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Managing Sales Teams and Distribution Channels

Managing Sales Teams and Distribution Channels
V. Kasturi Rangan, Harvard Business School Executive Education Faculty
The Path to High-Performance Sales
Navigate the process of designing a better multichannel network.
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Email: executive_education@hbs.edu
V. Kasturi Rangan, Harvard Business School Executive Education Faculty
The Path to High-Performance Sales
Navigate the process of designing a better multichannel network.
Learn More
Need Help? Contact Us:
Program Advising team
Email: executive_education@hbs.edu

Summary

As digital technology continues to open up new distribution channels, customer demands and sales strategies are rapidly evolving. With multichannel networks becoming the norm, leaders must design a go-to-market strategy that sells the right products at the right time through the right combination of channels. In this hands-on program, you will improve your ability to optimize sales outcomes by developing and managing a high-performance multichannel network and sales force.

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Summary

As digital technology continues to open up new distribution channels, customer demands and sales strategies are rapidly evolving. With multichannel networks becoming the norm, leaders must design a go-to-market strategy that sells the right products at the right time through the right combination of channels. In this hands-on program, you will improve your ability to optimize sales outcomes by developing and managing a high-performance multichannel network and sales force.

Key Benefits
Sales leaders must understand when to sell directly to a customer, to a retailer, to a customer through a distributor, or to a wholesaler that supplies a retailer. This sales team management program explores effective strategies for analyzing different route-to-market options, whether B2B, B2C, or D2C. You will also learn to manage multiple channels, strengthen sales teams, and adapt to changing market dynamics. You will return to your company ready to implement an action plan that sets up your distribution channels—and your sales teams—to drive revenue and long-term success.

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Design and lead a go-to-market system that meets your goalsDesign and lead a go-to-market system that meets your goals
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  • Develop a customer-centric go-to-market strategy
  • Analyze and select from different route-to-market options
  • Understand the business model of the new D2C startups
  • Design and manage a multichannel network
Build the capabilities needed to execute your go-to-market strategyBuild the capabilities needed to execute your go-to-market strategy
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  • Improve sales team 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
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  • Extend your network by living 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

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Key Benefits Dropdown down

Sales leaders must understand when to sell directly to a customer, to a retailer, to a customer through a distributor, or to a wholesaler that supplies a retailer. This sales team management program explores effective strategies for analyzing different route-to-market options, whether B2B, B2C, or D2C. You will also learn to manage multiple channels, strengthen sales teams, and adapt to changing market dynamics. You will return to your company ready to implement an action plan that sets up your distribution channels—and your sales teams—to drive revenue 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 business model of the new D2C startups
  • Design and manage a multichannel network

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

  • Improve sales team 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 living 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 4 PLDA Points on completion of this program.

Dive Deeper into the Experience
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We Celebrate New Ways of Thinking. Are You Ready?We Celebrate New Ways of Thinking. Are You Ready?
Thrive in a learning environment that welcomes diverse ideas and perspectives.
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Discover more about business. And yourself.Discover more about business. And yourself.
Global perspectives > Leadership growth > Organizational impact.
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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 4 PLDA Points on completion of this program.

Dive Deeper into the Experience
Play video
Play video
We Celebrate New Ways of Thinking. Are You Ready?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
Play video
Play video
Discover more about business. And yourself.Discover more about business. And yourself.
Global perspectives > Leadership growth > Organizational impact.
Watch the VideoWatch the Video
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Learning and Living at HBS

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.

Review Our Campus Health & Safety Protocols

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Learning and Living at HBS

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.

Review Our Campus Health & Safety Protocols

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.
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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, books, case materials, accommodations, and most meals. You will be invoiced upon admission to the program. Invoices are due within 30 days of receipt, or upon receipt if the program start date is less than 30 days from the invoice date. If you need to cancel or defer your participation, you must submit your request in writing more than 30 days before the start of the program to receive a full refund. Cancellation or deferral requests received 14 to 30 days prior to the start of the program are subject to a fee of one-half of the program fee. Requests received within 14 days are subject to full payment.

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, books, case materials, accommodations, and most meals. You will be invoiced upon admission to the program. Invoices are due within 30 days of receipt, or upon receipt if the program start date is less than 30 days from the invoice date. If you need to cancel or defer your participation, you must submit your request in writing more than 30 days before the start of the program to receive a full refund. Cancellation or deferral requests received 14 to 30 days prior to the start of the program are subject to a fee of one-half of the program fee. Requests received within 14 days are subject to full payment.
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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.
V. Kasturi Rangan, Harvard Business School Executive Education Faculty
The Path to High-Performance Sales
Navigate the process of designing a better multichannel network.
Learn More
Apply
Download Brochure
Program Finder
Need Help? Contact Us:
Program Advising team
Email: executive_education@hbs.edu
V. Kasturi Rangan, Harvard Business School Executive Education Faculty
The Path to High-Performance Sales
Navigate the process of designing a better multichannel network.
Learn More
Need Help? Contact Us:
Program Advising team
Email: executive_education@hbs.edu
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