Anna Panyukova is the managing director of Prime Management, a real estate firm in Moscow. She recently attended Harvard Business School (HBS) Executive Education's Managing Sales Teams and Distribution Channels program, fulfilling a personal goal.
From a young age, I have wanted to take a program at Harvard Business School. I considered applying for an MBA there, but when I learned about a shorter and more affordable program, I decided to give it a try. I made it the first step toward my goal to gain an understanding of what it would be like to study at HBS. I have to admit, it felt great.
I am responsible for business development at my company, and when I applied for this program, I was hoping to boost sales. I was also looking to find innovative ways to improve sales activities, especially those from other spheres of business that might never have occurred to me.
I especially liked the concept of "manager in the field." As a manager, you sometimes get absorbed in daily routines, deadlines, and numerous questions and requests from your team and customers. However, only in the field can you gather priceless data on your customers' business and your team's sales tactics. I now recognize how important it is to make time to meet with the team and customers in person. Sitting in the office won't get you far ahead of the competition. I also came to the personal conclusion that a manager should always save time for professional growth by networking and building connections with other managers, something I was able to accomplish at this program.
After the program, I looked at the work of my salespeople from a different angle, evaluating whether their motivation reflects the company goals and what, if anything, I should change. I came to conclusions that I believe will increase sales in the very near future. As for myself, I tend to spend more time in the field with my team now.
As I tell everyone who asks me about the living group at HBS, it's like staying at a five-star hotel with all-inclusive status! From the room to the staff on campus—everything was just perfect. The food was amazing, and the variety of meals surpassed my expectations. I only wish I had prepared more thoroughly and studied all the materials before arriving. So my advice is that you should spend time preparing before the program—read all the materials in advance in order to maximize your time on campus.
I consider my time at HBS as the most valuable investment in my professional growth since I graduated from university.