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ISBM Sales Excellence Consortium--Spring 2008

This page describes the Sales Excellence Consortium which will be held on April 24, 2008 in Philadelphia, Pennsylvania. It contains the topic and agenda for this meeting.

ISBM Sales Excellence Consortium

April 24, 2008
8:30 a.m. - 4:45 p.m.
Deloitte—Philadelphia Office
Philadelphia, Pennsylvania

Overview

The ISBM Sales Excellence Consortium is a “community of learning and practice” for professionals managing the sales team. Whether you’re involved in hiring, training, compensating, or motivating the sales team, you’ll be with peers discussing the latest tools, techniques, and approaches to improving the practice of sales management.

ISBM Member firm Deloitte has offered to host us at their beautiful downtown Philadelphia headquarters for the meeting on Thursday, April 24. Dr. Wesley Johnston, Georgia State, will be leading this meeting. For anyone arriving early, we will meet informally in the lounge of the Sofitel on Wednesday evening.

The meeting will include:

Plenty of time for networking, a roundtable discussion on identifying key needs, trends, and the most important new thing the consortium should be tracking

A deep case history on "Organizing the Sales Effort for Excellence," from Sean Kharche of Greif Brothers Packaging

Keys to more effective recruiting of sales STARs - and other people programs - Dave Kurlan, President, OMG

Insights from consultant Alan Timothy, working together with Masonite, on sales management competency and productivity development

Dave Hurlbrink of Landslide discussing sales rep competency and customer relationships

Getting beyond the plan - to "Lock and Load Execution" by Ralph Schwarzendahl and Jim Guill of Deloitte

Join us in Philadelphia for this meeting!

Agenda
Date	Time	Event
Wednesday, April 23	6:30 p.m. - 8:30 p.m.	Informal get-together in the lounge of the Sofitel Philadelphia
Thursday, April 24	7:45 a.m.	Continental Breakfast
	8:30 a.m.	Introductions & Overview of Sales Excellence Consortium Dr. Wes Johnston, Georgia State
	8:45 a.m.	Identification of Key Issues (Roundtable) - Be prepared to discuss: The key issue you see in developing sales force excellence The biggest need you have in helping to develop your sales force The most important "new thing" the consortium should be tracking What is working best for you now in sales management
	10:00 a.m.	Break
	10:15 a.m.	Organizing the Sales Effort for Excellence Sean Kharche, VP Sales Grief /President Delta Services
	11:00 a.m.	Break
	11:15 a.m.	Building Sales Management Competence and Productivity: Lessons from One Million Sales Calls Alan Timothy, i-Snapshot - with case from Masonite
	12:00 p.m.	Lunch
	1:00 p.m.	Keys to Recruiting STARs - And Other People Programs Dave Kurlan, President, Objective Management Group
	1:45 p.m.	Break
	2:00 p.m.	Sales Rep Competency and Customer Relationships Dave Hurlbrink, Landslide with case
	2:45 p.m.	Break
	3:00 p.m.	Beyond Planning to "Lock and Load" Execution Ralf Schwarzendahl, Director and Jim Guill, Sector Senior Manager, Deloitte Consulting LLP
	3:45 p.m.	Break
	4:00 p.m.	Final Discussion What's next? Next meeting Future topics Other ways to network Suggestions to ISBM
	4:45 p.m.	Adjourn

Meeting Location

The meeting will be held at:

Deloitte—Philadelphia Office
1700 Market Street
Philadelphia, PA 19103-3984

Informal Get-Together

Sofitel Philadelphia
120 South 17th Street
Philadelphia, PA 19103
(215) 569-8300

Meeting Fee

ISBM Members: $250 US
Non-Members: $400 US

To register: Online Registration

Contact

Institute for the Study of Business Markets (ISBM)
Smeal College of Business
The Pennsylvania State University
484 Business Building
University Park, Pennsylvania 16802-3603

Phone: 814-863-2782
Fax: 814-863-0413
E-mail: isbm@psu.edu