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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 for Maximizing Sales Force Performance at 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
Key information
Duration
- Full-time
- 5 days
Start dates & application deadlines
- StartingApply anytime.
- StartingApply anytime.
Language
English
Delivered
On Campus
Campus Location
- Evanston, United States
Disciplines
Management Studies View 173 other Short Courses in Management Studies in United StatesWhat students do after studying
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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 Fees
Tuition fees are shown in and the most likely applicable fee is shown based on your nationality.
-
International Applies to you
Applies to youNon-residents9950 USD / full≈ 9950 USD / full - Out-of-State9950 USD / full≈ 9950 USD / full
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Domestic
Applies to youIn-State9950 USD / full≈ 9950 USD / full
Living costs
Evanston
United States
1100 - 1500 USD / month
The living costs include the total expenses per month, covering accommodation, public transportation, utilities (electricity, internet), books and groceries.
Funding
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