Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions

HBS Home

  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Campaign
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Executive Education
  • Apply / Log-in
  • Program Finder
  • Subscribe
  • FAQs
Executive Education
Programs for IndividualsPrograms for OrganizationsHBS ExperienceFacultyAdmissionsParticipant Stories
  • Programs for Individuals
    Dropdown
    • Comprehensive Leadership Programs
    • Topic-Focused Programs
    • Regional Programs
    • Virtual Programs
    • Certificate of Management Excellence
    • Corporate Director Certificate
  • Programs for Organizations
  • HBS Experience
    Dropdown
    • The Value
    • The Learning Experience
    • The Virtual Experience
    • Alumni Network
    • Admitted? Plan Your Stay
    • Insights
  • Faculty
  • Admissions
    Dropdown
    • Admissions Requirements
    • Admissions Process
    • International Applicants
    • Payment, Cancellation, and Deferral
    • Already Admitted
  • Participant Stories
Executive Education
    ... Right arrow Harvard Business School Right arrow Executive Education Right arrow Programs for Individuals Right arrow Topic-Focused Programs Right arrow Managing Sales Teams and Distribution Channels—Virtual Right arrow OverviewCurriculumTeaching Team
    ... Right arrow Harvard Business School Right arrow Executive Education Right arrow Programs for Individuals Right arrow Topic-Focused Programs Right arrow Managing Sales Teams and Distribution Channels—Virtual Right arrow OverviewCurriculumTeaching Team

    Managing Sales Teams and Distribution Channels—Virtual

    Managing Sales Teams and Distribution Channels—Virtual
    • Upcoming Session
    • Carousel left arrow (1 of 1) Carousel right arrow
    • Dates: 19–28 JUL 2021
    • Format: Virtual
    • Fee: $7,500
    • The program fee covers tuition, e-books, and online case materials.

      This program includes live online classes, self-paced work, discussion groups, and virtual networking. Download brochure for detailed schedule.
      Apply
      Download Brochure
      Apply
      Download Brochure
      Admissions Criteria and Process
    View In-Person Program Offering
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    View In-Person Program Offering
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    View In-Person Program Offering
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    View In-Person Program Offering
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    View In-Person Program Offering
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    View In-Person Program Offering
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    Print
    • Overview
    • Curriculum
    • Teaching Team
    • Participant Stories
    • Curriculum Dropdown down
      • Overview
      • Curriculum
      • Teaching Team
      • Participant Stories

    Summary

    As digital technology opens up new distribution channels, customer demands and sales strategies are rapidly evolving. With the recent COVID-19 pandemic, some companies might face supply chain disruptions as well. High performance firms must design a go-to-market strategy that sells the right products at the right time through the right combination of channels. In this live online program, you will improve your ability to optimize route-to-market strategies and sales outcomes by developing and managing a high-performance channel network and sales force.

    You may also be interested in the related in-person program: Managing Sales Teams and Distribution Channels.

    Dropdown down Dropdown up

    Summary

    As digital technology opens up new distribution channels, customer demands and sales strategies are rapidly evolving. With the recent COVID-19 pandemic, some companies might face supply chain disruptions as well. High performance firms must design a go-to-market strategy that sells the right products at the right time through the right combination of channels. In this live online program, you will improve your ability to optimize route-to-market strategies and sales outcomes by developing and managing a high-performance channel network and sales force.

    You may also be interested in the related in-person program: Managing Sales Teams and Distribution Channels.

    Key Benefits
    Sales leaders must understand when to sell directly to a customer, to a customer through a distributor (e.g., retailers and wholesalers), or both. This virtual program explores effective strategies for analyzing different route-to-market options, whether B2B or B2C. You will be exposed to frameworks on channel design, channel management, sales strategy, and sales force management. You will return to your company ready to implement an action plan that sets up your distribution channels—and your sales teams—to drive profit, growth, and long-term success.

