Maximizing Sales Force Performance, Short Course | Northwestern University | Evanston, United States
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Short On Campus

Maximizing Sales Force Performance

5 days
Duration
10450 USD/full
10450 USD/full
Unknown
Tuition fee
Anytime
Anytime
Unknown
Apply date
Unknown
Start date

About

The Maximizing Sales Force Performance program at the Northwestern University immerses you in a collaborative learning environment intensely focused on practical ways to significantly improve sales force performance.

Overview

Guided by our seasoned faculty, you will learn practice-proven principles, strategies and tactics, then explore how to apply them to some of the most challenging sales issues companies face in an era of e-commerce: sales force design and deployment, talent development, compensation and effectiveness.

You’ll set the stage for getting the most out of this learning experience by conducting a critical assessment of your sales force against best practices across the core drivers of sales force effectiveness. From there, you’ll identify practical approaches for enhancing team performance and learn how to implement and lead success-focused change to drive the achievement of your most important growth priorities.

Key Benefits about the Maximizing Sales Force Performance at the Northwestern University

  • Apply a proven diagnostic framework to set the stage for significantly improved sales force performance
  • Consider the critical decision factors for sizing and structuring your sales force
  • Explore important talent management topics, including the role of the first line sales manager, recruitment, development and retention
  • Assess your sales force culture
  • Understand how technology enhances sales force performance
  • Use results-focused incentives to motivate and direct your sales force
  • Master the principles and tools for implementing success-focused sales force initiatives

Programme Structure

Thinking Framework for Sales Force Success

  • Assess your sales force’s current state versus leading practice
  • Prioritize opportunities for improvement to drive key growth priorities

Sales Force Design

  • Identify the role of the sales force as integral to an effective go-to-market strategy
  • Design an effective sales force structure
  • Determine the best sales force size
  • Deploy the sales force to greatest advantage

Sales Force Talent Management

  • Effective design of first-line sales manager team to maximize leverage
  • Recruit the best salespeople
  • Develop and retain promising and proven talent
  • Build a winning sales culture

Sales Force Systems

  • Design incentive and motivation programs
  • Apply information and technology to facilitate the sales process

Implementation

  • Embed effectiveness initiatives into the organization

Audience

  • Vice presidents and sales directors in any industry
  • Individuals who plan sales strategy and implement sales force decisions

Key information

Duration

  • Full-time
    • 5 days

Start dates & application deadlines

More details
  • START: April 7 at 5:00 PM; END: April 11 at 11:45 AM
  • START: October 6 at 5:00 PM; END: October 10 at 11:45 AM

Language

English

Delivered

On Campus

Academic requirements

We are not aware of any specific GRE, GMAT or GPA grading score requirements for this programme.

English requirements

We are not aware of any English requirements for this programme.

Other requirements

General requirements

Who Should Attend:

  • CXOs responsible for top-line growth and profitability
  • General managers responsible for marketing and sales
  • Enterprise and national leaders responsible for sales and growth
  • CXOs responsible for top-line growth and profitability
  • VPs of Sales and Directors responsible for specific geographies, countries or product lines

Tuition Fee

To always see correct tuition fees
  • International

    10450 USD/full
    Tuition Fee
    Based on the tuition of 10450 USD for the full programme during 5 days.
  • National

    10450 USD/full
    Tuition Fee
    Based on the tuition of 10450 USD for the full programme during 5 days.
  • Fee includes lodging and most meals.

Living costs for Evanston

1100 - 1500 USD /month
Living costs

The living costs include the total expenses per month, covering accommodation, public transportation, utilities (electricity, internet), books and groceries.

Funding

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Maximizing Sales Force Performance
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