Selling Power Sales Leadership Conference, Chicago, October 6, 2008, Resource Library Page

Conference Presentation

Sales Leadership Conference 2008, Chicago

How to Skyrocket Your Sales Team’s Performance: A scientific approach to managing the sales force at DHL Express, by MALCOLM REES AND STEVE DIAMOND 

Leveraging the Competency Model to Drive Value-Based Selling Execution , by Michael B. Moorman & Kelly Tousi, 2008 

The following resources are made available by leading sales experts and sponsors who have participated in the 2008 Sales Leadership Conference series.

Topics

Click on any topic name to view available resources.

• Recruiting & Hiring
• Leadership
• Technology/Sales Process
• Professionalism in Selling

Recruiting & Hiring

• Fish Gotta Swim: The secret to retaining top salespeople , by Herb Greenberg, President & CEO, Harold Weinstein, COO and Patrick Sweeney, EVP of Caliper
• The Right Recruit: Look for these six characteristics to help you hire the cream of the crop , by James O'hara, Selling Power magazine
• How to Select a Sales Force that Sells , by The HR Chally Group
• The 9 Most Common Hiring Mistakes and How to Avoid Them , by The HR Chally Group
• Recruiting, Hiring, and Retaining Generation Y, Renee Houston Zemanski, SellingPower.com, May 14, 2008
• In the Crosshairs: How to target and snare the best and brightest new sales hires, by Henry Canaday, Selling Power magazine, March 2007

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Leadership

• Productive Sales Leaders: boost your personality IQ to get more ROI from sales management efforts , by Gerhard Gschwandtner & Dr. Michael Maccoby, Selling Power magazine, January/February 2005
• How to Achieve Consistent Success , Gerhard Gschwandtner, Selling Power magazine, editorial May 1996
• The 7 Qualities of the Best Sales Managers , Maryann Hammers & Gerhard Gschwandtner, Selling Power magazine, May 2004
• The Qualities That Distinguish Women Leaders , research report by Caliper Corporation
• How a Leader Masters Change , Kim Wright Wiley, Selling Power magazine, June 2006
• 7 Steps to Recession-Proof Your Sales: How to beat the economic slowdown, by Gerhard Gschwandtner, SellingPower.com, May 2008
• Standardized Sales: How one company saw a $30 million sales increase by improving its sales process, by Henry Canaday, Selling Power magazine, May 2008
• The Name's the Game: How infoUSA Chairman Vinod Gupta brings people together, By Henry Canaday & Gerhard Gschwandtner, Selling Power magazine, October 2007

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Sales Technology 2.0

• The New Breed of Online CRM: New on-demand software companies take on the CRM market , by Geoffrey James, Selling Power magazine, May 20
• Is “Virtual Selling” the Next Great CRM Technology??, by Geoffrey James, SellingPower.com, May 6, 2008
• Why CRM Must Become a “Human Technology"?, by Geoffrey James, SellingPower.com, May 6, 2008
• Virtual Trade Shows: How you can close the deal even if you are a world away - or your avatar is, by Gwen Moran, Selling Power magazine, April 2008
• Fifteen Ways On-Demand CRM Implementations Improve Productivity, By Geoffrey James, SellingPower.com, April 30, 2008

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Professionalism in Selling

• How to Look Professional During an Online Sales Call , SellingPower.com Software Sales eNewsletter, May 25, 2005
• The Ivy Walls are Calling Sales , Henry Canaday, Selling Power magazine, September 2006
• The Customer-Selected World Class Sales Excellence Ten Year Research Report , Research Report, The HR Chally Group
• Top University Sales Education Programs, a special supplement to Selling Power magazine sponsored by HR Chally, April 2008
• Winning Presentations , Abner Littel, Selling Power magazine, May 2007
• How Future Sales Leaders Compete, by Gwen Moran, Selling Power magazine, Jan/Feb 2008
• What Buyer's Want Most from Salespeople, by Robert Peterson and George Lucas, 2001

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