Maximizing Sales Force Performance

• Vice presidents and sales directors in any industry
• Individuals who plan sales strategy and implement sales force decisions

• Past Participant Profile

• Apply a proven diagnostic framework to set the stage for significantly improved sales force performance
• Consider the critical decision factors for sizing and structuring your sales force
• Explore important talent management topics, including the role of the first line sales manager, recruitment, development and retention
• Assess your sales force culture
• Understand how technology enhances sales force performance
• Use results-focused incentives to motivate and direct your sales force
• Master the principles and tools for implementing success-focused sales force initiatives

Thinking Framework for Sales Force Success

• Assess your sales force’s current state versus leading practice
• Prioritize opportunities for improvement to drive key growth priorities

Sales Force Design

• Identify the role of the sales force as integral to an effective go-to-market strategy
• Design an effective sales force structure
• Determine the best sales force size
• Deploy the sales force to greatest advantage

Sales Force Talent Management

• Effective design of first-line sales manager team to maximize leverage
• Recruit the best salespeople
• Develop and retain promising and proven talent
• Build a winning sales culture

Sales Force Systems

• Design incentive and motivation programs
• Apply information and technology to facilitate the sales process

Implementation

• Embed effectiveness initiatives into the organization

Marshall Solem - Academic Director; Adjunct Lecturer, Executive Education, J. L. Kellogg School of Management; Managing Principal at ZS Associates leading the global sales solutions practice

Chad Albrecht - Principal at ZS Associates leading the B2B sales compensation practice

Mike Moorman - Managing Principal, B2B Sales Force Strategy and Transformation, ZS; Research Advisory Board Member, Strategic Account Management Association

Scott Shimamoto - Managing Principal at ZS Associates overseeing capability development and outsourcing, previously led incentive compensation practice

Kelly Tousi - Principal at ZS Associates and expert in sales strategy, value-based selling, sales effectiveness, competency modeling, and performance measurement

Torsten Bernewitz - Principal, ZS Associates; Expert in change management, sales force effectiveness and talent management

“Our day-to-day positions take up so much of our time that we fail to look at what drives our sales force success. This course allows you to look at what drives your sales force and [to] identify key areas for improvement.”
Vice President, Sales, Océ

“Kellogg was able to unlock many of the problems that attacked our sales force on a daily basis. The teaching was powerful, but the extra juice came from peer collaboration.”
Sales and Marketing Manager, Milo B. Butter & Sons Ltd.

“[This is an] excellent program... It is highly recommended for executives looking for drivers to optimize and maximize the resources of the company with a maximum return on investment.”
Deputy Director, Field Force Excellence, Bayer AG