This program immerses you in a collaborative learning environment intensely focused on practical ways to significantly improve sales force performance. Guided by our seasoned faculty, you will learn practice-proven principles, strategies and tactics, then explore how to apply them to some of the most challenging sales issues companies face in an era of e-commerce: sales force design and deployment, talent development, compensation and effectiveness.
You’ll set the stage for getting the most out of this learning experience by conducting a critical assessment of your sales force against best practices across the core drivers of sales force effectiveness. From there, you’ll identify practical approaches for enhancing team performance and learn how to implement and lead success-focused change to drive the achievement of your most important growth priorities.
Sales force performance is a key component of your organization’s approach to its overall sales efforts. For a comprehensive view of Kellogg Executive Education’s sales offerings, please see our Executive Sales portfolio.
Learn how to motivate and direct your sales force
Thinking Framework for Sales Force Success
Sales Force Design
Sales Force Talent Management
Sales Force Systems
Marshall Solem - Academic Director; Adjunct Lecturer, Executive Education, Principal at ZS Associates and expert in sales force design, sales manager development and sales effectiveness
Chad Albrecht - Principal at ZS Associates leading the B2B sales compensation practice
Torsten Bernewitz - Principal at ZS Associates and expert in change management, sales force effectiveness and talent management
Tania Lennon - Associate Principal at ZS Associates and head of ZS Talent and Leadership Expertise Center, focused on talent assessment and strategy
Arun Shastri - Principal at ZS Associates with expertise in analytics organization design, data science and advanced analytics, analytics capability building, and analytics process outsourcing
Tony Yeung - Managing Principal at ZS Associates and expert in sales force design, sales effectiveness, incentives, and sales operations
“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
Please contact us to schedule an advising session
October 3-7, 2021
Start: October 3 at 5:00 PM
End: October 7 at 11:45 AM
This program is designed specifically for sales practitioners and leaders. All applications will be subject to review and approval from the program's Academic Director.
Fee includes lodging and most meals