Sales Team Management Strategies (Online)

The cornerstone of profitable businesses are founded upon agile, engaged and highly motivated sales teams that are able to deliver results, quickly and efficiently. With continuous disruptions in the current business landscape, the ability to navigate change and stay at the forefront of digital transformation is crucial for any organization to succeed.

In the Sales Team Management Strategies (Online) program from Columbia Business School Executive Education, you’ll discover the latest strategies and frameworks for designing, building, and managing an empowered, high-performance sales team. The capstone project will provide you with an opportunity to apply key learnings from the program, equipping you with an action plan for your organization so you can hit the ground running immediately. Join us to advance your sales leadership career as you transform your team into a highly motivated, digital-savvy, and impactful sales machine that focuses on success and profitability.

Please contact our partners at Emeritus at [email protected] , +1 315-982-5094, or +1 315-277-2746 for a personal conversation about this program and how it may benefit you.

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Introduction: Aligning the Sales Force with the Brand Explore how the sales force fits into the organization’s overall marketing strategy and can expand its role in building the brand. Examine a successful sales force alignment via a case study.

Sales Force as a Go-To-Market Strategy Design and determine the size of the sales team. Recognize the roles of the sales team in a sales distribution system. Learn about the implementation of a key account management system.

Maximizing the Effectiveness of the Sales Force I: Compensation Explore different variable and fixed compensation systems and understand their impact on sales team behavior. Discover how to select the right compensation system for your sales team.

Maximizing the Effectiveness of the Sales Force II: Intrinsic Motivation Learn practical frameworks for implementing a highly motivated sales culture. Explore creative ideas for sales force motivation. Gain insights into the role of sales leaders in a collaborative sales culture.

Aligning the Sales Force with Marketing Explore the role of the sales force in pricing. Gain new insights into digital transformation and its effect on the sales process. Understand the role of social media for the sales force.

Applying the Principles Develop a sales force management strategy to support digital marketing, branding, and sales in your organization. Complete a capstone project that will serve as your customized action plan to motivate your sales force.