SellingPower.com | Solutions For Sales Management

All sessions will be held in the Salons I & II of the Ritz-Carlton Ballroom. All breaks, including the evening Cocktail Reception will be in Gallery I, located just outside the Ballroom. Click here for a floorplan.

8:45 a.m.
Recruiting, Testing and Hiring – How to build and retain a successful sales team

Learn how leading companies are finding their ideal sales candidates and what methods they use to attract successful recruits. Find out best recruiting practices, why it is preferable not to hire from within your industry and new strategies for building a more successful team. Panelists will share the seven questions you must ask during a job interview and why.

Moderator: Patrick Sweeney, Senior Vice President of Caliper
Panelists: Jeffrey Seeley, CEO, Carew International, Inc.
Marc Cenedella, Founder and CEO, TheLadders.com
Howard P. Stevens, Chairman and CEO, The HR Chally Group

10:40 a.m.
The Sales Compensation Challenge – How to measure and pay for sales performance

In this session, participants will uncover the best practices that characterize a fair, motivating and profitable sales compensation plan. Learn how to select performance measures that align with sales strategy and are equitable and comprehensive. Also, discover new ways for retaining your top performers through specific incentive techniques. Uncover the best way to engage salespeople in a compensation plan that is exciting, rewarding and profitable for your company.

Moderator: Jerry Colletti, Managing Partner, Colletti-Fiss,LLC.
Panelists: Ian R. Gilyeat, Senior Vice President, Marketing Direct Alliance Corporation
Greg Shortell, President & CEO, Network Engines
Tamra Tejada, Senior Director Worldwide Sales Operations, BEA Systems, Inc.

1:15 p.m.
The Anatomy of a Successful Sales Leader – How to fully engage your organization in winning

Selling Power publisher Gerhard Gschwandtner will interview SAP CEO Bill McDermott about his views on successful leadership. McDermott will explain how he created a winning sales team for Xerox and fine-tuned his leadership skills at Gartner Group and Siebel Systems. Two years ago, McDermott took the reins of SAP America and successfully integrated sales and marketing while tripling the company’s market value. McDermott will also share the key ingredients for a successful relationship between the Chief Sales Officer (CSO) and the CEO. Audience questions are encouraged.

Moderator: Gerhard Gschwandtner
Panelist: Bill McDermott, CEO, SAP America

2:30 p.m.
The Sales Process – How to create a blueprint to optimize your sales process for maximum yield

Learn how to analyze each element of the sales process and measure your sales team’s effectiveness with each step. Work smarter by knowing which elements need your critical attention. Each audience member will sketch a blueprint for sales process improvement within their company.

Moderator: Michael Bosworth, Founding Partner, CustomerCentric Systems, LLC
Panelists: Jason Jordan, Principal, Go To Market Partners
Ron Hubsher, Managing Director, Sales Optimization Group
Julie Thomas, CEO, ValueVision

3:55 p.m.
How can Sales and Marketing Work in Sync? – Best practices for creating a winning organization

This panel of distinguished experts will focus on the collaboration between sales and marketing. Learn how successful companies establish an information pipeline from the customer to the thought leaders inside the company. Participants will share their experiences of how to collaborate for creating a successful customer-facing sales organization. Panelists will share some of the common traps to avoid and preventive steps they can take to win.

Moderator: Jim Dickie, Partner, CSO Insights
Panelists: Joe Batista, Chief Creationist Officer, Hewlett Packard
Alan Dye, Director of Competitive and Market Intelligence, CA
Bob Schmonsees, Principal, RJS Associates

Conference Agenda