    DetailsExpand AllCollapse All

    Design and lead a go-to-market system that meets your goalsDesign and lead a go-to-market system that meets your goals
    Dropdown down
    • Develop a customer-centric go-to-market strategy
    • Analyze and select from different route-to-market options
    • Understand the go-to-market strategy for a virtual business model
    Build the capabilities needed to execute your go-to-market strategyBuild the capabilities needed to execute your go-to-market strategy
    Dropdown down
    • Improve sales strategy and management by effectively recruiting, compensating, and motivating your sales force
    • Build strong relationships with distribution partners
    • Harness data and technology to optimize your strategy
    • Manage tensions between channels
    Expand your personal and professional networkExpand your personal and professional network
    Dropdown down
    • Extend your network by connecting 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

    Key Benefits Dropdown up

    Key Benefits Dropdown down

    Sales leaders must understand when to sell directly to a customer, to a customer through a distributor (e.g., retailers and wholesalers), or both. This virtual program explores effective strategies for analyzing different route-to-market options, whether B2B or B2C. You will be exposed to frameworks on channel design, channel management, sales strategy, and sales force management. You will return to your company ready to implement an action plan that sets up your distribution channels—and your sales teams—to drive profit, growth, and long-term success.
    Details

    Design and lead a go-to-market system that meets your goals

    • Develop a customer-centric go-to-market strategy
    • Analyze and select from different route-to-market options
    • Understand the go-to-market strategy for a virtual business model

    Build the capabilities needed to execute your go-to-market strategy

    • Improve sales strategy and management by effectively recruiting, compensating, and motivating your sales force
    • Build strong relationships with distribution partners
    • Harness data and technology to optimize your strategy
    • Manage tensions between channels

    Expand your personal and professional network

    • Extend your network by connecting 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

    • Executives directly or indirectly responsible for their organization's go-to-market strategy and/or sales force activities
    • Particularly appropriate for: Sales and channel leaders from midsize and large corporations, such as vice presidents of sales, marketing, or distribution; regional sales managers; channel managers; key accounts managers; and human resources managers

    Attendance by multiple company representatives will foster teamwork and amplify the program's impact.

    Program for Leadership Development participants earn 2 PLDA Points on completion of this program.

    Dive Deeper into the Experience
    Image/@Alt Play video
    Image/@Alt Play video
    We Celebrate New Ways of Thinking. Are You Ready?
    Thrive in a learning environment that welcomes diverse ideas and perspectives.
    Watch the VideoWatch the Video
    Image/@Alt Play video
    Image/@Alt Play video
    Discover more about business. And yourself.
    Global perspectives > Leadership growth > Organizational impact.
    Watch the VideoWatch the Video
    head and shoulder images of people in polygon shapes connected to a laptop with the HBS shield in the center
    Virtual Programs for Agile Organizations
    Help your organization understand why there is no better time to prioritize learning & development.
    Learn More
    Dropdown down Dropdown up

    Who Should Attend

    • Executives directly or indirectly responsible for their organization's go-to-market strategy and/or sales force activities
    • Particularly appropriate for: Sales and channel leaders from midsize and large corporations, such as vice presidents of sales, marketing, or distribution; regional sales managers; channel managers; key accounts managers; and human resources managers

    Attendance by multiple company representatives will foster teamwork and amplify the program's impact.

    Program for Leadership Development participants earn 2 PLDA Points on completion of this program.

    Dive Deeper into the Experience
    Image/@Alt Play video
    Image/@Alt Play video
    We Celebrate New Ways of Thinking. Are You Ready?
    Thrive in a learning environment that welcomes diverse ideas and perspectives.
    Watch the VideoWatch the Video
    Image/@Alt Play video
    Image/@Alt Play video
    Discover more about business. And yourself.
    Global perspectives > Leadership growth > Organizational impact.
    Watch the VideoWatch the Video
    head and shoulder images of people in polygon shapes connected to a laptop with the HBS shield in the center
    Virtual Programs for Agile Organizations
    Help your organization understand why there is no better time to prioritize learning & development.
    Learn More

    Leaders in Virtual Learning

    When you participate in a virtual HBS Executive Education program, you benefit from a powerful learning experience carefully designed with a virtual setting in mind. Through live, synchronous program sessions you'll engage directly with our renowned faculty to learn from their latest research, gain actionable takeaways, and facilitate your growth. In addition, virtual discussion groups will connect you to a global group of peers and build your network.

