Why Can't You Just Throw More Fertilizer on Your Sales Managers?

Sales Leaders' Roundtable

October 14, 2009: 6:30 PM - 9:30 PM

Why can't you just throw more fertilizer on your sales managers? "Our top sales managers generate 70% more revenue than our average sales managers!" "Our new tools, training and systems have not really made a big difference in bridging that gap." Sound familiar? Mercer's recent research demonstrates how companies are currently failing in their investments to create and develop more effective front line sales managers. Mercer's research will also show how that very little is available in the market to really improve the performance and impact of the front line sales manager besides off-the-shelf training and tools focused primarily on pipeline management, sales process compliance, and the mechanical aspects of coaching.


Gleacher Center
Room 100
450 N. City Front
Chicago, Illinois

Driving Directions:Discounted Parking Chicago Booth has arranged with the AMC Theater-River East Self parking Garage to provide discounted parking: 300 East Illinois Street (AMC Theater-River East Self Park Garage) $6.00 after 3:00pm Garage: Self Park Facility Payment: Automated; at pay-stations by cash or credit card or upon exit pay by credit card only. To receive discounted rate: There is a card validator at the first floor security desk of the Gleacher Center. Detailed Directions : Garage is located next to PJ Clarks and below the AMC Theater. a) When traveling east on Illinois cross over Columbus and enter the Garage on the left (north) side of the street. b) If driving west on Grand (north of Theater), you can enter the garage ½ block before Columbus on the left (south) side of the street.

Event Details

Some key sales executives will provide examples of what's working and not working in creating more effective front line sales leaders and really leveraging this role in driving sales results and overall sales effectiveness. Results from Mercer's recent research and work with "beta site" clients explain why traditional approaches to elevating the performance of this mission critical role don't work that well and suggests a different approach needs to be taken. Key take-aways from this session will be: -Results of Mercer's research and beta sites -Sharing of issues, impact and experience across companies in getting this critical role right -Learning how best to approach improving the design, capability and performance of this critical role The two principal speakers for this exciting session will be Steve Grossman, leader of Mercer's Sales Effectiveness business in the Americas, and, Vince Racioppo CEO and co-founder of the Expert Sales Manager.


No Charge


Register Online

Deadline: 10/14/2009


6:30 PM-7:00 PM: Registration and Networking

7:00 PM-8:30 PM: Program

8:30 PM-9:30 PM: Cash bar in Midway Club

Speaker Profiles

Steve Grossman (Speaker)
Principal, Mercer

Steve Grossman, a Principal in Mercer’s Human Capital Business, leads Mercer’s Sales Effectiveness group in the Americas. Our Sales Effectiveness group helps our clients: Focus their sales effort on the right customer segments; Optimize their sales and sales management processes; and, Effectively motivate and enable their sales people to exceed expectations. Steve has particular expertise in helping clients manage through the difficult process of driving change in a sales environment. For more than twenty years, Steve has consulted on domestic and international sales force management and sales compensation issues as well as marketing, competitive analysis and organization effectiveness. His clients are from a wide range of industries, including: business services, media and entertainment, consumer products, distribution, hospitality, medical products/systems/services, professional services, financial services, telecommunications, hi-tech, and general manufacturing. A frequent speaker on sales compensation and sales effectiveness, Steve has authored numerous articles and is a principal contributor to several books on various sales effectiveness topics including high performing sales efforts (Journal of Organization Excellence, Selling Power Magazine) and sales compensation (WorldatWork). Steve’s recent “ground breaking” research and client work into the effectiveness and role of the front line sales manager is uncovering powerful opportunities to improve the performance of this often underleveraged, but pivotal, role in a sales effort. He has written and spoken on this topic at WorldatWork and other leading sales and management conferences, meetings and publications. Steve holds a bachelor’s degree in mechanical engineering from Tufts University and an MBA from Boston University. He is a Certified Management Consultant (CMC).

Vincent C. Racioppo, Ph.D. (Speaker)
CEO, Expert Sales Manager, Ltd.

Dr. Racioppo has provided innovative training, facilitation, coaching, speaking, and consulting for organizations such as Siemens, Bank of America, Jones Lang LaSalle, Mercury Marine, Forsythe, Motorola, Manpower, Sanford Pen, Ameritech (now AT&T), Moore (Formerly Moore Business Forms), Discover Card and Heartland Hospital (MO). As CEO of Expert Sales Manager, he is helping organizations to transfer the expertise of their top sales managers to all sales leaders. He has produced numerous models of expert performance and has been featured in numerous publications. He is currently completing a book called The Expert Sales Manager Cookbook: Homegrown recipes for improving yourself and your organization. Vince Racioppo brings a wealth of experience from business and academia. He earned his Ph.D. in Education with a minor area in Computer Science from the University of Iowa. His pioneering work produced innovative human and resource planning models, numerous education programs, and a published guide for establishing Management Information Systems. Dr. Racioppo has had extensive study in Neuro-Linguistic Programming (NLP) and is a Certified Practitioner and Modeler of NLP. During a decade with the IBM Corporation, Dr. Racioppo acted as an external consultant, project manager, and sales representative and supervisor. As Executive Vice President of the Business Performance Institute, he conducted successful training, speaking and consulting activities nationwide.

Seymour Rifkind (Speaker)
Former President, Interface Group

Seymour Rifkind is the past President of the Interface Group, a 33-year-old marketing communication firm. Interface provided marketing services to some of the largest corporations in the world, Toshiba, Siemens, Motorola and Baxter to name a few. In addition to his marketing background, Seymour is President of Seymour Rifkind International. He is the author of the best selling book 21st Century Samurai: The Secret Path to Success & Fulfillment, which has been translated into five foreign languages. Seymour has done over 50 radio interviews and has been featured in a number of national publications. He is an executive coach and sought after keynote speaker. He received his BS. from the University of Iowa and MBA from the University of Nebraska.


Ken Nordine, Jr. '97 


Other Information

The mission of the Chicago Booth Sales Leaders' Roundtable is to help both Chicago alumni and a broader community of sales professionals learn more, meet other colleagues and resolve sales issues. Our vision is to be the first choice for learning and sharing new sales leadership ideas. Visit the Chicago Booth alumni website for more information about the Sales Leaders' Roundtable, to view upcoming events and to subscribe to our email list.