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Sales Management in a Changing Labor Market: New Rules, New Tools

12 April 2022

All of a sudden, it seems, sales leaders face a much different pool of available sales talent than the one they're used to. Salesperson turnover is high, candidates are scarce, recruiting is slow. Multiple factors are contributing to this: the much ballyhooed "Great Resignation," a tightening labor supply, demographic shifts...Read more

Ryan Mullins

8 April 2022

speaker Profile About Ryan Mullins Ryan Mullins is the J. Daniel and Nancy Garrison Professor of Sales, and Associate Professor of Marketing at Clemson University. He is also the Executive Director of Clemson University’s Sales Innovation Program. Ryan’s research focuses on the role of sales force management and marketing strategy...Read more

Kelechi Ridgley

5 April 2022

speaker Profile About Kelechi Ridgley Kelechi Ridgley is senior director, solutions engineering at Consolidated Communications, a US broadband and business communications provider. Before joining Consolidated Communications she worked in a variety of sales and solutions engineering roles in the telecommunications industry.

Lisa Leary

5 April 2022

About Lisa Leary Lisa Leary is vice president of sales eastern region for Consolidated Communications, a US broadband and business communications provider. Before joining Consolidated Communications in 2017, she served in senior sales leadership roles at FairPoint Communications, Earthlink, Avaya, and Siemens. She began her career in sales at IBM.

Using Sales Incentives for Growth

5 April 2022

Sales incentives are an essential tool for shaping salesperson priorities and directing desired salesperson behavior, but incorrectly applied incentives can undermine firm strategy and work against the sales force’s long term success. Firms often realize this when using incentives to stimulate growth. In this session, professor Michael Ahearne offers research...Read more

Powering Up a Performance Culture in Today’s World

4 April 2022

Execution, urgency, and accountability are often stressed in results-focused sales organizations. But managers today may be more reluctant to lean into these traditional aspects of performance culture. The Great Resignation and a highly competitive labor market have made salesperson retention more important than ever. Add in the uncertainty surrounding return-to-office...Read more

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Sales Management in a Changing Labor Market: New Rules, New Tools

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Ryan Mullins

Kelechi Ridgley

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Using Sales Incentives for Growth

Powering Up a Performance Culture in Today’s World

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