Upcoming Events Archived Events Before and After: Jan 19 - Jan 18 - Dec 14

Location: Metropolitan Ballroom, Hwy 394 & 100 - 5418 Wayzata Blvd. Minneapolis
Directions: www.damicocatering.com

Pete Ellermann

Mercer will discuss the significant challenges that sales management faces in today's declining economy and key areas to focus on to ensure the sales model is aligned with the business strategy and the economy.

Pete Ellermann is a member of the Sales Effectiveness practice for William M. Mercer located in Chicago. Pete consults with senior management in the areas of sales effectiveness, sales force alignment, organizational effectiveness and change management to facilitate implementation and execution of sales plans.

With over 25 years of practical business and consulting experience in sales and marketing, his knowledge and understanding of sales force issues has helped clients focus their sales organizations to achieve innovations in value and competitive advantage. Clients have included a broad range of manufacturers, distributors and service providers with special emphasis on direct sales forces selling in the business to business marketplace.

Ellermann is a certified practitioner, instructor and trainer in Organizational Change Management principles, tools and techniques for coaching clients through successful implementation of redesigned sales plans. He has spoken and published in the areas of sales planning, sales force understanding and motivation and, sales force automation.

Pete Marsalis is a consultant in the Reward and Talent Management practice in Mercer's Midwest operating unit located in Chicago. He specializes in Sales Effectiveness. The group provides a broad range of services including the areas of sales force organization structure, roles, communications, recruiting and selection, training, recognition, compensation, field automation, forecasting and change management.

Marsalis has over 12 years of business, management, and consulting experience in sales and marketing organizations. His most recent client work has focused on designing sales coverage models and sales compensation plans for clients in the high technology, media, and distribution industries.

Luncheon Presentation
Seeing The Elephant: Understanding Relationship Marketing
Janet Sparkman, Executive Vice President
Carlson Marketing Group Midwest Region

Janet Sparkman

Businesses have ample reason to be concerned about how to survive in today's increasingly complex marketplace. But one thing is clear: regardless of economic conditions, relationships always drive business results.

Recognized for her expertise on the subject, Janet Sparkman, will offer a high-level overview of solutions and tactics for implementing Relationship Marketing strategies for Fortune 1000 clients. Playing on the moral of the classic children's fable "Seeing the Elephant," Sparkman will show how effective Relationship Marketing is viewed in whole, not in parts and how building better relationships with your key constituents - employees, channels and consumers - will lead to increased performance and sustainable growth in the future.

As Executive Vice President of Carlson Marketing Group's Midwest Region, Janet Sparkman is responsible for expanding Carlson Marketing Group's share of business with key current clients and developing plans to expand Carlson Marketing Group's presence within the Midwest Region.

Prior to her current role of managing all Relationship Marketing account activity, Sparkman successfully lead the Loyalty Division within Carlson Marketing Group. She has successfully managed Customer Relationship Management (CRM) initiatives for more than 50 blue chip brands, offering a full range of services to her clients including, strategic development, information technology, call center management, sales promotion, creative and production services, e-services, partnership marketing, awards and fulfillment, market research and database marketing. Prior to leading this successful region, Sparkman was a Vice President in the Loyalty group, managing CRM and loyalty initiatives for clients such as Hallmark, Sprint, Famous Footwear, Holiday Inn, Disney, Westin Hotels and CompuServe.

Prior to joining Carlson Marketing Group in 1994, Sparkman was Senior Vice President/General Manager of an advertising agency in Washington D.C and spent several years at J. Walter Thompson and Grey Advertising in account management. She began her career in marketing as the Manager of Advertising, Pricing and Public Relations at a regional airline in the Midwest.

She completed an international assignment providing consulting services for British Airways in the Far East in 1997 and was part of the graduating class of the University of Minnesota's Executive MBA Program that same year. She has been honored with the 1996 Carlson Marketing Group Sales Manager of the Year, 1999 Carlson Fellow for Sales Achievement and the National Association of Women Business Owners Award in 2000 and is an active member of Mentium 100, a national mentoring organization.

Downloadable Presentations

From the January 18 Luncheon Presentation
Seeing The Elephant: Understanding Relationship Marketing
Download Carlson Marketing Group Presentation - PDF
 Download Presentation (1,913 KB)

From the January 18 Morning Workshop
Do You Need To Change Your Sales Model In This Declining Economy?
Peter Marsalis, William M. Mercer, Incorporated – Chicago – 1 312 902 7573
peter.marsalis@us.wmmercer.com -- www.wmmercer.com
Download Presentation (392 KB)