    Dive Deeper into the Experience
    Image/@Alt Play video
    Image/@Alt Play video
    We Celebrate New Ways of Thinking. Are You Ready?
    Thrive in a learning environment that welcomes diverse ideas and perspectives.
    Watch the VideoWatch the Video
    Image/@Alt Play video
    Image/@Alt Play video
    Discover more about business. And yourself.
    Global perspectives > Leadership growth > Organizational impact.
    Watch the VideoWatch the Video
    head and shoulder images of people in polygon shapes connected to a laptop with the HBS shield in the center
    Virtual Programs for Agile Organizations
    Help your organization understand why there is no better time to prioritize learning & development.
    Learn More
    Dropdown down Dropdown up

    Leaders in Virtual Learning

    When you participate in a virtual HBS Executive Education program, you benefit from a powerful learning experience carefully designed with a virtual setting in mind. Through live, synchronous program sessions you'll engage directly with our renowned faculty to learn from their latest research, gain actionable takeaways, and facilitate your growth. In addition, virtual discussion groups will connect you to a global group of peers and build your network.

    Dive Deeper into the Experience
    Image/@Alt Play video
    Image/@Alt Play video
    We Celebrate New Ways of Thinking. Are You Ready?
    Thrive in a learning environment that welcomes diverse ideas and perspectives.
    Watch the VideoWatch the Video
    Image/@Alt Play video
    Image/@Alt Play video
    Discover more about business. And yourself.
    Global perspectives > Leadership growth > Organizational impact.
    Watch the VideoWatch the Video
    head and shoulder images of people in polygon shapes connected to a laptop with the HBS shield in the center
    Virtual Programs for Agile Organizations
    Help your organization understand why there is no better time to prioritize learning & development.
    Learn More

    Admissions Criteria and Process

    We admit candidates to specific sessions on a rolling, space-available basis, and encourage you to apply as early as possible. Although most programs have no formal educational requirements, admission is a selective process based on your professional achievement and organizational responsibilities.
    Read More
    Dropdown down

    Answering Your Questions

    Our Program Advising team can help you at any stage of the admissions process—starting with identifying the program that best addresses your learning and development goals. Contact a program advisor via email or call 1.800.427.5577 (outside the U.S., call +1.617.495.6555).

    Application Submission

    We recommend that you apply at least four weeks before the program start date. You may use our online form or download an application. HBS maintains all application information in strict confidentiality. We acknowledge receipt of applications via email. In the unlikely event that you do not receive an acknowledgment, please email us at exed_admissions@hbs.edu or call us at +1.617.495.6226.

    Application Review

    To optimize the learning experience and maximize the exchange of ideas, our Admissions Committee makes selections that balance each participant's experience, scope of current responsibilities, and type of organization. HBS seeks candidates who reflect a broad range of industries, functions, countries, and backgrounds. We review applications monthly and will contact you via email with the Admissions Committee's decision.

    Fee, Payment, and Cancellations

    The program fee covers tuition, e-books, and online case materials. No payment is necessary until you have been accepted. Payment is required prior to the program start date. If you need to cancel participation, you must submit your request in writing more than 14 days before the program start date to receive a full refund. Cancellations received 7 to 14 days before the program start date are subject to a payment of 50 percent of the program fee. Requests received within 7 days of the program start date are subject to full payment of the program fee.

    Admissions Criteria and Process Dropdown down

    Admissions Criteria and Process Dropdown down

    We admit candidates to specific sessions on a rolling, space-available basis, and encourage you to apply as early as possible. Although most programs have no formal educational requirements, admission is a selective process based on your professional achievement and organizational responsibilities.

    Answering Your Questions

    Our Program Advising team can help you at any stage of the admissions process—starting with identifying the program that best addresses your learning and development goals. Contact a program advisor via email or call 1.800.427.5577 (outside the U.S., call +1.617.495.6555).

    Application Submission

    We recommend that you apply at least four weeks before the program start date. You may use our online form or download an application. HBS maintains all application information in strict confidentiality. We acknowledge receipt of applications via email. In the unlikely event that you do not receive an acknowledgment, please email us at exed_admissions@hbs.edu or call us at +1.617.495.6226.

