Ever-changing customer needs and buying behavior coupled with increased competition for value superiority are driving senior executives to seek new and innovative go-to-market approaches. In this comprehensive program, our faculty of seasoned practitioners and thought leaders will guide you through an in-depth exploration of the diverse range of possible sales strategies and the many challenging decisions critical to profitable revenue growth.
You’ll gain new insight into best practices of leading companies and how to integrate the key components into your own highly effective sales strategies including segmentation, growth priorities, value propositions, customer engagement processes, direct and indirect channel mix and sales force structure. You’ll leave equipped with knowledge and tools you need to make and implement sales strategy decisions that lead to growth in revenues and profits.
This program will be offered in a live virtual format through spring 2021. Our live virtual programs are built to deliver a rich experience that’s comparable to our in-person programs. You will have the opportunity to engage with our faculty and your peers in live discussions and lecture sessions. You will come away with the tools to navigate and succeed in the new business landscape.
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.
Lead profitable growth
Mike Moorman - Academic Director; Managing Principal, B2B Sales Force Strategy and Transformation, ZS; Research Advisory Board Member, Strategic Account Management Association
Michael Ahearne - Principal, ZS; CT Bauer Chair in Marketing at the University of Houston; Executive Director, Sales Excellence Institute; author of Selling Today: Partnering to Create Customer Value
John DeSarbo - Managing Principal, Channel Strategy & Management, ZS
Rodolfo Luzardo - Principal, Sales Force Effectiveness, Strategy Consulting and Large-Scale Transformations, ZS
“The faculty team provided theory and practical insights on sales strategy including value creation, sales structure and channel definition and management. This information provided valuable intel, tools and considerations as we evolve our sales strategy and coinciding sales structure to meet our customers needs.”
Chief Customer Officer, G.E.T. Enterprises, LLC
“Sales is a complex discipline. The High Impact Sales Strategy course breaks down the complex into manageable and actionable pieces. I left the course with clarity on the difference between strategic planning vs. strategic thinking, the critical importance of key value propositions and how to bring it all together via an implementation framework.”
Senior Vice President, Global Sales Organization, Fairmont Hotels & Resorts
Please contact us to schedule an advising session
March 1-4, 2021
Start: March 1 at 5:00 PM
End: March 4 at 12:00 PM