Sales Leadership

Indian Institute of Management Mumbai

Operations and Supply Chain Management

About Programme

About the Program

This MDP focuses on enabling sales professionals to evolve into strategic leaders who can inspire teams, manage performance, and drive revenue growth in volatile and competitive environments. The program adopts an integrative approach—developing self-leadership, people leadership, and business acumen—using frameworks, case studies, and live interactions with industry leaders.

Programme Content

Module 1: Leading Self – Building the Foundation of Sales Leadership

Themes Covered:

The evolving identity of a sales leader

Self-awareness and emotional intelligence in sales

Personal values, leadership styles, and authenticity

Building resilience, grit, and adaptive mindset

Leading through ambiguity and market disruption

Module 2: Leading Teams – Driving Motivation and Performance

Themes Covered:

Creating high-performance sales cultures

Motivating diverse sales teams across geographies

Coaching and mentoring techniques for sales managers

Managing performance and accountability

Building trust, communication, and engagement

Aligning individual and team goals to organizational vision

Module 3: Leading Strategy – Driving Growth at Scale

Themes Covered:

Strategic thinking in sales: segmentation, targeting, positioning

Data-driven decision-making and sales analytics

Territory design and key account management

Building scalable go-to-market (GTM) models

Leveraging CRM, AI, and digital tools in sales

Cross-functional collaboration for growth execution

Programme Objective

Participants will be able to:

Build self-awareness and emotional agility to lead in uncertainty

Create high-performing, motivated sales teams

Design and execute scalable, data-informed sales strategies

Develop a customer-centric and growth-oriented mindset

Learn from real-world sales leadership practices across sectors

Pedagogy

Pedagogy:

Case-based learning (Ivey/Harvard cases)

Workshops & roleplays (e.g., coaching, feedback, negotiation)

Industry talks

Peer-based reflections and leadership journaling

Strategic planning toolkits and analytics walkthroughs

Programme Audience

Marketing Professionals, Industry experts

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Contact us for the further details

Speak with an Advisor

Faculty Information
Testimonials
Programme Benefits

Prashansa Uttam

Programme Advisor

+91 9403890085[email protected]Mon – Fri, 9am – 5pm IST

Indian Institute of Management Mumbai

Executive Education Office

Prof. Sanjeev Verma & Prof. Vartika Srivastava

https://www.iimmumbai.ac.in

Mumbai, India

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