Executive Program in Strategic Sales Management


4 locations available

Program Description

This program will help you make decisions that measurably improve your managerial effectiveness and increase the productivity of your sales team!

Executive Program in Strategic Sales Management is specially designed to meet the needs of experienced sales managers and other executives responsible for directing the sales force, this program links sales structure design and implementation with the firm's marketing strategy to improve sales force productivity.

Program Benefits

-- Understand how your success is linked to fully integrating your sales structural design to the strategic direction of the firm.

-- Anticipate and respond to turbulent business environments. Understand why the sales force is the firm’s primary means to adjust to rapidly changing environments.

-- Apply strategic techniques to company-wide problems and derive implications for sales force design and account management policies.

-- Acquire analytical tools that will help you plan market segmentation and account management policies and procedures.

-- Understand how to identify and focus sales resources on high potential customers.

-- Receive a framework for recognizing the strengths and weaknesses of current forecasting techniques and obtain systematic procedures for improving them.

-- Acquire an awareness of the key variables to include in the goal-setting process.

-- Identify the types of sales incentives and compensation systems that can be used to link the sales organization to the strategy of the firm.

-- Understand how measuring strategy-linked sales processes and outcomes will produce greater sales productivity.

-- Learn techniques for identifying, hiring, and retaining the best salespeople.

Who Should Attend

This course is designed for those responsible for planning, analysis, control, and direction of the sales organization. Representative titles include vice president or director of sales, vice president or director of sales and marketing, national sales manager, and seasoned regional sales managers.

This course is equally applicable to those managing sales processes for products or services.

For those recently appointed to sales management positions or those who have less than five years’ of sales management experience, the Fundamentals of Effective Sales Management program is recommended.

Program Topics

Strategy and the Firm: Tools for Strategy

Market Segmentation and Account Management

Sales Forecasting: Qualitative and Quantitative Approaches

Linking Your Firm's Strategy to Sales Force Structure

Strategic Sales Force Size and Deployment

Managing and Measuring the Sales Organization

Optimization of Compensation Systems and Goal Setting

Recruitment and Selection

Professional Training

Last updated Apr 2018

About the School

Since 1898, the University of Chicago Booth School of Business has produced ideas and leaders that shape the world of business. Our rigorous, discipline-based approach to business education transforms ... Read More

Since 1898, the University of Chicago Booth School of Business has produced ideas and leaders that shape the world of business. Our rigorous, discipline-based approach to business education transforms our students into confident, effective, respected business leaders prepared to face the toughest challenges. We are proud to claim: an unmatched faculty, degree and open enrollment programs offered on three continents, a global body of nearly 42,000 accomplished alumni, strong and growing corporate relationships that provide a wealth of lifelong career opportunities. As part of the world-renowned University of Chicago, we share the university's core values that shape our distinctive intellectual culture. At Chicago Booth, we constantly question test ideas and seek proof. This extraordinarily effective approach to business leads to new ideas and innovative solutions. Six of our faculty members have won Nobel Prizes for these ideas - a record no other business school has matched. This same culture transforms our graduates into business thinkers superbly equipped to analyze and solve the greatest business challenges. Read less
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