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.

What You Can Expect

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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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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Your Course of Study

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.

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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.

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Who Is Right for the Program

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.

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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.

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Faculty

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.

Faculty Chair
MBA Class of 1973 Senior Lecturer of Business Administration. Member of the Entrepreneurial Management Unit; and faculty chair of "Aligning Strategy and Sales." Read Full Bio

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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.

Frank V. Cespedes

Faculty Chair
MBA Class of 1973 Senior Lecturer of Business Administration. Member of the Entrepreneurial Management Unit; and faculty chair of "Aligning Strategy and Sales."

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Admissions

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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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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Programs, dates, fees, and faculty are subject to change.

In accordance with Harvard University policy, Harvard Business School does not discriminate against any person on the basis of race, color, sex or sexual orientation, gender identity, religion, age, national or ethnic origin, political beliefs, veteran status, or disability in admission to, access to, treatment in, or employment in its programs and activities.