Marketing & Sales > Accelerating Sales Force Performance
Accelerating Sales Force Performance |
| Upcoming Sessions |
| Evanston Campus |
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May 12-16, 2008
$ 7,300 |
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September 14-18, 2008
$ 7,300 |
| Miami Campus |
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March 1-5, 2009
$7,700 |
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| Key Benefits |
| During this course, you will: |
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Explore the latest methods for developing a go-to-market strategy |
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Develop a framework for a sales force diagnosis to determine whether redesigns are appropriate |
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Examine issues that affect the sizing and structuring of your sales force |
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Discuss important human resource management topics like compensation, motivation, and performance management |
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Assess your sales force culture |
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Learn how technology enhances sales force performance |
"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. |
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Transform your sales force team into a powerhouse that produces significantly higher sales. This four-day overview program tackles the issues surrounding sales force effectiveness and teaches you how to develop and improve strategies that will accomplish the high-impact goals of your team and company.
The program begins with an exploration of effective go-to-market strategies, including those pertaining to telesales and the Internet. Next, you will build a framework for performance assessment in your organization.
Our world-class faculty will lead you through the latest innovative approaches for sizing, structuring, resource management, compensation, motivation, recruitment, CRM, culture assessment, and performance management.
This framework, combined with a Sales Force Performance Scorecard, will help you create an action plan to maximize the power of your sales force. The program concludes with a discussion of how to implement sales force change.
View the program faculty |
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Format
Senior members of the Kellogg School faculty teach this course. Discussions, case studies, and exercises facilitate involvement. In the evenings, you will meet in faculty-assisted study groups to prepare exercises and projects for class discussion. A comprehensive reference manual of course materials will serve as a valuable resource for you in the future as well.
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