Managing Sales Teams and Distribution Channels

Executives attend a study session in McArthur Hall lounge

Even the strongest products need a strong go-to-market strategy. Learn how to develop and manage a multichannel distribution and sales strategy that meets or exceeds your business goals.  

  • Dates

    To Be Confirmed

  • Status

    Check Back to Apply

  • Format

    In-Person

  • Location

    HBS Campus

  • Fee

    To Be Confirmed

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

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Program Announcement

The information below is based on the prior program session and does not reflect potential changes to faculty and course content for future program offerings. For a list of upcoming programs, visit our program finder.

Multichannel marketing is now the default. Platforms, strategies, and customer expectations continue to evolve. To break through the noise, you need to sell the right product, on the right channels, at the right time.  
 
Managing Sales Teams and Distribution Channels helps you discover powerful strategies for analyzing route-to-market options, managing multiple channels, empowering sales teams, and adjusting to market changes. Create an action plan to optimize sales outcomes and manage a high-performing sales force.  

Key Program Features

Key Topics

  • Develop a customer-centric go-to-market strategy, and build the team and capabilities to execute it  

  • Understand effective D2C (direct-to-consumer) business models 

  • Build strong relationships with distribution partners 

  • Improve how you manage sales-force motivation and performance  

  • Harness data and technology to optimize your strategy 

  • Build channel strategies for expanding your market reach and supporting your key marketing goals 

Program Format

  • 5
    days on the HBS campus
  • 12–15
    hours of pre-program work

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

Who Should Attend

This program is designed for executives who are responsible for their organization's go-to-market strategy and/or sales-force activities, including:

  • Sales and channel leaders from midsize and large corporations 

  • Vice presidents of sales, marketing, or distribution 

  • Regional sales managers 

  • Channel managers 

  • Key accounts managers 

  • Human resources managers

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.
7%
Africa
17%
Asia Pacific
17%
Europe
13%
Latin America
9%
Middle East
37%
North America

Top Industries Represented

  • 21%

    High Technology

  • 15%

    Financial

  • 12%

    Manufacturing

  • 11%

    Consumer Products

  • 5%

    Health Care

  • 5%

    Real Estate / Construction

  • 5%

    Utilities/Telecommunications

  • 4%

    Professional Services

  • 3%

    Communications

  • 2%

    Chem/Pharma/Bio

Experience

Years Worked

  • 13%

    Less than 10 years

  • 21%

    10-14 years

  • 25%

    15-19 years

  • 23%

    20-24 years

  • 12%

    25-29 years

  • 4%

    30-34 years

  • 2%

    35-39 years

Companies That Have Participated

  • Adobe
  • Dassault
  • Filorga Cosmetics
  • Frutiva
  • GlaxoSmithKline
  • Google
  • Laticrete International
  • Mastercard Incorporated
  • Merck
  • Medtronic
  • Microsoft
  • Philips

Teaching Team

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

Faculty

The HBS Experience

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

Admissions

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.