Sales Force Effectiveness offered by Northwestern University
- Private University
240 acre campus- Estd. 1851
Sales Force Effectiveness at Northwestern University Overview
Duration | 5 days |
Total fee | ₹7.91 Lakh |
Mode of learning | Online |
Course Level | UG Certificate |
Sales Force Effectiveness at Northwestern University Highlights
- Earn a certificate of completion from the Northwestern Kellogg
Sales Force Effectiveness at Northwestern University Course details
- For CXOs responsible for top-line growth and profitability
- For General managers responsible for marketing and sales
- For Enterprise and national leaders responsible for sales and growth
- For National sales leaders and Directors responsible for specific geographies, countries or product lines
- Leverage frameworks to diagnose and address sales issues unique to today's environment
- Gain insight into the changing role of the salesperson and digital channels
- Understand how sales hiring, development, motivation and compensation plans need to adapt
- Discover how to move from strategy to execution with enabling tools and processes
- In this live virtual program our expert faculty addresses the unprecedented disruption sales organizations continue to experience as a direct result of the coronavirus pandemic
- Most sales organizations have taken steps to move to digital channels, virtual selling, redeploying sales efforts and even reducing sales force capacity where needed; but uncertainty and volatility persist
- This program addresses topics such as customer engagement; training, development and retention of sales talent; leveraging digital technologies and capabilities to optimize commercial strategies, and how to manage change in a volatile environment
- Using frameworks, class discussion and group exercises to assimilate the concepts, you will learn how to adapt your approach to the drivers of sales excellence, ensuring success during an unstable time
Sales Force Effectiveness at Northwestern University Curriculum
New Customer Engagement Models
Understand the evolution of the salesperson's role in today's environment
Design an omni-channel customer engagement process that develops rich customer experiences across different customer segments or markets
Incorporate flexibility and agility into your go-to-market strategy
Sales Force Talent Management
Gain insight into what makes a successful sales rep in today's environment and the implications for hiring, training and developing salespeople
Understand how sales managers need to change to successfully coach, motivate and performance manage salespeople in an omni-channel environment
Sales Force Motivation and Incentives
Revisit existing incentive plan and motivation programs to determine what needs to change
Evaluate mechanisms within incentive plans for ways to best support the sales force in today's environment
Leveraging Analytics and Digital Capabilities to Optimize Omni-Channel Strategies
Learn how to move toward a more informed approach to making sales decisions
Understand how analytics can help predict the actions to take in an omni-channel environment
Enablement and Execution -Bringing the New Strategy to Life
Bridge the gap between strategy and execution
Identify infrastructure, technology, operational resources to successfully enable an omni-channel strategy
Enable coordination across channels and peer-to-peer communication
Managing Change and Culture in a VUCA World
Determine the right enablers to transform sales strategies to a more digital-centric, omni-channel environment
Sales Force Effectiveness at Northwestern University Faculty details
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Sales Force Effectiveness at Northwestern University Contact Information
633 Clark Street, Evanston, Illinois-60208, USA
Evanston ( Illinois)