Accelerated Sales Force Performance

Indian School of Business (ISB)

What are the topics?

Indian School of Business (ISB)

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Who should attend

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

About the course

Maximise sales. Optimise team performance.

The role of a successful sales force leader is multi-faceted and demanding. Especially since every business has the mandate of maximising sales, the sales force is vested with the massive responsibility of bringing sales processes, customer experience and client management together. Sales leads need to create, nurture and sustain a positive and productive sales environment to impact the organisation’s bottom line.

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 optimize 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

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...

Videos and materials

Accelerated Sales Force Performance at Indian School of Business (ISB)

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Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.