This program is designed for B2B leaders at large to mid-market B2B and B2B2C product and service organizations globally, including:

• Chief Sales Officers, Chief Revenue Officers, and Senior Sales Force leadership (including SVPs and VPs of Sales)
• Rising leaders who support sales leadership efforts
• Sales Force and Commercial Effectiveness leadership
• Sales and Commercial Operations leadership
• Marketing leaders focused on sales force enablement and omni-channel strategies
• HR leaders focused on sales force talent management
• Commercial transformation leaders
• Senior executives from small companies

Multiple participants attending from the same company can create greater alignment within their organization and a shared decision-making framework.

• Learn leading sales strategy, sales force effectiveness and omni-channel orchestration principles, frameworks, and insights that you can apply and adapt to your company’s unique situation and opportunities
• Recognize key trends taking place in B2B sales
• Advance your ability to identify your organization’s priorities with its sales strategy, sales force effectiveness and omni-channel orchestration, and to chart your roadmap and successfully lead change
• Enhance your understanding of interdependencies with commercial counterparts and successfully collaborate across functions

The insights, frameworks and approaches in this program focus on leading practices that have been applied across a range of large and mid-market organizations and industries. The content for this interactive and engaging program includes pre-reads, classroom lectures and discussions, panels, case-oriented group breakouts, and peer networking.

Key topics include:

• Leading practices for B2B sales strategy design
• Evaluating customer segmentation and growth strategies
• Developing a value proposition and customer engagement process

• Leading practices for sales force design and effectiveness
• Sales force structure, sizing and territory optimization
• Sales force compensation and talent management
• Strategic account management
• Sales operations design
• CRM ROI maximization

• Digital trends and implications for the sales force
• Digital implications for offerings, customer engagement and field enablement
• Advancements in sales analytics and AI
• Omni-channel orchestration and digital transformation

• Organizational priorities and change management
• Identifying key sales strategy and effectiveness priorities
• Charting short-term and long-term roadmaps
• Change management tactics and best practices

Mike Moorman - Academic Director; Adjunct Lecturer of Executive Education; ZS Principal (Emeritus), B2B Sales Strategy and Transformation Practice Leader

Arun Shastri - ZS Managing Principal, B2B Digital, AI and Analytics Global Practice Leader

Tania Lennon - The International Institute for Management Development, Executive Director, Strategic Talent, Sales force talent management expert

Chad Albrecht - ZS Principal (Emeritus), Sales Force Compensation Practice Leader

Rodolfo Luzardo - ZS Principal, Sales Strategy and Transformation

Srihari Sarangan - ZS Principal, Omnichannel design, orchestration, and transformation expert

Giovana Milaneze Wellmann - ZS Principal, Maximizing CRM ROI expert

Kunal Shah - ZS Principal Sales, operations expert

“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