CBAC SMPIG - Strategy Tackles Sales, Internal Organizational Relationship

Chicago Booth Alumni Club of Chicago

September 16, 2011: 7:30 AM - 8:45 AM

This is a collegial gathering of equals and we do not present speakers. "Strategy Tackles Sales, the Internal Relationship" is the topic and pre-reading for September.


U.S. Trust - Bank of America Wealth Management
44th Floor (go to 43rd floor reception)
135 S. LaSalle St.
Chicago, Illinois

Event Details

Historically, sales and sales management has long held the view that success is never accepting "no." Today's environment appears to have changed. Success in sales is no longer about the management of the process, a better mousetrap. It may be more strategic and require alignment to customers. Success may depend on your sales organization and the sales force's presentation and communication approach to create a well beaten path for the world to find your door.

Join our monthly Strategic Management Practices Issues Group discussion, Friday morning, September 16th, from 7:30 - 8:45 AM downtown, to consider positioning the sales team and sales process for success through the following articles:

"Selling Gets Complex" describes how a successful sales force needs to know more than just the product. It touches a bit on sales management but also on the approach, tools, and positioning of product changes as the product gets more complex.

"Strategizing the Sales Organization" is a little more academic discussion on how the sales organization involves more than just putting the product in front of potential clients. Again, the focus is how product complexity increases the importance of integrating the sales team into other parts of the organization.
[Note this is a lengthy article so don't plan to skim it the night before.]

Please read the following two articles in preparation for the discussion:

Selling Gets Complex by Geoffrey James, Strategy-Business Issue 56 - Autumn 2009

Strategizing the Sales Organization by Nikala Lane & Nigel Piercy
Journal of Strategic Marketing, Vol. 17, Nos. 3–4, June–August 2009, 307–322


Note: Your University ID will allow you free access to the journal through the library, if you go to: LENS and type "Journal of Strategic Marketing" in the search bar. Once you pull up the journal, then you can type in the name of the article and you will get free access.

Moderator: Rachel Kaberon
Host: Marcus Velasco, Bank of America Wealth Management
Continental Breakfast compliments of our host

We welcome suggestions for topics. If anyone has a topic idea or would like to facilitate one of our discussions, please e-mail Rachel Kaberon at We value diverse perspectives and encourage volunteers to lead conversations or participate in article selection.


No Charge


Register Online

Deadline: 9/15/2011

Speaker Profiles

Rachel Kaberon (Moderator)


Elizabeth Bleakley, '02 
CBAC VP Continuing Education