Executive Education

Kellogg School of Management

Marketing & Sales   >  Accelerating Sales Force Performance

Accelerating Sales Force Performance

Related Programs
  Sales Force Incentive Planning: Compensating for Results
  Kellogg School Summit for Sales Executives
  Business Marketing Strategy
 

Upcoming Sessions
Evanston Campus
  September 14-18, 2008
$ 7,300
Miami Campus
 

March 1-5, 2009
$7,700

 
Key Benefits
During this course, you will:
Explore the latest methods for developing a go-to-market strategy
Develop a framework for a sales force diagnosis to determine whether redesigns are appropriate
Examine issues that affect the sizing and structuring of your sales force
Discuss important human resource management topics like compensation, motivation, and performance management
Assess your sales force culture
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.

Academic Director Andris Zoltners
© Nathan Mandell
Academic Director Andris Zoltners
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Program Content
 

Go-to-Market Strategy

  • Segmenting and prioritizing customers
  • Developing an effective go-to-market strategy
  • Determining the role of the sales force within a go-to-market strategy
  • Incorporating the Internet into the go-to-market strategy
 

Sales Force Structure and Size

  • Determining the best sales force size
  • Designing an effective sales force structure
  • Deploying the sales force
 

Sales Force Human Resource Management

  • Recruiting the best salespeople
  • Creating a highly motivated sales force
 

Sale Force Systems

  • Compensating for results
  • Using information and technology to facilitate the sales process
  • Managing the performance of salespeople
 

Sales Force Diagnosis

  • Developing a framework for sales force assessment
  • Performing sales force health checks
  • Creating a performance scorecard
  • Assessing the sales force culture
  • Evaluating the sales and marketing interface
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