    Application Review

    To optimize the learning experience and maximize the exchange of ideas, our Admissions Committee makes selections that balance each participant's experience, scope of current responsibilities, and type of organization. HBS seeks candidates who reflect a broad range of industries, functions, countries, and backgrounds. We review applications monthly and will contact you via email with the Admissions Committee's decision.

    Fee, Payment, and Cancellations

    The program fee covers tuition, e-books, and online case materials. No payment is necessary until you have been accepted. Payment is required prior to the program start date. If you need to cancel participation, you must submit your request in writing more than 14 days before the program start date to receive a full refund. Cancellations received 7 to 14 days before the program start date are subject to a payment of 50 percent of the program fee. Requests received within 7 days of the program start date are subject to full payment of the program fee.

    What You Will Learn

    Through a rich learning experience that includes live online faculty presentations, case studies, small group discussions, simulations, and other exercises, you will explore key issues in distribution channel strategy and its design, sales strategy, and sales force management. You will practice mapping customer flows, reviewing channel options, and converting data insights into practical plans of action.

    Dropdown down Dropdown up

    What You Will Learn

    Through a rich learning experience that includes live online faculty presentations, case studies, small group discussions, simulations, and other exercises, you will explore key issues in distribution channel strategy and its design, sales strategy, and sales force management. You will practice mapping customer flows, reviewing channel options, and converting data insights into practical plans of action.

    Program Format

    The program takes place over two weeks, with 3-5 hours of live online classes on Monday, Wednesday, and Friday, as well as 60 minutes of small group discussions and networking per day. All classes will take place on the Zoom platform. You will also have ample opportunity for interaction with faculty and peers inside and outside the class sessions.

    Collaborative learning is an integral part of the experience. To maximize the benefit for everyone, you are expected to attend every session, complete all assignments, and contribute effectively in the class and in small groups. We advise setting aside a total of 2-3 hours per week for program work in addition to the synchronous class sessions.

    Dropdown down Dropdown up

    Program Format

    The program takes place over two weeks, with 3-5 hours of live online classes on Monday, Wednesday, and Friday, as well as 60 minutes of small group discussions and networking per day. All classes will take place on the Zoom platform. You will also have ample opportunity for interaction with faculty and peers inside and outside the class sessions.

    Collaborative learning is an integral part of the experience. To maximize the benefit for everyone, you are expected to attend every session, complete all assignments, and contribute effectively in the class and in small groups. We advise setting aside a total of 2-3 hours per week for program work in addition to the synchronous class sessions.

    Key TopicsExpand AllCollapse All

    Serving customers and creating valueServing customers and creating value
    Dropdown down
    • Understand your customers' diverse needs and wants
    • Decide which segments you are best positioned to serve
    • Build channel strategies for expanding your market reach and supporting your key marketing goals
    Designing and implementing a winning go-to-market strategyDesigning and implementing a winning go-to-market strategy
    Dropdown down
    • Shape your go-to-market strategy through "channel stewardship"
    • Develop an overarching strategy that guides the activities of the entire channel
    • Align your channel value chain to coordinate your partners' efforts and manage conflicts
    • Optimize your route-to-market so that it best serves your customers and company
    • Determine marketing and distribution strategies for new products
    • Address channel conflicts and management issues in mature product categories
    Improving sales strategy and sales-force managementImproving sales strategy and sales-force management
    Dropdown down
    • Learn how to recruit, structure, and compensate your sales force for the best outcomes
    • Diagnose and solve underperformance issues
    • Develop a system for evaluating employees
    • Understand how different compensation systems impact employees' motivation, productivity, behavior, and performance
    • Consider different strategies for pricing products and motivating sales teams

    Key Topics Dropdown up

    Key Topics Dropdown down

    Serving customers and creating value

    • Understand your customers' diverse needs and wants
    • Decide which segments you are best positioned to serve
    • Build channel strategies for expanding your market reach and supporting your key marketing goals

    Designing and implementing a winning go-to-market strategy

    • Shape your go-to-market strategy through "channel stewardship"
    • Develop an overarching strategy that guides the activities of the entire channel
    • Align your channel value chain to coordinate your partners' efforts and manage conflicts
    • Optimize your route-to-market so that it best serves your customers and company
    • Determine marketing and distribution strategies for new products
    • Address channel conflicts and management issues in mature product categories

