Managing Sales Force and Channel for High Performance

This program is a three-day executive development programme that focuses on driving sales growth and channel effectiveness. Nowadays, sales managers face not only intense competition but also price pressures from customers. Increasing sales is no longer sufficient; attracting, developing, motivating, and retaining high performing sales talent remains a challenge. Equally important is the need to design and manage efficient channels. Success of the sales and channel managers are dependent on the most expensive and critical revenue generating resources, extracting high performance from the sales force through effective sales leadership, analytics- driven decision-making, and robust channel management.

Upon completion of the programme, participants will be able to:

The programme adopts an experiential, application-oriented pedagogy, combining:

Interactive lectures and faculty-led discussions

Group exercises and hands-on analytical workshops Real-world case studies, including cases authored by the Programme Director and published by Harvard Business School and IVEY Publishing

A rich blend of lectures, discussions, hands-on practice, case analyses, and participant project presentations Sessions delivered by IIM faculty and experienced Sales and Channel leaders from industry

This programme is designed for:

Senior and Middle sales and channel professionals irrespective of industry or B2C or B2B

Channel Managers

Startup founders looking to uncover the ways to market and sell their products

Business heads and functional leaders and CEOs of small and medium enterprises

Marketing and promotion managers responsible for sales Hr managers responsible for sales HR processes

Professionals who aspire to switch or understand the sales function