Rethinking Sales Force Effectiveness Amidst COVID-19

Indian School of Business (ISB)

Indian School of Business (ISB)


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Who should attend

The programme is best suited for national sales force leaders, and leaders responsible for specific geographies, countries or product lines. CXOs responsible for top-line growth and profitability, general managers responsible for marketing and sales, and enterprise and national leaders responsible for sales, CEOs, heads of startups and MSMEs also stand to gain from attending the programme.

About the course

This programme will explore how these changes are cascading through sales force strategy, sales and channel structure, talent management, motivation, and performance management. Participants will also understand how long-term planning needs to be replaced with contingency development and flexibility

How does this online programme help?

This is executive education redesigned for a radically different world. This programme blends the discipline of the on-campus experience that ISB is renowned for with our global faculty and advanced curriculum. You will gain immediately applicable advanced skills, relevant for the uncertain times we live in. With 2 modules per week, each session will last for 90 minutes.

LIVE Virtual Classrooms

Experience a new way of immersive learning through group discussions, case reviews, peer networking and engaging dialogues.


Awarded by the Centre for Executive Education at ISB, a prestigious B-School ranked among the best in the world, this certificate will be another addition to your accomplishments.

Research-Based Teaching

Learn at India’s most research-productive B-School. Gain advanced methodologies to conduct research that holds potential for transformative insights.

Alumni network

Gain exclusive access to premium learning events, speaker series, conferences, and learning sessions and expand your network with ISB’s 40,000+ high-performing alumni community.


Learn how to deliver added value to all partners and stakeholders while you juggle the new work-life balance from the safety of your home.

Real-world application

Learn real-world skills that you can immediately apply to initiate transformation at your organisation, giving it a distinct advantage over competitors.


  • Develop new sales models to lead at a time of crisis
  • Learn to orchestrate richer customer experiences
  • Understand how to structure your sales teams differently
  • Build a sales force culture driven by effectiveness at its core
  • Gain the ability to identify actionable insights from large data sets
  • Bridge the gulf between longterm strategy and execution

Programme Structure

  • The new world of sales
  • New model of customer engagement
  • Reassessing sales channels
  • Talent management
  • Motivation & Incentives
  • Leveraging analytics & AI for sales professionals
  • Enablement and execution : Bringing new strategy to life
  • Group case discussion


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...

Arun Shastri

Arun provides strategy and advisory services, helping clients build their analytics capabilities and leverage their data and analytics for greater commercial effectiveness. He currently works with clients on a broad range of analytics needs that span multiple industries, including technology, tel...

Videos and materials

Rethinking Sales Force Effectiveness Amidst COVID-19 at Indian School of Business (ISB)

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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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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.