectiveness

Aldrich 110

Metrics for Assessing Salespeople's Relative Selling Effectiveness: An Empirical Approach, Wei Zhang (P), Ajay Kalra

The Impact of Sales Manager Time Allocation on Sales Team Performance: Should Sales Managers Sell, Manage, or Both?, Doug Hughes, Adam Rapp (P), Andrew Petersen

Does a Salesperson Have a Future? Understanding the Drivers of a Salesperson's 'Future' Potential, V. Kumar (P), Sarang Sunder, Robert P. Leone

Moderator: Eli Jones, Richard Cerrone, Byron Matthews, Alexandre Nogueira

Track 2: Third Party Sales

Aldrich 111

A New Flexible Method to Measure and Improve Third Party Sales Force Productivity, Sudhir Voleti, Venky Shankar (P), Pulak Ghosh

Improving the Management of a Reseller Network: An Examination of Predictive Power of Evaluations and the Benefits of Information Sharing, Clay Voorhees (P), Doug Hughes

Building on and Sustaining Excellence: Salespersons' Product Information System Adoption, Continuing Usage, and Performance, Kersi D. Antia (P), Bharat L. Sud

Moderator: Ajay Kohli Kathy Daly-Jennings, Tony Duran, Allan Scott, Brady Hare

3:00 PM - 3:30 PM



3:30 PM - 5:00 PM

Track 1: Sales-Marketing Interface

Aldrich 110

Identifying paths to convergence between sales & marketing : The contribution of CRM,Wesley J. Johnston (P), Othman Boujena

Managing Sales at Arms-Length: Creating Channel Salesperson Brand Evangelists, Doug Hughes (P)

Moderator: Fred Wiersema Steve Erickson, Jamil Maqbul, Prashant Nikam, Jason Romsey

Track 2: Compensation 2

Aldrich 111

Sales Incentive Designs and Inter-personal Comparisons, Mengze Shi (P)

Improving Salesforce Compensation: A Structural Approach, Sanjog Misra (P), Harikesh Nair

Thrill of Victory and Agony of Defeat: Emotional Rewards and Compensation, Nyladri Syam (P)

Moderator: Manfred Krafft Paul Helmore, Lindsey Nelson, Ash Deshmukh, Doug MacSwan