Sales Growth

eCornell

How long?

  • online
  • on demand

What are the topics?

eCornell

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Who should attend

  • Sales representatives
  • Sales managers
  • Account managers
  • Organizational leaders who want to better understand sales team strategies

About the course

This five-course certificate provides sales managers with the skills needed to build an actionable roadmap for driving sales growth. Learn how to conduct micro-market analysis to find hidden and unique opportunities, discover strategies to streamline your go-to-market process to increase face time with the highest-priority clients, and focus your value proposition for higher conversion rates.

Based on the book Sales Growth: Five Proven Strategies from the World’s Sales Leaders, authored by experts at McKinsey & Company, the courses translate insights from 150 sales leaders into clear and practical guidelines for action. These tools and strategies provide a foundation in key frontline sales concepts to drive real growth in your company.

Courses

Discovering Sales Growth Opportunities

During this course, you’ll learn how to identify and capture sales opportunities with the highest growth potential. The course is divided into four main topics:

  • Segmenting your customers
  • Finding pockets of growth in your market
  • Identifying top prospects
  • Managing your sales funnel

Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.

Getting the Most From Your Sales Efforts

During this course, you’ll learn how to make sure your business and your sales team is spending their time wisely on the accounts that will help maximize your sales. The course is divided into three main topics:

  • Prioritizing your accounts
  • Aligning your efforts with your highest-value opportunities
  • Maximize your time spent selling

Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.

The course Discovering Sales Growth Opportunities is required to be completed prior to starting this course.

Winning With Your Key Accounts

During this course, you'll learn a set of techniques that will enable you to create a successful and specific plan for your key accounts. This course is divided into three main topics:

  • Assessing your key accounts
  • Tailoring your value proposition to specific customers
  • Driving growth through account planning

Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.

The courses Discovering Sales Growth Opportunities and Getting the Most From Your Sales Efforts are required to be completed prior to starting this course.

Sales Negotiation to Maximize Value

During this course, you'll learn about the life cycle of your customer relationships and how it can dictate your success—from the initial sales call stage up to advanced negotiations. The course is divided into three main topics:

  • Conduct an effective sales call
  • Drive value beyond price
  • Negotiate to maximize value

Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.

These courses are required to be completed prior to starting this course:

  • Discovering Sales Growth Opportunities
  • Getting the Most From Your Sales Efforts
  • Winning with your Key Accounts

Managing Sales Performance for Growth

During this course, you’ll learn the importance of having a clear blueprint for sales success. This course is divided into three main topics:

  • Establish clear sales metrics, accountabilities, and targets
  • Track and manage sales performance
  • Coach to the sales metrics

Each topic will be reviewed in depth, giving real world examples and exercises that can be applied in your business.

These courses are required to be completed prior to starting this course:

  • Discovering Sales Growth Opportunities
  • Getting the Most From Your Sales Efforts
  • Winning with your Key Accounts
  • Sales Negotiation to Maximize Value

Key course takeaways

  • Find the right pockets of growth in your market
  • Identify top opportunities
  • Segment your customers to focus your search for better sales growth
  • Manage and maximize your time spent selling
  • Develop the skills to prioritize your accounts
  • Tailor your value proposition to specific customers
  • Drive growth through account planning
  • Conduct an effective sales call to negotiate maximize value
  • Convey an understanding of how to drive value beyond price
  • Track and manage sales performance

What you'll earn

  • Sales Growth Certificate from Cornell Johnson Graduate School of Management
  • 40 Professional Development Hours (PDHs)

Experts

Homayoun Hatami

Senior Partner at McKinsey & Co. Homayoun is the managing partner for McKinsey’s France offices and a senior partner of the firm. He works alongside his clients bringing McKinsey’s latest innovations in digital, design, and analytics to help achieve above-market growth. Homayoun’s client wor...

Maria Valdivieso

Maria is a partner in McKinsey & Company’s Marketing & Sales Practice and is located in the Miami office. Maria works with B2B and consumer companies in the United States, Latin America, and Europe to build advanced sales capabilities that drive above‐market growth. Over the past ten year...

Adolfo Villagomez

Director of Knowledge in Miami at McKinsey & Co Maria is a director of knowledge in McKinsey & Company’s Marketing & Sales Practice and is located in the Miami office. Maria works with B2B and consumer companies in the United States, Latin America, and Europe to build advanced sales ...

John Callies

Senior Advisor to McKinsey & Co. After retiring from IBM in June, 2010, John joined McKinsey & Company as a Senior Advisor. In his capacity, John acts as an advisor to McKinsey’s clients in the Financial and Technology sectors. John Callies served as general manager, IBM Global Financing...

Roland John

Roland John, leader of the North American B2B Marketing & Sales Practice, works closely with clients to help them provide both low-cost support for customer needs and go-to-market strategies that build customer relationships. Drawing on a deep understanding of customer economics, Roland has ...

Sara Prince

Sara is the partner lead for Growth Accelerate, McKinsey’s approach to building client commercial capabilities. She specializes in marketing and sales capabilities in the transformation context. While serving clients across multiple industries, she spends a significant amount of her time helping ...

Pär Edin

Per leads the build-out of Strategy services for the Technology, Media & Telecommunications (TMT) sector, as a partner in KPMG's advisory services team. He advises corporate- and private equity clients on strategies to drive growth, increase profitability and transform business models. He ha...

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Sales Growth at eCornell

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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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