New Look, Same Mission

With the Center for Sales Innovation’s new university status comes a new, fresh look for its monthly eNews and Internet presence. News will continue to follow the same focus on the Center’s three-pronged mission: academic sales, professional development and research. Click here to visit the new web site that mirrors the changes that have taken place over the summer on the St. Catherine University site.

Dr. William Cobian

A new full-time faculty member who will enhance the Center for Sales Innovation’s reputation for real-world selling has joined St. Catherine University. As an assistant professor in the Business Administration Department, Dr. William J. Cobian brings 17 years of experience in sales and marketing from three global companies: Michelin, S.C. Johnson, and General Mills.

Most recently, Dr. Cobian was a marketing professor at the University of Wisconsin-Stout where sales was becoming a popular area of emphasis, but not a major. His 2008 article on selling and sales management curriculum received a Best Paper Award from the Marketing Management Association, which included research that led him to appreciate the depth of St. Kate’s four-year degree program and, now, to join the faculty.

According to Dr. Cobian, “I want my students to understand that sales people work with individuals and their organizations — including businesses, non-profits and government — to develop strategies of mutual interest. When sellers and buyers accomplish their objectives, they form sustainable relationships. Over the long term, these relationships can produce new opportunities and competitive advantage in the marketplace.”

Dr. Cobian will teach two Center for Sales Innovation courses this fall: “Introduction to Selling” and “Customer Intelligence & Effective Communication,” in addition to “International Marketing & Management.” He also will advise students pursuing a business-to-business or healthcare sales major. He may be reached at wjcobian@stkate.edu

	Michelle Ford, Manager, Consumer Care for Minneapolis-based Coloplast Corp.

“One of my objectives for joining this cohort program was to gain new knowledge for advancing in my sales career. Yet with my background and experience level, I could also help give back to the group as well. There was a wonderful synergy of women in that group; an openness of seeing things from different perspectives – not just balance sheets but also work/life balance. For example, the speaker from Xerox talked about women at her level and above and what they have to do to stay ahead of the game. It hit me — these are things you have to look out for; they’re as valuable as what to read and what to do next to further your career. “

Michelle Olsen, District Manager for Wells Fargo

“This was a great opportunity for me to expand my sales leadership skills beyond my own company’s offerings by looking at leadership more broadly and learning from women who work in different industries. Given my 16-year background in banking, it reinforced what I do and provided ideas for doing my job better. As someone who works primarily with men, I greatly enjoyed the fabulous cross-section of awesome women! I learned a lot from them as they discussed their companies and culture. There were high-caliber speakers every single week with cool jobs from different companies. I would recommend this program to any woman who wants to find fresh answers to: What does sales leadership look like in a broader context and how do I fit into the future of work?”

	Dr. Alan Dubinsky

The first research fellow dedicated to the Center for Sales Innovation starts this month in St. Paul and takes his new role on the road — not unlike most sales professionals. Dr. Alan J. Dubinsky brings a national reputation for research as author of numerous academic articles and four sales-related books.

Dr. Dubinsky is also currently professor of marketing at Sogang University in Seoul, Korea, after “retiring” as professor of selling and sales management at Purdue University. He has taught at nine universities over the past 30 years and worked in business as a territory manager for Burroughs Corporation (now Unisys).

“With great interest I have watched the Center for Sales Innovation grow for 11 years,” says Dubinsky. “To enhance its reputation and gain greater national visibility, one key strategy for the Center is to author research and publish in academic journals. That is where I hope to make a valuable contribution.” Dubinsky is former editor of the Journal of Personal Selling and Sales Management.

His most recent research and article examined whether CRM and sales force automation enhance adaptive selling and performance, as well as key factors for sales managers to consider when motivating their sales forces. Among many honors, he received the Annual Excellence in Research Award from the American Marketing Association’s special interest group for sales in 1999 for the article “Salesperson Failure — Sales Management is the Key.” Click here to download the paper.