Sales Force Productivity Conference

15-17 October | Atlanta | Ritz-Carlton Atlanta

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Meet This Year's Speakers

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Tom Steenburgh

Darden Graduate School of Business

Tom Steenburgh holds the Richard S. Reynolds Professorship in Business Administration at the University of Virginia Darden School of Business. He also serves as Senior Associate Dean for Faculty Development and is the faculty chair for Strategic Sales Management program in Executive Education. Prior to joining Darden, he taught at the Harvard Business School, where he was the faculty chair of the Business-to-Business Marketing Strategy program in Executive Education.

Tom is an expert in business-to-business marketing and sales, and he believes that academics should engage with business leaders to solve real-world problems. He co-founded the Thought Leadership on the Sales Profession Conference, which provides a unique opportunity for leading academics and senior business leaders to discuss current issues in sales. He frequently speaks about his research at companies and in public forums, including the Global Siemens One Conference, the Money Management Institute, the Sales Management Association, and the Strategic Accounts Management Association.

Tom’s research analyzes the effectiveness of sales and marketing strategies. He has worked on issues such as “Do lump-sum bonuses motivate salespeople to work harder or to play timing games with their orders?” and “Should firms use sales and marketing actions to manage earnings?” Tom’s research has won several awards for its influence on business practice. His Harvard Business Review article, “Motivating Salespeople: What Really Works,” won the Wachovia Award for Research Aimed at the Practicing Manager. Tom won the Neil Rackham Research Dissemination Award for the broad impact of his sales research.

Tom is the author of numerous case studies that are taught in leading business schools around the world. This work primarily focuses on managerial issues in professional selling and sales force management. His case study on Hubspot is part of the HBS Premiere Case Collection and his study on EMC has been reprinted in textbooks.

Tom holds a master’s degree in statistics from the University of Michigan and a Ph.D. in marketing from Yale University. Before returning to academics, he held several positions in marketing and operations at the Xerox Corporation. His last position was in incentive strategy.

Participating in the following sessions

MON 15 OCT 2018

TUE 16 OCT 2018

8:15 a.m. to 9:00 a.m.

Location: Grand Ballroom

KEYNOTE – How to Sell New-to-the-World Products

WED 17 OCT 2018

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Sponsorship opportunites are now available for The Sales Management Association's Sales Force
Productivity Conference - Click here for complete sponsor list

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Hotel Info

The Ritz-Carlton Atlanta
181 Peachtree Street NE
Atlanta, Georgia 30303 

Tel. +1 (404) 659-0400

Hotel Info

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