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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 Right arrow OverviewCurriculumTeaching TeamParticipant Profile
    ... 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 Right arrow OverviewCurriculumTeaching TeamParticipant Profile

    Managing Sales Teams and Distribution Channels

    Managing Sales Teams and Distribution Channels
    • Upcoming Session
    • Carousel left arrow (1 of 1) Carousel right arrow
    • Dates: 24–28 JUL 2022
    • Format: In-Person
    • Location: HBS Campus
    • Fee: $11,400
    • The program fee covers tuition, books, case materials, accommodations, and most meals.
      Apply
      Download Brochure
      Apply
      Download Brochure
      Admissions Criteria and Process
    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
    Download Brochure
    Apply
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    Natasha Andrykowsky

    "The program cases helped me to find practical ways to drive change."

    Natasha Andrykowsky
    Head of International Banking, Absa Group Limited, South Africa
    Read Her Story
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    Natasha Andrykowsky

    "The program cases helped me to find practical ways to drive change."

    Natasha Andrykowsky
    Head of International Banking, Absa Group Limited, South Africa
    Read Her Story
    Download Brochure
    Apply
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    participants sitting around a small table during a study group session in the McArthur hall lounge
    Marketing & Sales Comparison Chart
    Compare programs at-a-glance to find what's right for you.
    Learn More
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    participants sitting around a small table during a study group session in the McArthur hall lounge
    Marketing & Sales Comparison Chart
    Compare programs at-a-glance to find what's right for you.
    Learn More
    Download Brochure
    Apply
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    Print
    • Overview
    • Curriculum
    • Teaching Team
    • Participant Profile
    • Participant Stories
    • Participant Profile Dropdown down
      • Overview
      • Curriculum
      • Teaching Team
      • Participant Profile
      • Participant Stories

    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.

    Dropdown down Dropdown up

    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.

    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 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
    Dropdown down
    • 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
    Dropdown down
    • 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

    Key Benefits Dropdown up

    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
    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
    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 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

    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

    Dropdown down Dropdown up

    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.
    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, 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.

    What You Will Learn

    Through a rich learning experience that includes faculty presentations, case studies, small group discussions, data projects, and other exercises, you will explore key issues in distribution channel design, sales team management, multichannel management, and emerging channels. You will practice mapping customer flows, reviewing channel options, designing better distribution channels, and converting data insights into practical plans of action.

    At the end of each day, you and your peers will divide into small groups to discuss key takeaways from the cases and how they directly apply to your respective organizations.

    Dropdown down Dropdown up

    What You Will Learn

    Through a rich learning experience that includes faculty presentations, case studies, small group discussions, data projects, and other exercises, you will explore key issues in distribution channel design, sales team management, multichannel management, and emerging channels. You will practice mapping customer flows, reviewing channel options, designing better distribution channels, and converting data insights into practical plans of action.

    At the end of each day, you and your peers will divide into small groups to discuss key takeaways from the cases and how they directly apply to your respective organizations.

    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
    • Balance customers' needs with your distribution channel's capabilities
    • 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-force managementImproving 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 and training employees
    • Understand how different compensation programs impact employees' motivation, productivity, behavior, and performance
    • Consider different strategies for pricing products and motivating sales teams
    Leveraging data and technologyLeveraging data and technology
    Dropdown down
    • Explore how new technologies such as the Internet of Things impact sales strategies
    • Use data and intelligence to determine your strategic approach
    • Employ technology to better design, monitor, and manage your sales and distribution channels
    • Grasp the elements of how "performance marketing" works

    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
    • Balance customers' needs with your distribution channel's capabilities
    • 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-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 and training employees
    • Understand how different compensation programs impact employees' motivation, productivity, behavior, and performance
    • Consider different strategies for pricing products and motivating sales teams

    Leveraging data and technology

    • Explore how new technologies such as the Internet of Things impact sales strategies
    • Use data and intelligence to determine your strategic approach
    • Employ technology to better design, monitor, and manage your sales and distribution channels
    • Grasp the elements of how "performance marketing" works

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

    V. Kasturi Rangan

    Baker Foundation Professor, Malcolm P. Mcnair Professor of Marketing, Emeritus

    HBS Unit:
    Marketing

    Read Full Bio

    Faculty
    Ayelet Israeli
    Ayelet Israeli
    Ayelet Israeli

    Ayelet Israeli

    Marvin Bower Associate Professor

    HBS Unit:
    Marketing

    Read Full Bio

    Navid Mojir
    Navid Mojir
    Navid Mojir

    Navid Mojir

    Assistant 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 Chair
    V. Kasturi Rangan
    V. Kasturi Rangan
    V. Kasturi Rangan

