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Accelerating Sales Force Performance

Implement Frameworks For An Effective Sales Force

Professor Andris ZoltnersPut your sales force on the path to significantly higher performance. This four-day program, highlighted by a collaborative learning environment, tackles the issues surrounding sales force effectiveness and helps you develop high-impact strategies to accomplish your goals. The program begins by presenting a thinking framework that will enable you to critically assess your sales force and develop winning initiatives for performance enhancement. Next, we will explore best practices across some of the core decisions that drive sales force effectiveness. The program concludes with a discussion of how to successfully implement sales force change.
Upcoming Sessions (Fee includes lodging and most meals)
Session Date Cost
September 29 - October 3, 2013 $8,300 Apply
April 13-17, 2014 $8,300 Apply
October 26-30, 2014 $8,300 Apply

Program Materials

The seminar content is geared toward managers in any industry where the productivity of the sales organization is a priority. The program benefits those who help to plan and implement sales force decisions.
During this program, you will:
  1. Develop a framework for a sales force diagnosis that leads to enhanced effectiveness
  2. Examine issues that affect the sizing and structuring of your sales force
  3. Discuss important talent management topics such as recruitment, development and retention
  4. Assess your sales force culture
  5. Determine how technology enhances sales force performance
  6. Explore the use of incentives to motivate and direct your sales force
  7. Discover how successful sales force initiatives can be implemented
Thinking Framework for Sales Success
  1. Recognizing the sales organization’s impact on revenue and profit
  2. Understanding the five key dimensions of sales-force success
  3. Identifying the core decisions that drive sales effectiveness
  4.  Assessing your sales force’s current state and opportunities for improvement

Sales Force Design
  1. Identifying the role of the sales force within an effective go-to-market strategy
  2. Determining the best sales-force size
  3. Designing an effective sales-force structure
  4. Deploying the sales force

Sales Force Talent Management
  1. Recruiting the best salespeople
  2. Developing and retaining talent
  3. Building an effective sales management team

Sale Force Systems
  1. Designing incentive and motivation programs
  2. Using information and technology to facilitate the sales process
  3. Managing the performance of salespeople

Implementation
  1. Embedding effectiveness initiatives into the organization
Andris Zoltners - Academic Director; Nemmers Emeritus Professor of Marketing; Founder and Co-Chairman, ZS Associates

Chad Albrecht - Principal at ZS Associates leading the B2B sales compensation practice

Mike Moorman - Managing Principal at ZS Associates leading B2B sales and marketing practice focused on developing transformational sales and marketing strategies

Scott Shimamoto - Managing Principal at ZS Associates overseeing capability development and outsourcing, previously led incentive compensation practice

Marshall Solem - Managing Principal at ZS Associates leading the global sales solutions practice

Kelly Tousi - Principal at ZS Associates and expert in sales strategy, value-based selling, sales effectiveness, competency modeling, and performance measurement

Featured Faculty Video

  • Professor Andy Zoltners: The short and long term impact of sales force sizing strategies

What Past Participants Say

  • "This was an excellent program that enhanced my strategic thinking skills while satisfying a current need related to sales organization sizing and structuring. Great interplay of theory, trial and practical tools to begin using on Monday."
    - Director, Planning & Support, Merck & Co. Inc.
  • "An excellent program-a worthwhile investment offering great tools. It puts a structure and science behind sales force decisions."
    - Director of Sales, Brady Corporations
  • "This program not only gave me a strategic framework for identifying and leveraging sales force performance drivers, it gave me ideas, strategies and tactics that I could immediately apply when I returned to work."
    - Director of Field Development, AchieveGlobal
  • "An excellent program for individuals responsible for any aspect of sales execution. Fabulous content to influence all aspects of sales and company growth."
    - Vice President of Sales, Emageon

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