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Indian School of Business (ISB)

Accelerated Sales Force Management

Available dates

Feb 3—7, 2020
5 days
Hyderabad, India
INR 200000 ≈USD 2813
INR 40000 per day

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About the course

Learn to build the necessary frameworks and practical insights to lead a successful sales force team.

The Accelerated Sales Force Performance Programme from ISB is specially designed to help you evolve into a successful sales force leader. Today, when organisations are stressing on achieving optimised sales targets, this programme will help you structure and scale your sales team. It will also equip you with the thinking frameworks, and practical insights gleaned from hundreds of companies so that you evolve into the sales force leader whom organisations value.

KEY LEARNINGS

  • Linking environmental factors with management priorities
  • Diagnosing sales force performance
  • Methodologies to optimise sales force size in tandem with the market size while balancing both customer and product focus
  • In-depth understanding of recruiting, developing and managing sales talent
  • Examining motivation and incentive schemes to help sales force operate at optimum performance levels

ORGANISATIONAL BENEFITS

  • Build an effective sales force that impacts your organisation’s productivity
  • Establish robust performance goals and effective metrics for your sales team
  • Sale and structure successful sales teams through thinking frameworks and practical insights

INDIVIDUAL BENEFITS

  • Equip yourself with multiple competencies to become the valued sales force professional
  • Learn essential concepts in team performance, recruiting and managing an effective sales team
  • Explore effective sales strategies, customer retention and strengthening existing business relationships with customers
  • Define and gain clarity on your personal and professional vision

Who should attend

National sales heads, sales heads responsible for geographies/country, general/zonal managers responsible for marketing and sales, director of sales and marketing, and business heads.

Trust the experts

Prabhakant Sinha

Dr. Prabhakant Sinha, Ph.D. is an Advisor to Greenlight Planet. Dr. Sinha co-founded ZS Associates, Inc. in 1983 and served as its Co-Chairman and a Director. He founded the PK Sinha Center for BioEnergy at Indian Institute of Technology - Kharagpur. He is a Member of Advisory Board of Nephrocare...

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