    Improving sales strategy and sales-force management

    • Learn how to recruit, structure, and compensate your sales force for the best outcomes
    • Diagnose and solve underperformance issues
    • Develop a system for evaluating employees
    • Understand how different compensation systems impact employees' motivation, productivity, behavior, and performance
    • Consider different strategies for pricing products and motivating sales teams

    Special Program FeaturesExpand AllCollapse All

    Industry group discussion and plenary report-outsIndustry group discussion and plenary report-outs
    Dropdown down
    • Participants will be placed in industry-specific groups to discuss their business challenges
    • Faculty will facilitate two sessions focusing on participants' business challenges and the current state of the world

    Special Program Features Dropdown up

    Special Program Features Dropdown down

    Industry group discussion and plenary report-outs

    • Participants will be placed in industry-specific groups to discuss their business challenges
    • Faculty will facilitate two sessions focusing on participants' business challenges and the current state of the world

    The HBS Advantage

    Our Executive Education programs are developed and taught by HBS faculty who are widely recognized as 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 Cochairs
    Doug J. Chung
    Doug J. Chung
    Doug J. Chung

    Doug J. Chung

    MBA Class of 1962 Associate Professor of Business Administration

    HBS Unit:
    Marketing

    Read Full Bio

    V. Kasturi Rangan
    V. Kasturi Rangan
    V. Kasturi Rangan

    V. Kasturi Rangan

    Malcolm P. McNair Professor of Marketing

    HBS Unit:
    Marketing

    Read Full Bio

    Faculty
    Ayelet Israeli
    Ayelet Israeli
    Ayelet Israeli

    Ayelet Israeli

    Associate Professor of Business Administration

    HBS Unit:
    Marketing

    Read Full Bio

    Dropdown down Dropdown up

    The HBS Advantage

    Our Executive Education programs are developed and taught by HBS faculty who are widely recognized as 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 Cochairs
    Doug J. Chung
    Doug J. Chung
    Doug J. Chung

    Doug J. Chung

    MBA Class of 1962 Associate Professor of Business Administration

    HBS Unit:
    Marketing

    Read Full Bio

    V. Kasturi Rangan
    V. Kasturi Rangan
    V. Kasturi Rangan

    V. Kasturi Rangan

    Malcolm P. McNair Professor of Marketing

    HBS Unit:
    Marketing

    Read Full Bio

    Faculty
    Ayelet Israeli
    Ayelet Israeli
    Ayelet Israeli

    Ayelet Israeli

    Associate Professor of Business Administration

    HBS Unit:
    Marketing

    Read Full Bio

    ApplyDownload Brochure
    ApplyDownload Brochure
    ApplyDownload Brochure
    More Admissions Information
    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.
    View In-Person Program Offering
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    View In-Person Program Offering
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    View In-Person Program Offering
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    View In-Person Program Offering
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    View In-Person Program Offering
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    View In-Person Program Offering
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    Related Programs
    Managing Sales Teams and Distribution Channels
    Date TBD
    Format In-Person
    Location HBS Campus

    Program Details
    Strategic Marketing Management
    Date 20–25 JUN 2021
    Format In-Person
    Location HBS Campus

    Program Details
    Aligning Strategy and Sales
    Date 12–17 DEC 2021
    Format In-Person
    Location HBS Campus

    Program Details
    Explore All ProgramsView Full Program Schedule
    Explore All ProgramsView Full Program Schedule
    Explore All ProgramsApplication PDF

    View Frequently Asked Questions

    Subscribe to Our Emails

    Back to Top Arrow up

    ǁ
    Campus Map
    Executive Education
    Harvard Business School
    Soldiers Field
    Boston, MA 02163
    Phone: 1.800.427.5577
    (outside the U.S., dial +1.617.495.6555)
    Email: executive_education+hbs.edu
    →Virtual Tour
    →Map & Directions
    →More Contact Information
    • Make a Gift
    • Site Map
    • Jobs
    • Harvard University
    • Trademarks
    • Policies
    • Digital Accessibility
    Copyright © President & Fellows of Harvard College