Merced Systems’ President Mark Selcow to Keynote on Applying ‘Moneyball’ Concepts to Sales Performance Management

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Selcow co-presents with CSO Insights Managing Partner Barry Trailer at Sales Productivity and Performance Management Conference in Atlanta, Ga.

Merced Systems, Inc., the leading provider of Sales Performance Management and Service Performance Management solutions that drive business execution, today announced its president and co-founder Mark Selcow will be a keynote speaker at The Sales Management Associations’ upcoming Sales and Productivity Performance Conference 2011.

Commencing October 17-19, 2011 in Atlanta, Ga., Selcow will co-present with CSO Insights’ managing partner Barry Trailer in a session titled “Moneyball in Sales.” Selcow and Trailer will discuss how concepts and tactics from the 2003 best seller and now major motion picture “Moneyball” can help a sales force focus in on the right metrics and behaviors, creating a more predictable and profitable organization.

The story of “Moneyball” reveals how Oakland A's general manager Billy Beane used data-driven management to reshape a laggard major league baseball team into a world-class winner. Instead of focusing on traditional metrics, Beane discovered that winning baseball games was more strongly correlated with lesser-known statistics. He also focused on elements of the game where success metrics hadn’t been developed in the past due to lack of data. He trained his organization to track new types of statistics to gain a data advantage in recruiting and player development, and, critically, he got his entire organization aligned around the new metrics and philosophy. As a result, the A’s became one of the top winning teams, with one of the lowest cost structures, in major league baseball.

Like the Oakland A's and other baseball teams before “Moneyball,” many sales organizations use traditional measures, but miss the opportunity to truly redefine and improve performance. Selcow and Trailer will reveal how companies can leverage insights from “Moneyball” to gain data-driven business advantages.

Event Details:

  •     Date: Wednesday, October 19, 2011
  •     Time: 8:10a.m. – 9:50a.m.
  •     Where: Sales Productivity and Performance Management Conference
  •     Location: The Intercontinental Buckhead, Atlanta, GA
  •     Registration: http://salesmanagementconference.com/

To learn more about how Sales Performance Management is like “Moneyball,” visit Merced Systems’ blog at http://www.mercedsystems.com/index.php/community/merced-blog.

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About Merced Systems
Merced Systems is the leading provider of Performance Management solutions that drive business execution in Sales and Service functions. Merced Systems’ performance management solutions help drive sales effectiveness, superior customer experience and operating efficiency across a range of vertical industries. Merced Systems’ award-winning products serve Global 2000 customers, and include advanced analytics and reporting, incentive compensation management, coaching, and other performance execution applications. With a strong track record of growth and delivering business impact to its customers, Merced Systems has been profitable for the past eight years. Merced Systems is a privately held company headquartered in Silicon Valley and London, with major customers in more than 20 countries worldwide. For more information on Merced Systems, please visit http://www.mercedsystems.com.

Media Contact For Merced Systems
Joscelyn Zell
Goodman Communications, Inc.
(503) 260-1169
joscelyn.zell(at)gmail(dot)com

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Joscelyn Zell

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