Accelerating Sales Force Performance

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Marketing & Sales > Accelerating Sales Force Performance

Related Programs
	Sales Force Incentive Compensation: Design and Implementation for Maximum Impact
	Kellogg School Summit for Sales Executives
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Upcoming Sessions
Evanston Campus
	May 17-21, 2009 $ 7,700
	September 13-17, 2009 $ 7,700
Miami Campus
	March 1-5, 2009 $7,700

Key Benefits
During this course, 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

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Faculty

Andris A. Zoltners, Academic Director; Professor of Marketing, Kellogg School of Management; Founder and Co-Chairman, ZS Associates, a global consulting firm dedicated to solving sales force productivity problems. Zoltners specializes in sales force strategy, effectiveness, and change management.

Prabha Sinha, Former Associate Professor of Marketing, Kellogg School of Management; Founder and Co-Chairman, ZS Associates. Sinha specializes in sales force strategy, structure and effectiveness.

Zoltners and Sinha are co-authors of The Complete Guide to Accelerating Sales Force Performance (2001), Sales Force Design for Strategic Advantage (2004), The Complete Guide to Sales Force Incentive Compensation (2006), and Building a Winning Sales Force (2009).

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