Aligning Strategy and Sales

Dates and Fees

  • December 2–7, 2012 (HBS Campus)

  • $12,000
The information below is based on the program offered in 2011, and does not reflect potential changes to faculty and course content for the 2012 course.

As the global economy picks up steam, companies able to optimize their sales channels will sprint past the competition. The key to meeting sales potential: eliminating the gulf between big-picture business strategy and the day-to-day of field implementation. This Harvard Business School (HBS) Executive Education program prepares business unit leaders, sales executives, and their colleagues to link go-to-market initiatives with strategic priorities and enable the organization to contribute effectively to profitable growth.

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. You will 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.

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. You will explore how successful companies maximize the return on their investment in sales—and the implications for your firm.

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.

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.