The Kellogg School Summit for Sales Executives

October 21, 2009 – October 22, 2009
Evanston, IL

Sales Strategies in a Challenging Environment

In an uncertain market, with customers buying less and demanding more, the stress on sales organizations is high and the questions are many. Is this a time to retrench or to be aggressive? What can be done to retain the best customers—and the company’s best people? How should the selling process be adapted? What can be done now to be successful, whatever the economy has in store?

The 2009 Kellogg School Summit for Sales Executives will focus on how to boost sales force effectiveness in this environment—and be poised for the next economic turn. Academic and industry leaders will provide their distinct perspectives and stories, and participants will have the opportunity to share their experiences with peers from a diverse set of circumstances—industries in stronger or more difficult positions, companies of different sizes, and organizations using direct or channel sales models.

At this event, you will:

  • Understand the key drivers that lead to outstanding sales force effectiveness
  • Hear how leading companies across diverse business environments are addressing today’s challenges
  • Assess your own situation to understand what strategies will work best for you
  • Discover how successful sales force initiatives can be adapted and implemented


Summit Agenda

Thinking Framework for Sales Strategy

  • Demonstrate the impact an effective sales organization can have on a company’s revenue and profit
  • Present the five key dimensions of sales force success
  • Describe the core decisions that drive sales effectiveness
  • Identify success strategies suited for the current economy
  • Assess the existing state of your sales force and identify improvement opportunities using a structured effectiveness framework 

Industry Experiences
Industry leaders will share their first-hand experiences driving sales in a challenging environment. Industry speakers include:

  • Veronica O’Shea, Global GTM Vice President, Oracle Corporation
  • Jeff Foland, Senior Vice PresidentWorldwide Sales, United Airlines
  • Steve Malm, President and Chief Operating Officer, Nibco

Interactive Breakout Sessions 
The interactive evening program will provide Summit participants with the opportunity to network and share ideas, experiences and perspectives on winning sales strategies.

Implementation 
Managing change thoughtfully and effectively is essential in a challenging environment whether a company is expanding into new markets, retrenching into old markets or rethinking its business model. Key takeaways will include:

  • Getting organizational alignment on the right direction
  • Strategies for retaining customers and the best salespeople through an organizational change 


For more information and online registration, please visit the Kellogg School's Executive Education website.