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 Managing Principal (Emeritus), Sales Business Area and B2B Sales Strategy and Transformation Practice Leader (Emeritus)

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 (Emeritus)

Rodolfo Luzardo - ZS Principal, Sales Strategy and Transformation

Giovana Milaneze Wellmann - ZS Principal, Omnichannel Orchestration & CRM ROI

Kunal Shah - ZS Principal Sales, Commercial Operations

“This program offers a powerful blend of strategic insight and practical tools that are immediately applicable in today’s evolving sales landscape. It challenged my thinking and provided a fresh perspective on how to lead effectively in a digital-first world.”
GM, U.S. Commercial Operations, Abbott

“Participating in this program was a truly rewarding experience. The content was practical, thought provoking and timely in today’s digital-first world. What stood out most was the facilitators’ authentic and applicable real-world experience. I walked away with fresh perspectives, actionable strategies, and a renewed sense of purpose.”
Asia Pacific Sales Director, ExxonMobil

“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

This high-octane, five-day in-person course condensed a full semester’s worth of material into a dynamic, immersive experience—filled with world-class content, real-time collaboration, and meaningful discussions with visionary leaders from around the globe.
CEO, Burtch Works