View of the atrium inside Capitol Federal Hall

Enhancing Sales Force Productivity 2022

The Seventh Biennial Enhancing Sales Force Productivity Conference took place at the University of Kansas in Lawrence, Kansas, from April 21-23, 2022.

Seventh Biennial ESFP Conference

The quality, quantity, deployment and motivation of sales force efforts significantly impact both the top and bottom lines of companies in many industries where personal selling plays a critical role in the promotion of their offerings. As outbound and inbound marketing become data-driven and new digital information technologies shape buyer behavior, firms’ customer lead management, acquisition, retention, and relationship management efforts are becoming increasingly complex. In response, new forms of selling strategies, account-based marketing, key account management, "hybrid" sales organizations, CRM systems, e.g., AI-powered Salesforce Einstein, are being utilized to better manage all touch points along buyers’ purchase journeys and the sales funnel, and appropriately attribute success to the various marketing and sales force efforts along the way. However, there are many open questions regarding the optimal use, management, and impact of these developments on enhancing sales force productivity. Consequently, new theoretical and empirical research to improve understanding of evolving sales force productivity issues as well as tools, models, metrics, analytics, and methodologies to aid sales force management strategies and decisions are urgently needed.


Keynote speaker

"Prabha Kant Sinha"Prabha Kant Sinha is the co-founder and former co-CEO of ZS Associates, a 10,000-person global professional services firm. A former faculty member at 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). Prabha is a graduate and distinguished alumnus awardee of I.I.T, Kharagpur (B.Tech. ’70) and he has a Ph.D. from the University of Massachusetts.


  • 4 p.m. Thursday, April 21, 2022: Reception and introductory keynote speech
  • 8:30 a.m. Friday, April 22, 2022: Research presentations, industry keynote, dinner and comedy event
  • 8:30 a.m. Saturday, April 23, 2022: Research presentations, industry panel, closing planning session, and BBQ dinner excursion.    

A full schedule and lineup of speakers is available here

Conference Aims: The conference is global in scope and is aimed at presenting and sharing cutting-edge analytical and quantitative research on sales force productivity issues by leading sales scholars, consultants, and industry leaders.

Conference History:  

  • 2006: Inaugural Conference hosted by University of Missouri, Columbia
  • 2008: Second ESFP Conference hosted by University of Kiel, Germany
  • 2010: Third ESFP Conference hosted by University of Kansas, Lawrence
  • 2012: Fourth ESFP Conference hosted by University of Muenster, Germany
  • 2015: Fifth ESFP Conference hosted by Georgia Institute of Technology, Atlanta
  • 2018: Sixth ESFP Conference hosted by University of Missouri, Columbia
  • 2022: Seventh ESFP Conference hosted by University of Kansas, Lawrence 
  • 4 p.m. Thursday, April 21, 2022: Reception and introductory keynote speech
  • 8:30 a.m. Friday, April 22, 2022: Research presentations, industry keynote, dinner and comedy event
  • 8:30 a.m. Saturday, April 23, 2022: Research presentations, industry panel, closing planning session, and BBQ dinner excursion.    

A full schedule and lineup of speakers is available here

Conference Aims: The conference is global in scope and is aimed at presenting and sharing cutting-edge analytical and quantitative research on sales force productivity issues by leading sales scholars, consultants, and industry leaders.

Conference History:  

  • 2006: Inaugural Conference hosted by University of Missouri, Columbia
  • 2008: Second ESFP Conference hosted by University of Kiel, Germany
  • 2010: Third ESFP Conference hosted by University of Kansas, Lawrence
  • 2012: Fourth ESFP Conference hosted by University of Muenster, Germany
  • 2015: Fifth ESFP Conference hosted by Georgia Institute of Technology, Atlanta
  • 2018: Sixth ESFP Conference hosted by University of Missouri, Columbia
  • 2022: Seventh ESFP Conference hosted by University of Kansas, Lawrence 

Other Conference Attractions

Exterior view of the Lied Center of Kansas

Popovich Comedy Pet Theater and Keynote Dinner at Lied Center

Enjoy the Popovich Comedy Pet Theater and dinner at the Lied Center of Kansas, located on KU's West Campus.
Aerial view of KU's Lawrence campus showing the Campanile and Marvin Grove near Memorial Drive

Ground transportation to/from KC International Airport

Transportation is organized by KU and included in the registration fee.
Plate of barbecue ribs and pulled pork

Famed Kansas City barbecue

Kansas City is known for its barbecue, and there are plenty of options to explore.
View of sunflowers in a field at Grinter Farms

Explore Lawrence

Discover some of the many attractions, restaurants and more that you can find around Lawrence.
The University of Kansas School of Business
The University of Kansas
School of Business
Capitol Federal Hall
1654 Naismith Drive
Lawrence , Kansas 66045
Conference Co-Chairs

Murali K. Mantrala
Ned N. Fleming Professor of Marketing

University of Kansas School of Business
2187 Capitol Federal Hall
785-864-1876
mmantrala@ku.edu

 

Kissan Joseph
Crown / Sherr Professor of Marketing
Area Director, Marketing and Business Law
Academic Director, Professional Selling Program

University of Kansas School of Business
2182 Capitol Federal Hall
785-864-7535
kjoseph@ku.edu