GSSI: From managing the sale to managing the sales force

There are key issues facing the sales profession at the current time. Social networks are challenging the way business is conducted; globalisation is causing buying decisions to be centralised, often in another culture, and the importance of having the right value proposition is vital.

This conference explores these themes through the latest research and addresses the challenges facing the researcher and practitioner today.

Who should attend?

This conference is open to both members and non-members of the Global Sales Science Institute (GSSI). It would be of particular interest to academics with an interest in sales, loyalty and leadership; researchers; doctoral students; sales directors; practitioners with responsibility for, or an interest in, sales force management and training.

The Event

The conference is divided into two components, an academic conference on 11 and 12 June, where leading researchers will present their latest findings, and an Industry Day on 13 June, where we will hear the perspective of top practitioners. A Gala Dinner will be held on the night of 12 June, which is also open to partners at a supplement.

The Venue

Latimer Place, a DeVere venue, is ideally located for business and leisure. Situated in the Chiltern Hills, it is just 50 minutes from central London
by rail or Underground; near Royal Windsor and the Warner Harry Potter Studios. Latimer Place is a traditional English manor house with stables converted into a state of the art conference centre. There are 30 acres of grounds, an indoor pool, sauna and gym to help you relax. Delegates and partners are welcome to arrive early or leave later if they want to make the most of this beautiful location.

The conference is divided into a number of thematic tracks

Managing the Customer: The role of sales has evolved from a conduit through which corporations communicate value to being a key creator of value. In this session authors explore the importance of developing clear value propositions.

Networks: Being able to effectively network in order to build client lists is a timeless concept in selling. However, the way that sales people network has changed rapidly with the advent of social media and internet technologies. In this session, authors will explore key concepts of networking, including a look at how social media influences these key selling behaviours.

International Issues: Sales organisations are not immune to the globalisation of business. This has far reaching implications including how reps negotiate with international clients. Globalisation also has many implications for researchers as well. The authors in this session tackle some of these critical aspects of international selling.

Importance of Knowledge in Selling: We live in a knowledge based world. Without information and insight, sales people are at a major disadvantage. In this session we discuss the role of knowledge and knowledge building technologies (i.e. CRM) in sales person success.

Leadership and Performance Management: One of our goals for this year’s GSSI conference is to take a closer look at the sales management function in the sales organisation. The authors in this session help us achieve this goal through an in-depth look at leading the sales organisation. Topics include broad leadership issues in sales management as well as helping sales managers define what “good” selling looks like.

How do we Professionalise Sales? Over the years, sales academics and practicing managers have discussed the “professionalisation” of sales. Trades like accounting, engineering, and medicine have certification for the people that work in these fields. Is sales ready for the same level of professionalisation? In this session we will explore this question through a panel discussion with some of the world’s leading sales scholars.

Sales Education & Training: Sales education is one of the fastest growing areas in business schools all over the world. In this session authors will present some novel ideas on how to more effectively teach sales students through experiential and self-directed learning.

Industry Day: Tales from the Front Line: This very special day gives a place for academics and practitioners to network, share best practice and hear from leading companies about their experiences and lessons learned. We are honoured to have Prof Malcolm McDonald, one of the leading experts in strategy & planning, as our key note speaker. Organisations presenting will include: Linde, ISMM & Cranfield University.

To find out more contact: or