Sales Strategies in a Challenging Environment
April 8, 2009: 6:00 PM - 9:00 PM
The economic downturn is hurting the profitability of firms in almost every industry. Companies are downsizing and sales force budgets are being slashed. However, forward leaning sales leaders know that one of the most powerful growth engines in a downturn is boosting sales force effectiveness, and that doing so now can create unprecedented opportunities to position their companies for the future.
450 North Cityfront Plaza
Since event is free, and capacity is limited, be sure to register soon.
Ken Nordine, Jr. '97,
Drawing insights from his latest book, Building a Winning Sales Force, co-author Prabha Sinha will share his thinking on how companies can improve their sales forces. Dr. Sinha – co-founder of ZS Associates, the largest sales force consulting firm in the world – will discuss sales strategies and tactics derived from helping hundreds of companies develop world-class selling organizations. Prabha will be joined by Ladd Ruddell, a ZS Principal who led a recent study on sales strategies in this downturn.
You will gain unique insight into the drivers of sales force excellence and practical ideas to create change within your sales organization.
Panelists will share their ideas on selling in a downturn and answer audience questions.
• Harit Talwar, Executive Vice President, Card Programs and Chief Marketing Officer at Discover Financial Services
• Amy Cosler, Vice President, Sales & Marketing Landauer, Inc
Prabha Sinha (Speaker)
Founder and Co-Chairman of ZS Associates, ZS Associates
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
Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organizations.
Ladd Ruddell (Speaker)
Managing Principal, ZS Associates
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.