Client Services team
Telephone: 1-800-427-5577(outside U.S., +1-617-495-6555)
To optimize their sales channels and drive greater levels of revenue, companies around the globe are closely aligning their strategic priorities, go-to-market initiatives, and on-the-ground sales forces. In this program, you'll examine ways to set a strategic foundation for sales success, define optimal selling behavior, and transform corporate strategy into effective account management.
Addressing the needs of executives in midsize companies or business units, this program examines the critical relationship between business strategy and sales activities. By attending this program, you'll discover how to establish and communicate sales initiatives that support corporate objectives; build and nurture the right sales channels; develop companywide alignment; and implement the operational infrastructure, processes, and cultural values critical to long-term revenue growth.
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World-renowned HBS faculty will lead you through a combination of classroom presentations, small-group work, case study discussions, and action-planning workshops. By exploring the diverse ways in which leading companies empower and enhance their sales organizations, you'll discover new ways to increase revenue and, in turn, boost enterprise value.
This program is appropriate for executives who define and communicate strategic direction, manage sales and distribution, recruit and develop sales talent, provide pre- or post-sale service, and budget for these activities. While individuals are welcome, teams are encouraged to attend.
Every Harvard Business School Executive Education program is developed and taught by HBS faculty who are widely recognized as skilled educators, groundbreaking researchers, and award-winning authors. Through publishing, consulting, and teaching, HBS faculty leverage their business expertise and field-based research to develop enduring concepts that shape the practice of management. The result is an Executive Education teaching team whose groundbreaking insights challenge participants' thinking and enable them to become superior business leaders.
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Please submit your application at least four weeks before the program start date. Since qualified candidates are admitted on a rolling, space-available basis, early application is encouraged. Admission is selective and based on professional achievement and organizational responsibility. Although there are no formal educational requirements, proficiency in written and spoken English is essential. Because Executive Education programs enhance the leadership capacity of the participants as well as their organizations, HBS expects the full commitment of both. While participants are attending a program, sponsoring organizations agree to relieve them of their work responsibilities so that they can fully focus on the learning experience.
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