Improve Sales Performance with Kellogg's Sales Force Performance Program

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Accelerating Sales Force Performance

Related Programs
	Kellogg School Summit for Sales Executives
	Business Marketing Strategy
	All Programs

Upcoming Sessions
	September 13-17, 2009 $ 7,700
	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.

Get Started Now

Put 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.

View the program faculty

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

Program Content
	Thinking Framework for Sales Success
	Sales Force Design
	Sales Force Talent Management
	Sale Force Systems
	Implementation

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.

Who Should Attend
Find out who should attend Accelerating Sales Force Performance and what past participants have to say about this program.

Executive Education