Managing Sales Teams and Distribution Channels—Virtual
New Program
Managing Sales Teams and Distribution Channels—Virtual
Upcoming Session
(1 of 1)
Dates: 10–19 AUG 2020
Format: Virtual
Fee: $5,000
The program fee covers tuition, e-books, and online case materials.
Live online classes and discussion groups Monday, Wednesday, and Friday 3-5 hours per day. Start and end times vary by day. Download brochure for detailed schedule.
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.
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.
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.
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.
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
We Celebrate New Ways of Thinking. Are You Ready?
Thrive in a learning environment that welcomes diverse ideas and perspectives.
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.
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.
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.
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.
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.
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
MBA Class of 1962 Associate Professor of Business Administration
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
MBA Class of 1962 Associate Professor of Business Administration
Program content, dates, fees, 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.
