Accelerating Sales Force Performance

Kellogg School of Management at Northwestern University

Program Description

Accelerating Sales Force Performance

Kellogg School of Management at Northwestern University

Transform your sales force team into a powerhouse that produces significantly higher sales. This four-day overview program tackles the issues surrounding sales force effectiveness and teaches you how to develop and improve strategies that will accomplish the high-impact goals of your team and company.

The program begins with an exploration of effective go-to-market strategies, including those pertaining to telesales and the Internet. Next, you will build a framework for performance assessment in your organization.

Our world-class faculty will lead you through the latest innovative approaches for sizing, structuring, resource management, compensation, motivation, recruitment, CRM, culture assessment, and performance management.

This framework, combined with a Sales Force Performance Scorecard, will help you create an action plan to maximize the power of your sales force. The program concludes with a discussion of how to implement sales force change.

Program Content

  • Go-to-Market Strategy
  • Sales Force Structure and Size
  • Sales Force Human Resource Management
  • Sale Force Systems
  • Sales Force Diagnosis

Format


Senior members of the Kellogg School faculty teach this course. Discussions, case studies, and exercises facilitate involvement. In the evenings, you will meet in faculty-assisted study groups to prepare exercises and projects for class discussion. A comprehensive reference manual of course materials will serve as a valuable resource for you in the future as well.

Key Benefits


During this course, you will:

  • Explore the latest methods for developing a go-to-market strategy
  • Develop a framework for a sales force diagnosis to determine whether redesigns are appropriate
  • Examine issues that affect the sizing and structuring of your sales force
  • Discuss important human resource management topics like compensation, motivation, and performance management
  • Assess your sales force culture
  • Learn how technology enhances sales force performance

This school offers programs in:
  • English


Last updated January 30, 2018
Duration & Price
This course is Campus based
Start Date
Start date
Sept. 2019
Duration
Duration
4 days
Part time
Price
Price
7,700 USD
Information
Deadline
Locations
USA - Evanston, Illinois
Start date : Sept. 2019
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USA - Midland, Michigan
Start date : Sept. 2019
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Dates
Sept. 2019
USA - Evanston, Illinois
Application deadline Request Info
End date Request Info
USA - Midland, Michigan
Application deadline Request Info
End date Request Info