Maximizing Sales Force Performance

Implement frameworks for effective sales force management

This program immerses you in a collaborative learning environment intensely focused on practical ways to significantly improve sales force performance. Guided and inspired by our seasoned faculty, you and your fellow participants will learn practice-proven principles, strategies and tactics. Then, working with your classmates, you’ll explore how to apply them to some of today’s most challenging issues in sales force design, deployment, talent management, compensation and effectiveness.

You’ll set the stage for getting the most out of this learning experience by conducting a critical assessment of your sales force against best practices across the core drivers of sales force effectiveness. From there, you’ll identify practical approaches for enhancing team performance and learn how to implement and lead success-focused change to drive the achievement of your most important growth priorities

Key Benefits

• Apply a proven diagnostic framework to set the stage for significantly improved sales force performance
• Consider the critical decision factors for sizing and structuring your sales force
• Explore important talent management topics, including the role of the first line sales manager, recruitment, development and retention
• Assess your sales force culture
• Understand how technology enhances sales force performance
• Use results-focused incentives to motivate and direct your sales force
• Master the principles and tools for implementing success-focused sales force initiatives

Program Content

Thinking Framework for Sales Force Success

• Assess your sales force’s current state versus leading practice
• Prioritize opportunities for improvement to drive key growth priorities

Sales Force Design

• Identify the role of the sales force as integral to an effective go-to-market strategy
• Design an effective sales force structure
• Determine the best sales force size
• Deploy the sales force to greatest advantage

Sales Force Talent Management

• Effective design of first-line sales manager team to maximize leverage
• Recruit the best salespeople
• Develop and retain promising and proven talent
• Build a winning sales culture

Sales Force Systems

• Design incentive and motivation programs
• Apply information and technology to facilitate the sales process

Implementation

• Embed effectiveness initiatives into the organization