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

Program taught in:
English

See 43 more programs offered by Kellogg School of Management at Northwestern University »

This course is Campus based
Start Date
Sept. 2019
Duration
4 days
Part-time
Price
7,700 USD
Deadline
By locations
By date
Start Date
Sept. 2019
End Date
Application deadline
Start Date
Sept. 2019
End Date
Application deadline

Sept. 2019

Location
Application deadline
End Date
Location
Application deadline
End Date