    V. Kasturi Rangan

    Baker Foundation Professor, Malcolm P. Mcnair Professor of Marketing, Emeritus

    HBS Unit:
    Marketing

    Read Full Bio

    Faculty
    Ayelet Israeli
    Ayelet Israeli
    Ayelet Israeli

    Ayelet Israeli

    Marvin Bower Associate Professor

    HBS Unit:
    Marketing

    Read Full Bio

    Navid Mojir
    Navid Mojir
    Navid Mojir

    Navid Mojir

    Assistant Professor of Business Administration

    HBS Unit:
    Marketing

    Read Full Bio

    Your Peers Expand Your Learning

    Global Perspective Map Desktop Global Perspective Map Tablet
    Global Perspective
    Experience the world in your classroom.
    Global Perspective
    Experience the world in your classroom.
    8%
    Africa
    13%
    Asia Pacific
    19%
    Europe
    10%
    Latin America
    6%
    Middle East
    44%
    North America
    8%Africa
    13%Asia Pacific
    19%Europe
    10%Latin America
    6%Middle East
    44%North America
    8%
    13%
    19%
    10%
    6%
    44%
    Top Industries Represented
    Insights from a range of industries ignite your thinking.
    Insights from a range of industries ignite your thinking.
    6%
    Chem / Pharma / Bio
    15%
    Consumer Products
    10%
    Financial
    6%
    Health Care
    16%
    High Technology
    17%
    Manufacturing
    3%
    Raw Materials
    7%
    Professional Services
    3%
    Real Estate / Construction
    5%
    Utilities / Telecom
    Top Industries Represented
    Insights from a range of industries ignite your thinking.
    6%
    Chem / Pharma / Bio
    15%
    Consumer Products
    10%
    Financial
    6%
    Health Care
    16%
    High Technology
    17%
    Manufacturing
    3%
    Raw Materials
    7%
    Professional Services
    3%
    Real Estate / Construction
    5%
    Utilities / Telecom
    Experience
    Experience
    Years worked
    Years worked
    Experience
    Years worked
    17% Less than 10 yearsLess than 10 years
    22% 10-14 years10-14 years
    27% 15-19 years15-19 years
    18% 20-24 years20-24 years
    9% 25-29 years25-29 years
    4% 30-34 years30-34 years
    3% 35-39 years35-39 years
    17% Less than 10 yearsLess than 10 years
    22% 10-14 years10-14 years
    27% 15-19 years15-19 years
    18% 20-24 years20-24 years
    9% 25-29 years25-29 years
    4% 30-34 years30-34 years
    3% 35-39 years35-39 years
    Participating Companies Have Included:
    Adobe
    Dassault
    Filorga Cosmetics
    Frutiva
    GlaxoSmithKline
    Google
    Laticrete International
    Mastercard Incorporated
    Merck
    Medtronic
    Microsoft
    Philips
    Dropdown down Dropdown up

    Your Peers Expand Your Learning

    Global Perspective Map Desktop Global Perspective Map Tablet
    Global Perspective
    Experience the world in your classroom.
    Global Perspective
    Experience the world in your classroom.
    8%
    Africa
    13%
    Asia Pacific
    19%
    Europe
    10%
    Latin America
    6%
    Middle East
    44%
    North America
    8%Africa
    13%Asia Pacific
    19%Europe
    10%Latin America
    6%Middle East
    44%North America
    8%
    13%
    19%
    10%
    6%
    44%
    Top Industries Represented
    Insights from a range of industries ignite your thinking.
    Insights from a range of industries ignite your thinking.
    6%
    Chem / Pharma / Bio
    15%
    Consumer Products
    10%
    Financial
    6%
    Health Care
    16%
    High Technology
    17%
    Manufacturing
    3%
    Raw Materials
    7%
    Professional Services
    3%
    Real Estate / Construction
    5%
    Utilities / Telecom
    Top Industries Represented
    Insights from a range of industries ignite your thinking.
    6%
    Chem / Pharma / Bio
    15%
    Consumer Products
    10%
    Financial
    6%
    Health Care
    16%
    High Technology
    17%
    Manufacturing
    3%
    Raw Materials
    7%
    Professional Services
    3%
    Real Estate / Construction
    5%
    Utilities / Telecom
    Experience
    Experience
    Years worked
    Years worked
    Experience
    Years worked
    17% Less than 10 yearsLess than 10 years
    22% 10-14 years10-14 years
    27% 15-19 years15-19 years
    18% 20-24 years20-24 years
    9% 25-29 years25-29 years
    4% 30-34 years30-34 years
    3% 35-39 years35-39 years
    17% Less than 10 yearsLess than 10 years
    22% 10-14 years10-14 years
    27% 15-19 years15-19 years
    18% 20-24 years20-24 years
    9% 25-29 years25-29 years
    4% 30-34 years30-34 years
    3% 35-39 years35-39 years
    Participating Companies Have Included:
    Adobe
    Dassault
    Filorga Cosmetics
    Frutiva
    GlaxoSmithKline
    Google
    Laticrete International
    Mastercard Incorporated
    Merck
    Medtronic
    Microsoft
    Philips
    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.
    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
    Download Brochure
    Apply
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    Natasha Andrykowsky

    "The program cases helped me to find practical ways to drive change."

    Natasha Andrykowsky
    Head of International Banking, Absa Group Limited, South Africa
    Read Her Story
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    Natasha Andrykowsky

    "The program cases helped me to find practical ways to drive change."

    Natasha Andrykowsky
    Head of International Banking, Absa Group Limited, South Africa
    Read Her Story
    Download Brochure
    Apply
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    participants sitting around a small table during a study group session in the McArthur hall lounge
    Marketing & Sales Comparison Chart
    Compare programs at-a-glance to find what's right for you.
    Learn More
    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    participants sitting around a small table during a study group session in the McArthur hall lounge
    Marketing & Sales Comparison Chart
    Compare programs at-a-glance to find what's right for you.
    Learn More
    Download Brochure
    Apply
    Program Finder
    Need Help? Contact Us:
    Program Advising team
    Email: executive_education@hbs.edu
    Apply
    Download Brochure
    Program Finder
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    Program Advising team
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    Apply
    Download Brochure
    Program Finder
    Need Help? Contact Us:
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