Bob Kelly

Sales Management Association Chairman; Adjunct Professor at Goizueta Business School, Emory University

Speaker Profile

About Bob Kelly

Robert J. (Bob) Kelly is chairman of The Sales Management Association, a global, cross-industry association for sales management and sales operations. The Sales Management Association serves members in 50+ countries with research, conferences, and peer networking, and hosts the annual Sales Force Productivity Conference.

Bob was previously vice president of sales operations and strategy at Genuine Parts Company, and worked in marketing strategy for MCI WorldCom. He teaches a sales management course to MBA students as an adjunct lecturerat Emory University’s Goizueta Business School’s in Atlanta.

This Year's Sessions

3:30 pm / Tue 12 Mar

The Changing Role of Incentives in Sales Performance Management

Sales compensation represents the largest single marketing investment made by business-to-business firms, and a notoriously difficult challenge for many. In this session, presenters explore the essential elements of effective incentive compensation strategies for sales organizations. They provide insights into managing global sales incentives, the information flows critical to sales performance management, and the emerging practices...

11:20 am / Wed 13 Mar

Workshop: Sales Process and Pipeline Management

Sales organizations improve performance by using formalized sales processes. But many firms’ attempts to instill sales process discipline fall far short of expectation. These shortcomings often surface when managers attempt to understand sales pipelines, or to gain insight into the status of pending opportunities. These two activities, sales process and sales pipeline management, are considered...

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