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Kenan-Flagler Business School

Leading Strategic Sales Teams

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Description

Sales is a rapidly evolving field. Buyers are smarter than ever because they have access to more information, and automation is changing the way customers purchase your products. These factors are shifting what buyers want and need from you. Leading Strategic Sales Teams helps you adapt to the industry’s ongoing transformation. You will be able to organize your salesforce to effectively engage customers, reach and exceed sales goals, and return the most value to your organization.

Outcomes

  • Refine your role as a sales manager
  • Design an effective salesforce management strategy
  • Challenge assumptions around the development of salesforce talent
  • Forecast and grow your pipeline
  • Leverage data effectively to mobilize sales teams

Who should attend

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

Experts

  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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