Becoming a World-Class Sales Organization

Sales Leaders' Roundtable

April 6, 2011: 6:00 PM - 9:00 PM

Becoming a World Class Sales Organization

As the economy slowly recovers and activity increases, the next
big challenge for business leaders is managing the rebound. It is
important that you have a sales team in place that can take
advantage of new opportunities without being overwhelmed
by them.

Join us April 6th as Howard Stevens, Chairman and CEO of
The Chally Group Worldwide, leads an interactive discussion of
the key characteristics of a world-class sales force and how it
impacts a company’s strategic planning.

For nearly 20 years the Chally Group has researched the best
practices of sales teams throughout the world. Mr. Stevens will discuss
those benchmarks, the sales skills needed to succeed in today’s environment,
the future of competitive selling and what it takes to be a world class sales organization
in a changing business world.


Gleacher Center
Room 100
450 N. Cityfront Plaza
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

THE HR Chally Group was founded in 1973 through a grant from the United States Justice Department. The grant funded the creation of actuarial assessment techniques and a validation technology that accurately predicts on-the-job effectiveness.

Today Chally serves over 2,000 customers globally. Chally assessment services are offered in several languages and are available online via a Web-based system.

Customers invest in Chally solutions for improved candidate selection, employee and organization development, and to profitably increase sales performance. Chally sales growth solutions identify customer/market needs, competitor positioning, and sales force effectiveness.

Chally continues to fund and develop comprehensive research in sales and management development. Chally maintains the leading database of sales benchmarking information. To advance its core technologies, Chally has developed a sophisticated expert system to objectively evaluate candidates and predict customer-purchasing decisions.


No Charge


Register Online

Deadline: 4/6/2011


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

6:30 PM-8:00 PM: Presentation

8:00 PM-9:00 PM: Cash Bar in Midway Club

Speaker Profiles

Howard Stevens (Speaker)

Howard Stevens is Chairman and CEO of Chally Group Worldwide, a research firm focused on Talent Management, Leadership Development and Sales and Productivity Improvement. Chally provides both Talent and Productivity Audits at a Corporate, Functional and Individual level as well as Personnel Assessments in 23 languages. Our research services support over 2,500 customers in 49 countries. Clients include such diverse international corporations as IBM, American Family Insurance, General Motors, Verizon, Sara Lee, Siemens, Xerox, and Johnson Controls as well as many mid- and smaller-sized companies. Mr. Stevens specializes in both management and sales effectiveness and productivity. In management development he directed the first long-term study of the critical success factors for Leadership development for The National Aeronautics and Space Administration and the United States Defense Department and its major defense contractors. A licensed clinical psychologist, he is known for his research, keynote speeches, and programs in Leadership Development, Total Quality Sales Management (TQSalesM), Business and Productivity Analytics

In sales performance, he originated Customer Purchasing benchmarking in business to business sales, and is the creator of the original sales product lifecycle classifications. Chally maintains the largest world class sales database which includes benchmark metrics and processes of the only world class sales forces identified through research with over 80,000 business customer decision-makers. Chally has also created the largest statistical database and validation research for the evaluation of requirements for sales, professional, and executive positions, and in market and customer analyses.

Howard is the author of several books (published in multiple languages) on sales and management including Achieve Sales Excellence, The Quadrant Solution and Selling the Wheel. He has written many articles and is a frequent speaker and radio and television guest. He has been a guest on CNN, CNBC, Bloomberg USA, National Public Radio, Radio Free America and other business based programs. He is a regular presenter at the Selling Power Sales Leadership Conference. His world class sales benchmarks program has been presented over 1000 times across 30 countries for corporations, trade associations, government agencies, and universities.

Howard is the founder and CEO of the University Sales Education Foundation that supports the universities who offer formal sales programs. Mr. Stevens has also taught “World Class Sales” benchmarks at the Columbia University Graduate School of Business, and served as the Chairman of the Sales Advisory Board for Ohio University and is an Honorary Alumni of Ohio U.


Ken Nordine, Jr., '97