Close the gap between your strategic priorities and sales performance. Create company-wide alignment that boosts revenue and long-term success.

The program fee covers tuition, program materials, accommodations, and most meals.

Too often, sales team goals are misaligned with broader strategic priorities.

Aligning Strategy and Sales helps you elevate your sales team to new levels of profitability and growth. Participants will learn proven tactics for aligning go-to-market initiatives and sales activities to make faster progress toward company goals.

Key Program Features

Key Topics

  • Develop a strategic sales plan that's optimized for your business goals 

  • Define your target customers and understand how to reach them 

  • Translate your corporate strategy into sales processes and policies 

  • Analyze customer profitability to strategically segment and manage accounts 

  • Recruit and nurture outstanding sales talent in line with strategic goals 

  • Create a go-to-market approach for each product or segment 

  • Coordinate sales activities across different sales groups and throughout the enterprise

  • 6
    days on the HBS campus
  • 9–12
    hours of pre-program work

Case materials and a detailed schedule will be made available approximately two weeks prior to program start.

  • Executives in sales, strategy, business development, distribution, marketing, HR, finance, service, or general management 

  • Executives in business-to-business product or service companies 

  • Executives from venture capital or private equity firms who assist portfolio companies with go-to-market and business development efforts

Individuals and teams are welcome to attend. Sending two or more representatives from your organization fosters teamwork and amplifies program impact.

Global Perspective

Two female and two male executives sit and smile around a table filled with notes.
2%
Africa
8%
Asia Pacific
23%
Europe
12%
Latin America
6%
Middle East
49%
North America

Top Industries Represented

  • 17%

    High Technology

  • 14%

    Manufacturing

  • 7%

    Consumer Products

  • 7%

    Chem/Pharma/Bio

  • 7%

    Health Care

  • 7%

    Professional Services

  • 6%

    Financial

  • 5%

    Raw Materials / Energy

  • 5%

    Utilities/Telecommunications

  • 3%

    Real Estate / Construction

Experience

Years Worked

  • 4%

    Less than 10 years

  • 18%

    10-14 years

  • 26%

    15-19 years

  • 22%

    20-24 years

  • 17%

    25-29 years

  • 9%

    30-34 years

  • 3%

    35-39 years

  • 1%

    40 or more

Companies That Have Participated

  • Boeing Defense Space & Security Group

  • Bowlmor AMF

  • Capgemini

  • Google

  • Oracle

  • Qualcomm

  • Saudi Telecom

  • Siemens Mexico

  • Swarovski Professional

  • Vivint

  • VMware

  • Waldom Electronics

All our executive education programs are developed and taught by a team of widely recognized HBS faculty. Many are skilled educators, groundbreaking researchers, and award-winning authors. Through their board memberships, consulting, and field-based research, they address the complex challenges facing business leaders across the globe.

Faculty Chair

  • Frank Cespedes

    Frank Cespedes

    MBA Class of 1973 Senior Lecturer of Business Administration

Faculty

This in-person program takes place on our storied campus where you'll live and learn at the heart of Boston's vibrant business, academic, and technology hubs.

At HBS, every detail is carefully calibrated to drive your success. Living arrangements and classrooms that spark connection. Unrivaled academic resources. And rejuvenating fitness, dining, and cultural amenities.

View of Executive Education area of HBS campus

The dedicated Executive Education area of campus features multiple classroom buildings and three residence halls around a quad

Residence hall bedroom and bathroom, with woman looking out a window

Our well-appointed residence halls feature private bedrooms, living group lounges, and courtyards to fuel vibrant discussions

We admit applicants on a rolling, space-available basis, so you are encouraged to submit your application as soon as possible.

The selective admissions process is based on professional achievement, organizational responsibility, and the admissions criteria for each program as described in Who Should Attend. There are no formal educational requirements for HBS Executive Education programs.

Learn more about the admissions process and requirements.

Program content, dates, schedule, fees, technology platforms, 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.