Details

In the program Strategic Sales Management, you will understand sales as a tactical asset through which your organization can increase performance and effectively strengthen capabilities for sustainable, long-term growth. Participants gain a sharper understanding of the critical role played by sales managers. They also acquire a greater appreciation of the need for a more integrative approach to linking sales strategy with the overall organizational strategy, and for developing comprehensive marketing strategies through closer ties between marketing and sales.

The fee covers all program materials, program-related meals and housing in a private room at the Inn at Darden for the specified program dates.

This program counts as one week toward earning a Certificate of Specialization.

Audience

• The course is designed for those responsible for planning, analysis, control and direction of the sales organization.
• Representative titles may include vice president or director of sales, general manager, national sales manager, vice president or director of sales and marketing and seasoned regional sales managers.
• Those managing sales processes for products or services will find the course applicable and valuable.
• Others who should attend include:Line executives and managers with direct responsibility for a firm's selling efforts.
  – Staff directly responsible for providing support and technical services for a firm’s
     selling efforts.
  – Heads of marketing in smaller businesses.
  – Executives with the need to understand the alignment of marketing and sales.
  – Those in critical roles who desire to gain further understanding of their
     organizations’ sales function and how it fits within the overall strategy.  

Participant Profile

• Directors in Sales and Marketing fields
• Corporate Sales Advisor
• Managers
• SVPs/EVPs/VPs Marketing and Sales

Recently Attending Organizations 

Benefits

• Become a more effective sales executive/manager through an enhanced comprehension of the relationships among strategy, sales management systems, performance metrics and selling behaviors.
• Gain a deepened knowledge of sales management systems designed to support sales managers.
• Improve performance through clarification of the roles in implementing marketing strategies.
• Realize sales management as one element in an integrated go-to-market strategy and a broad marketing strategy.
• Recognize the challenges and opportunities inherent in building a customer-responsive, enterprise-focused sales organization.
• Refresh and update awareness of the effect that e-commerce has on sales strategy.

This program counts as one week toward earning a Certificate of Specialization.  

Topics

• Aligning Sales and Marketing
• Are You Market-Focused?
• Bringing Solutions to Enterprise Customers
• Compensation
• Current Developments in B2B Marketing
• Global Account Management
• Leading Strategic Change
• Managing Individual and Organizational Energy
• Pipeline Management
• Retention and Promotion
• Sales Management and Designing a Sales Strategy
• Sales Performance and Metrics
• The Sales Playbook
• Understanding the Organizational Buying Process

Special Feature

Global Account Management Exercise: In a business case team exercise, you will present a strategy, objectives and plan of action for the select business to pursue in solving its problems.

Faculty

Joseph W. Harder
Adjunct Associate Professor

Jason Jordan
Adjunct Lecturer

Robert E. Spekman
Tayloe Murphy Professor of Business Administration; Area Coordinator, Marketing