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Accelerating Sales Force Performance

Implement Frameworks For An Effective Sales Force

Professor Andris ZoltnersIntensely focused on the practical application of proven principles, this program immerses you in a collaborative, highly interactive learning environment. With the guidance of seasoned faculty, you and your fellow participants will tackle some of the most challenging issues related to sales force design, deployment, talent management, compensation and effectiveness.

You’ll begin by using a “thinking” framework to conduct a critical assessment of your sales force. From there, you’ll explore best practices across the core drivers of sales force effectiveness, develop practical initiatives for performance enhancement and explore how to implement and lead success-focused change.

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Upcoming Sessions

  • Apply Online
    October 16-20, 2016
    Fee includes lodging and most meals
  • Apply Online
    April 23-27, 2017
    Fee includes lodging and most meals
  • Apply Online
    October 15-19, 2017
    Fee includes lodging and most meals
  1. Vice presidents and sales directors in any industry
  2. Individuals who plan sales strategy and implement sales force decisions
During this program, you will:
  1. Apply a proven diagnostic framework to set the stage for significantly improved sales force performance
  2. Consider the critical decision factors for sizing and structuring your sales force
  3. Explore important talent management topics, including the role of the first line sales manager, recruitment, development and retention
  4. Assess your sales force culture
  5. Understand how technology enhances sales force performance
  6. Use results-focused incentives to motivate and direct your sales force
  7. Master the principles and tools for implementing success-focused sales force initiatives

Thinking Framework for Sales Force Success

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

Sales Force Design

  1. Identify the role of the sales force as integral to an effective go-to-market strategy
  2. Design an effective sales force structure
  3. Determine the best sales force size
  4. Deploy the sales force to greatest advantage

Sales Force Talent Management

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

Sales Force Systems

  1. Design incentive and motivation programs
  2. Apply information and technology to facilitate the sales process


  1. Embed effectiveness initiatives into the organization
Andris Zoltners - Academic Director; Nemmers Emeritus Professor of Marketing; Founder and Co-Chairman, ZS Associates

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

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

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

Marshall Solem - Managing Principal at ZS Associates leading the global sales solutions practice

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

What Past Participants Say

  • "This was an excellent program that enhanced my strategic thinking skills while satisfying a current need related to sales organization sizing and structuring. Great interplay of theory, trial and practical tools to begin using on Monday."
    - Director, Planning & Support, Merck & Co. Inc.
  • "An excellent program-a worthwhile investment offering great tools. It puts a structure and science behind sales force decisions."
    - Director of Sales, Brady Corporations
  • "This program not only gave me a strategic framework for identifying and leveraging sales force performance drivers, it gave me ideas, strategies and tactics that I could immediately apply when I returned to work."
    - Director of Field Development, AchieveGlobal
  • "An excellent program for individuals responsible for any aspect of sales execution. Fabulous content to influence all aspects of sales and company growth."
    - Vice President of Sales, Emageon

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LEARN ABOUT | Negotiation | Leadership | Brand Management | Data Analytics

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