Executive Education Programs Program Information


Kellogg School of Management - USA

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  Accelerating Sales Force Performance

Accelerating Sales Force Performance
Implement Frameworks For An Effective Sales Force

Intensely 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 relating to sales force strategy, structure, deployment, 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.

Upcoming Sessions (Fee includes lodging and most meals)
April 13-17, 2014 $8,300  
October 26-30, 2014 $8,300

Who Should Attend

  1. Vice presidents and Director of Sales in any industry
  2. Individuals who plan and implement sales force decisions

Key Benefits
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 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

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