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Kenan-Flagler Business School

Leading Strategic Sales Teams

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Leadership is both art and science; so too is sales. Most leaders of sales teams or organizations have earned the right to lead by demonstrating their mastery of the art and science of sales. To be successful in those positions, they also need to develop capabilities in the art and science of leadership.

Leading Strategic Sales Teams is a unique program that addresses both the nuts and bolts of strategic thinking and the nuance of personal leadership. You’ll explore the challenges of transitioning from sales person to sales leader, discover ways to effectively leverage data to mobilize sales teams, and gain an understanding of the role lagging and leading indicators play in managing your portfolio.

Just as important, you’ll examine your own priorities and leadership style and learn cutting-edge techniques for developing talent within your sales team.


  • Demonstrate the ability to design an effective salesforce management strategy
  • Organize your salesforce to get superior results while keeping head count down
  • Use the proper measures to motivate and evaluate your sales team members
  • Earn 2.35 CEUs

Who should attend

Leaders of sales teams who seek to optimize their team’s performance.


  Tarun Kushwaha works in the area of customer relationship management (CRM), channel management and international marketing. He focuses on understanding customers’ channel choice behavior, marketing resource allocation across channels and segments, financial and non-financial impact of CR...
  Dave Roberts has spent more than 25 years helping organizations improve their performance in sales, sales consulting and sales management.  He joined UNC Kenan-Flagler to build a sales discipline curriculum that complements the finance and marketing areas. UNC Kenan-Flagler is one of the...
Brad Barnes has 15 years of experience managing sales, distribution and trade marketing in the consumer packaged goods industry. His research interests include the execution of marketing programs, influence and persuasion. Professor Barnes has held several leadership roles in sales and trade mar...


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