Enterprise Sales Management

Rotman School of Management

Rotman School of Management

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Who should attend

Sales professionals, entrepreneurs and non-sales senior managers and leaders looking to drive results by gaining strategies to elevate partnerships and long-lasting relationships with clients.

About the course

Become a strategic partner by maximizing revenues and organizational value.

Sales skills are more important than ever as your customers’ needs are changing rapidly. Rotman has partnered with the Canadian Professional Sales Association to offer Enterprise Sales Management, a four-week online program that will help you develop the skills to evolve into an indispensable strategic partner who can reduce competitive threats, strengthen client retention, and maximize the return generated from time invested in managing multiple accounts.

We take an analytical approach to sales. Over the course of the four weeks, you’ll learn how to build strategies with key clients based on the value they seek, whether it is stated outright or not, calculate probable returns on investment, build strategies to maximize it with key accounts, and conduct a detailed analysis of the relevant market segments using five separate criteria.

Over eight weeks you will:

  • Build a detailed annual business review
  • Develop a detailed profile of one of your key accounts and build a strategic plan to optimize efficiency and effectiveness for it
  • Selectively identify and target key accounts to approach for new business development based on a matrix rating of their attractiveness vs the value you have to offer

Schedule

Week 1

  • Building Blocks

Week 2

  • Strategic Account Management

Week 3

  • Strategic Key Account Sales Process

Week 4

  • Final Assignment & Course Wrap-Up

I need this program because:

  • I want to strengthen my organizational contributions and influence for maximum results
  • I am a “people person” but I want to be more strategic and analytic in my approach to sales
  • I want to close the gap between sale projections and results by more efficient use of my time

Experts

Kerri Corturillo

Kerri Corturillo is an experienced instructor and sales coach. She has spent over 20 years working in business to business sales and sales leadership roles. Kerri has led large scale sales development initiatives to transform sales cultures, which have improved customer experience and sales achie...

Videos and materials

Enterprise Sales Management at Rotman School of Management

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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.

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