Is this the beginning of the end of Sales Forces?

How digital is changing (and not changing) the world of personal selling

Managing sales forceshas been at the confluence of art and science, of strategy and tactics, of people and processes. And now digital is the X-factor. Prabha KantSinha,a distinguished alumnus of IIT Kharagpur (B.Tech. ’70), and the co-founder and former CEO and Chairman ofZS Associates, a 10,000-person global sales and marketing consulting firm, will discuss the hunt for growth and performance in sales force driven organizations.Aresales forces finding their very relevance challenged?Oraretheypowering their companiesto new heights, using a mix of novel and perennially relevant strategies?

Prabha Kant Sinha,a distinguished alumnus of IIT Kharagpur (B.Tech. ’70, Ph.D. UMASS ’74), is the co-founder and former CEO and Chairman of ZS Associates, a 10,000-person global sales and marketing consulting firm.

A former faculty member from the Kellogg School of Management at Northwestern University, he has taught sales leaders in executive education programs at Kellogg, LBS, ISB (Hyderabad), and GIBS (Johannesburg).

He has co-authored nine books including Sales Compensation Solutions (2017), The Power of Sales Analytics (2014),Building a Winning Sales Force (2009), and The Complete Guide to Accelerating Sales Force Performance (2001.)

An inductee into the Chicago Entrepreneurship Hall of Fame, he is a key investor in, and advisor to several startups including Nephroplus (nephroplus.com), and Greenlight Planet (greenlightplanet.com).

In 2009, he funded the setup of the P.K. Sinha Center for BioEnergy and Renewables at I.I.T. Kharagpur. He is atrustee of the Art Institute of Chicago, where he has supported popular art exhibits of Indian artists including Rabindranath Tagore, Jitish Kallat, Zarina, Nilima Sheikh and the artists of Nathdwara.