Aligning Strategy and Sales
Firms must have a strategy that's relevant today and tomorrow, not yesterday.
Firms must have a strategy that's relevant today and tomorrow, not yesterday.
Summary
A company's sales organization is a core vehicle for implementing business strategy—yet there's often a big gap between the company's strategic objectives and the way its sales organization actually functions. In this program, you will examine the critical relationship between business strategy and sales activities and discover how to synchronize your strategic priorities, go-to-market initiatives, and sales team to boost revenue and long-term success.
This program is eligible for the Certificate of Management Excellence. Learn More
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Summary
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A company's sales organization is a core vehicle for implementing business strategy—yet there's often a big gap between the company's strategic objectives and the way its sales organization actually functions. In this program, you will examine the critical relationship between business strategy and sales activities and discover how to synchronize your strategic priorities, go-to-market initiatives, and sales team to boost revenue and long-term success.
This program is eligible for the Certificate of Management Excellence. Learn More
DetailsCollapse All
Develop a strategic sales approach optimized for your businessDevelop a strategic sales approach optimized for your business
- Define your target customers and the best methods for reaching them
- Develop account management and segment management strategies based on customer profitability
- Build and nurture the best sales talent and go-to-market approach for each product or segment
- Translate your corporate strategy into sales strategies, tasks, and processes
Build a high-impact sales team and supporting activities to drive your strategy forwardBuild a high-impact sales team and supporting activities to drive your strategy forward
- Ensure that sales recruitment, development, compensation, and performance management systems support corporate strategy
- Coordinate sales activities across different sales groups and throughout the enterprise
- Establish a flexible approach that enables you to readjust strategies as needed in a changing marketplace
Expand your personal and professional networkExpand your personal and professional network
- Extend your network by living and working with accomplished executives from various backgrounds, industries, and countries across the globe
- Build relationships with a diverse group of peers who can provide wide-ranging insights into your business challenges and career decisions
Who Should Attend
- Executive decision-makers who are responsible for defining, communicating, hiring, managing, budgeting for, and measuring a company's go-to-market strategy and sales efforts, such as:
- Executives in sales, strategy, business development, distribution, marketing, HR, finance, service, or general management
- Executives in business-to-business product or service companies—or business units of large enterprises—that depend on a direct sales force for all or part of their revenue
- Executives from venture capital or private equity firms who assist portfolio companies with go-to-market and business development efforts, as well as leaders of those portfolio companies
Attendance by multiple company representatives will foster teamwork and amplify the program's impact. Because the process of mapping sales efforts to strategy requires cooperation among executives from diverse functions, a team of participants might include executives responsible for finance, marketing, business development, customer service (pre- or post-sale), human resources, and product- or service-line management.
Program for Leadership Development participants earn 5 PLDA Points on completion of this program.
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Who Should Attend
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- Executive decision-makers who are responsible for defining, communicating, hiring, managing, budgeting for, and measuring a company's go-to-market strategy and sales efforts, such as:
- Executives in sales, strategy, business development, distribution, marketing, HR, finance, service, or general management
- Executives in business-to-business product or service companies—or business units of large enterprises—that depend on a direct sales force for all or part of their revenue
- Executives from venture capital or private equity firms who assist portfolio companies with go-to-market and business development efforts, as well as leaders of those portfolio companies
Attendance by multiple company representatives will foster teamwork and amplify the program's impact. Because the process of mapping sales efforts to strategy requires cooperation among executives from diverse functions, a team of participants might include executives responsible for finance, marketing, business development, customer service (pre- or post-sale), human resources, and product- or service-line management.
Program for Leadership Development participants earn 5 PLDA Points on completion of this program.
Dive Deeper into the ExperienceSee how exchange with faculty and peers yields new insights into critical business trends.Thrive in a learning environment that welcomes diverse ideas and perspectives.Global perspectives > Leadership growth > Organizational impact.
Learning and Living at HBS
When you participate in an Executive Education program on the HBS campus, you enter an immersive experience where every aspect of the learning model has been carefully designed to facilitate your growth. Your learning will take place on your own, in your living group, and in the larger classroom, driven by the renowned HBS case method.
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Learning and Living at HBS
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When you participate in an Executive Education program on the HBS campus, you enter an immersive experience where every aspect of the learning model has been carefully designed to facilitate your growth. Your learning will take place on your own, in your living group, and in the larger classroom, driven by the renowned HBS case method.
Admissions Criteria and Process
Firms must have a strategy that's relevant today and tomorrow, not yesterday.