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Thought Leadership on the Sales Profession Conference

June 5 - 6, 2012

Sponsored by Harvard Business School | HBS Campus

Organizer

All Seminars and
Conferences »

Contact Information

salesleadership@hbs.edu

Schedule

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	Welcome Aldrich 112 Presenters: Tom Steenburgh and Mike Ahearne
12:45 PM - 1:30 PM	Kickoff 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	Break
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	Reception 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	Breakfast 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	Break Aldrich
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	Lunch Aldrich
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	Break Aldrich
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