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The next Thought Leadership on the Sales profession Conference, has been scheduled for May 30-June 1st 2017. The conference will be hosted by HEC 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 individuals interested in presenting their research on professional selling and sales force management, information on the conference’s call for papers can be found here


Preliminary Conference Details

In 2017 the conference will be hosted by HEC Paris from May 30th to June 1st. The conference is a three-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 this year’s venue can be found here.

While the programming for 2017 is currently under development, the program from the 2014 conference at Columbia can be found here and the program from the 2012 conference at Harvard 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 of Marketing
Research Director,
Sales Excellence Institute

University of Houston,
CT Bauer College of Business

Dominique Rouzies

Professor of Marketing
EDF Chair

HEC Paris

Tom Steenburgh

Paul M. Hammaker Professor
Senior Associate Dean
of Executive Education
and Non-Degree Programs

University of Virginia,
Darden School of Business

Past Conference Highlights from 2014:
Columbia University

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