... Topic-Focused Programs Managing Sales Teams and Distribution Channels—Virtual Curriculum

... Managing Sales Teams and Distribution Channels—Virtual Curriculum

Upcoming Session
(1 of 1)

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.

Admissions Criteria and Process

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.

Summary

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 All Collapse All

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

Key Benefits

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

We Celebrate New Ways of Thinking. Are You Ready?

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

Discover more about business. And yourself.

Global perspectives > Leadership growth > Organizational impact.

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

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

We Celebrate New Ways of Thinking. Are You Ready?

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

Discover more about business. And yourself.

Global perspectives > Leadership growth > Organizational impact.

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

We Celebrate New Ways of Thinking. Are You Ready?

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

Discover more about business. And yourself.

Global perspectives > Leadership growth > Organizational impact.

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

We Celebrate New Ways of Thinking. Are You Ready?

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

Watch the Video Watch the Video

Discover more about business. And yourself.

Global perspectives > Leadership growth > Organizational impact.

Watch the Video Watch the Video

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.

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

Answering Your Questions

Application Submission

Application Review

Fee, Payment, and Cancellations

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.

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.

Program Format

Key TopicsExpand All Collapse All

Serving customers and creating value 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 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 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

Key Topics

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 All Collapse All

Industry group discussion and plenary report-outs 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

Special Program Features

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

MBA Class of 1962 Associate Professor of Business Administration

HBS Unit:

Marketing

Read Full Bio

V. Kasturi Rangan

Malcolm P. McNair Professor of Marketing

HBS Unit:

Marketing

Read Full Bio

Faculty

Ayelet Israeli

Associate Professor of Business Administration

HBS Unit:

Marketing

Read Full Bio

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

HBS Unit:

Marketing

Read Full Bio

V. Kasturi Rangan

Malcolm P. McNair Professor of Marketing

HBS Unit:

Marketing

Read Full Bio

Faculty

Ayelet Israeli

Associate Professor of Business Administration

HBS Unit:

Marketing

Read Full Bio

Apply Download Brochure

More Admissions Information

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

Explore All Programs View Full Program Schedule

Explore All Programs Application PDF

Managing Sales Teams and Distribution Channels—Virtual

Summary

Summary

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

Build the capabilities needed to execute your go-to-market strategyBuild the capabilities needed to execute your go-to-market strategy Dropdown down

Expand your personal and professional networkExpand your personal and professional network Dropdown down

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

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

Expand your personal and professional network

Who Should Attend

Who Should Attend

Leaders in Virtual Learning

Leaders in Virtual Learning

Admissions Criteria and Process

Answering Your Questions

Application Submission

Application Review

Fee, Payment, and Cancellations

Answering Your Questions

Application Submission

Application Review

Fee, Payment, and Cancellations

What You Will Learn

What You Will Learn

Program Format

Program Format

Key TopicsExpand AllCollapse All

Serving customers and creating valueServing customers and creating value Dropdown down

Designing and implementing a winning go-to-market strategyDesigning and implementing a winning go-to-market strategy Dropdown down

Improving sales strategy and sales-force managementImproving sales strategy and sales-force management Dropdown down

Serving customers and creating value

Designing and implementing a winning go-to-market strategy

Improving sales strategy and sales-force management

Special Program FeaturesExpand AllCollapse All

Industry group discussion and plenary report-outsIndustry group discussion and plenary report-outs Dropdown down

Industry group discussion and plenary report-outs

The HBS Advantage

The HBS Advantage

DetailsExpand All Collapse All

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

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

Expand your personal and professional network Expand your personal and professional network

Key TopicsExpand All Collapse All

Serving customers and creating value Serving customers and creating value

Designing and implementing a winning go-to-market strategy Designing and implementing a winning go-to-market strategy

Improving sales strategy and sales-force management Improving sales strategy and sales-force management

Special Program FeaturesExpand All Collapse All

Industry group discussion and plenary report-outs Industry group discussion and plenary report-outs