THOUGHT LEADERSHIP ON
THE SALES PROFESSION CONFERENCE

The next Thought Leadership on the Sales profession Conference, has been scheduled for May 31-June 1st 2017. The conference is to be held at the HEC Business school in Paris

The Thought Leadership on the Sales Profession Conference is an exclusive event that brings together leaders from both academia and industry interested in sales force effectiveness. In past years, this one- of-its-kind event has been held at Harvard Business School and Columbia University.

Past attendees have included executives from leading firms as well as some of the most established researchers in the field and some of the most promising young scholars in the field. The event provides a unique forum through which attendees can present, hear, and discuss cutting edge research and ideas related to professional selling and sales force management. For invited attendees, information on the conference’s call for papers can be found below.


Preliminary Conference Details

In 2017 the conference will be held at HEC Paris from May 31st to June 1st. The conference is a two-day event, broken into both morning and afternoon sessions. Morning sessions include keynote presentations as well as plenary panels delivered by distinguished authors and industry experts. Afternoon sessions consist of TED-style talks in which academics will present their research in the areas of professional selling and sales force management and practitioner panels will respond with key insights and suggestions for future research.
Several events have been planned for attendees outside of the normal hours of the conference that will provide additional opportunities to both see more of the city and network. More information on currently planned activities can be found here and information on this year’s venue can be found here.

While the programming for 2017 is currently under development, a sampling of information from the 2014 conference, including past speakers, key topics, and notable presentations can be found Here. This site will be updated as the programming is finalized, so check back soon for more information.

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OUR TEAM

Mike Ahearne

C.T. Bauer Professor

University of Houston

Tom Steenburgh

John L. Colley Associate Professor

Darden School of Business

2014 Conference Highlights

Dr. Robert Cialdini, NY Times bestselling author of Influence: Science and Practice, will be in the room, delivering a keynote on influence tactics in sales.

Robert Cialdini
Nick Toman
Roland Rust

Nick Toman of CEB and Dr. Roland Rust of the University of Maryland will present two perspectives on the question, should we delight our customers?

Noel Capon
Doug Chung
Anne Coughlan
Leonard Lodish

Dr. Noel Capon (Columbia), Dr. Doug Chung (Harvard), Dr. Anne Coughlan (Kellogg), Dr. Leonard Lodish (Wharton), and more than 25 other professors will give TED-style talks on the most cutting-edge research in sales today.

Bill Klepper

Dr. Bill Klepper, WSJ bestselling author of The CEO’s Boss: Tough Love in the Boardroom, will speak on the topic of integrated leadership for sales success.

Andy Zoltners
Paul Helmore
Joe Stallard
Chris Suhoza

Dr. Andy Zoltners (Northwestern University and ZS Associates) will be joined by Paul Helmore (Schlumberger), Joe Stallard (Sewell Automotive), and Chris Suhoza (FedEx) for a panel discussion on sales manager effectiveness.

Volkhard Bregulla
Rosemary Heneghan
Hajo Rapp
Huw Tippett

Bernard Quancard (SAMA) will kick-off a panel on the topic of frontiers in strategic account management, wherein Volkhard Bregulla (HP), Rosemary Heneghan (IBM), Hajo Rapp (Siemens), and Huw Tippett (Baxter) will serve as panelists.

Bernard Quancard
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