Managing Sales Teams and Distribution Channels
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
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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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Design and lead a go-to-market system that meets your goalsDesign 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 strategyBuild 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 networkExpand 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.
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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 ExperienceThrive in a learning environment that welcomes diverse ideas and perspectives.Global perspectives > Leadership growth > Organizational impact.
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.
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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.
Admissions Criteria and Process
