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HARVARD BUSINESS SCHOOL | Executive Education
HBS@WORK
ALIGNING STRATEGY AND SALES
06–11 DEC 2015
HBS CAMPUS
Recognizing sales execution as a strategic asset, Aligning Strategy and Sales will help you drive more profitable growth by establishing and maintaining alignment among strategic priorities, go-to-market initiatives, and supporting activities throughout the organization. Through a highly relevant curriculum, this program equips you with the strategic frameworks to improve your company's return on investment in business development activities. You will return to your firm ready to help your salespeople and other groups meet their numbers—and establish a sustainable foundation for long-term market success.
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SALES EDITION
Faculty Insights  |  Related Programs  |  Participant Testimonial  |   Publication Spotlight  |  Upcoming Programs  |  How to Really Motivate Salespeople  |  Who's Your Most Valuable Salesperson?  |  Technology Trends That Matter to Sales Teams  |  Why the Best Salespeople Get So Lucky   |  Lifelong Learning  |  Comprehensive Leadership Programs
FACULTY INSIGHTS
Is Social Media Actually Helping Your Company's Bottom Line?
People tend to overhype new technologies and misallocate resources. When few companies say they understand the exact value at stake from their digital media, it's time to examine the differences between hype and reality. HBS Professor Frank V. Cespedes talks about what to expect from social media. Read more.
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PARTICIPANT TESTIMONIAL
I loved case study learning. [In Aligning Strategy and Sales], we were forced to make a decision and defend our arguments in our group and then in the classroom. The professors were amazing—highly skilled at leading intense, productive discussions that challenged us, drew on the experience of everyone in the room, and generated new insights. Rather than offering one simple approach or model, they helped us examine a situation from many angles and grapple with the real complexity of doing business." Read more testimonials.

Michael Höglund, Vice President Marketing & Sales, Saab Group
PUBLICATION SPOTLIGHT
Fail Better
Aligning Strategy and Sales:
The Choices, Systems, and Behaviors that Drive Effective Selling
That gap between your company's sales efforts and strategy? It's real—and a huge vulnerability. In Aligning Strategy and Sales, HBS Professor Frank V. Cespedes empowers you to link your go-to-market initiatives with strategic goals. He offers a roadmap on how to fuel the behaviors required for profitable growth. Learn more.
FEATURED ARTICLES
How to Really Motivate Salespeople
New research challenges conventional wisdom about the best ways to pay your team.
Who's Your Most Valuable Salesperson?
How to forecast performance—and then tailor training and incentives.
The Technology Trends That Matter to Sales Teams
Salespeople have always been early adopters.
Why the Best Salespeople Get So Lucky
If sales managers downplay the power of luck, their team could fall behind competitors.
LIFELONG LEARNING
Designed for HBS alumni and past participants, these offerings challenge participants to grow as leaders, formulate new competitive solutions, and think and manage in today's evolving economy.
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17–29 JUL 2016 | PLD past participants
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