EXECUTIVE EDUCATION

Marketing & Sales   >  Accelerating Sales Force Performance

Accelerating Sales Force Performance

Related Programs
  Kellogg School Summit for Sales Executives
  Business Marketing Strategy
 

Upcoming Sessions
  April 11-15, 2010
$ 7,900
  September 12-16, 2010
$ 7,900
 
Key Benefits
During this program, you will:
Develop a framework for a sales force diagnosis that leads to enhanced effectiveness
Examine issues that affect the sizing and structuring of your sales force
Discuss important talent management topics such as recruitment, development, and retention
Assess your sales force culture
Determine how technology enhances sales force performance
Explore the use of incentives to motivate and direct your sales force
Discover how successful sales force initiatives can be implemented

"This program provides very relevant issues and topics with insightful solutions that can be immediately applied and used with your organization."

Director, National Accounts, Pfizer Inc.

Academic Director Andris Zoltners
© Nathan Mandell
Academic Director Andris Zoltners
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Who Should Attend

This umbrella program is designed for upper- and upper-middle-level sales and marketing managers. 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.

Team Attendance
Special study groups, pricing, and other arrangements are available to companies sponsoring teams of four or more participants. Please contact us to learn more.

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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