Accelerating Sales Force Performance

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Accelerating Sales Force Performance

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

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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