Aligning Strategy and Sales

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.

• 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.

Dive Deeper into the Experience

We Celebrate New Ways of Thinking. Are You Ready?

Thrive in a learning environment that welcomes diverse ideas and perspectives.

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Experience the Case Method in the Classroom

Watch participants debate the issues and present their viewpoints.

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Discover more about business. And yourself.

Global perspectives > Leadership growth > Organizational impact.

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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.