New Program

Sales leaders are experiencing a period of tremendous change. Technology and the internet are opening up new distribution channels. Data insights are reshaping sales tactics. Customer demands are rapidly evolving. And multichannel networks are becoming the norm instead of the exception.

In this environment, sales leaders face the challenge of designing a go-to-market strategy that sells the right products at the right time through the right combination of channels—and, at the same time, addresses tensions between different channels with different requirements.

This program equips executives with the tools and frameworks to meet these demands. With an emphasis on practical application and tactical execution, it guides leaders through the process of designing a channel network and managing a sales force that optimizes sales outcomes. As a participant, you will gain new strategies and skills for analyzing different route-to-market options, managing multiple channels, strengthening sales teams, leveraging data and technology, and adapting to changing market dynamics. You'll return to work ready to implement an action plan that sets your sales teams up for success.

What You Can Expect

In this hands-on program, you will analyze different routes to market and design a channel network that leads to better sales performance. Guided by faculty experts, you will apply frameworks that help determine how to design and lead a go-to-market system, manage a multichannel network; recruit and supervise a sales force; develop compensation plans for sales teams and distributors.

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In this hands-on program, you will analyze different routes to market and design a channel network that leads to better sales performance. Guided by faculty experts, you will apply frameworks that help determine how to design and lead a go-to-market system, manage a multichannel network; recruit and supervise a sales force; develop compensation plans for sales teams and distributors.

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Your Course of Study

Through case studies, small-group discussions, and hands-on exercises, this program will help you explore key issues in distribution channel design, sales force management, multichannel management, and emerging channels. You will participate in simulations and workbook exercises that focus on mapping customer flows, reviewing channel options, designing a better channel of distribution, and converting observations into action plans. 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 organization.

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Through case studies, small-group discussions, and hands-on exercises, this program will help you explore key issues in distribution channel design, sales force management, multichannel management, and emerging channels. You will participate in simulations and workbook exercises that focus on mapping customer flows, reviewing channel options, designing a better channel of distribution, and converting observations into action plans. 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 organization.

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Who is Right For the Program

This program is designed for individuals who are directly or indirectly responsible for their organization's go-to-market strategy or sales force activities. It's ideal for middle-management leaders who come from midsize and large corporations. Individuals are welcome; however, teams are encouraged. A group that includes individuals from different channels and functions (e.g., distributor account manager, sales manager, marketing manager, HR representative) would especially benefit from the program.

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This program is designed for individuals who are directly or indirectly responsible for their organization's go-to-market strategy or sales force activities. It's ideal for middle-management leaders who come from midsize and large corporations. Individuals are welcome; however, teams are encouraged. A group that includes individuals from different channels and functions (e.g., distributor account manager, sales manager, marketing manager, HR representative) would especially benefit from the program.

Read More

Every Harvard Business School (HBS) Executive Education program is developed and taught by HBS faculty who are widely recognized as skilled educators, groundbreaking researchers, and award-winning authors. Through publishing, consulting, and teaching, HBS faculty leverage their business expertise and field-based research to develop enduring concepts that shape the practice of management. The result is an Executive Education teaching team whose groundbreaking insights challenge participants' thinking and enable them to become superior business leaders.

Faculty Cochair
MBA Class of 1962 Associate Professor of Business Administration. Member of the Marketing Unit. Faculty cochair of "Managing Sales Teams and Distribution Channels." Read Full Bio
Faculty Cochair
Malcolm P. McNair Professor of Marketing. Co-chairman of the HBS Social Enterprise Initiative; faculty cochair of the "Managing Sales Teams and Distribution Channels." Read Full Bio

View Entire Teaching Team

Every Harvard Business School (HBS) Executive Education program is developed and taught by HBS faculty who are widely recognized as skilled educators, groundbreaking researchers, and award-winning authors. Through publishing, consulting, and teaching, HBS faculty leverage their business expertise and field-based research to develop enduring concepts that shape the practice of management. The result is an Executive Education teaching team whose groundbreaking insights challenge participants' thinking and enable them to become superior business leaders.

Doug J. Chung

Faculty Cochair
MBA Class of 1962 Associate Professor of Business Administration. Member of the Marketing Unit. Faculty cochair of "Managing Sales Teams and Distribution Channels."

V. Kasturi Rangan

Faculty Cochair
Malcolm P. McNair Professor of Marketing. Co-chairman of the HBS Social Enterprise Initiative; faculty cochair of the "Managing Sales Teams and Distribution Channels."

View Entire Teaching Team

Admissions

The Admissions Committee meets monthly, and admits qualified candidates on a rolling, space available basis. Early application is strongly encouraged. Although there are no formal educational requirements, proficiency in written and spoken English is essential. Because Executive Education programs enhance the leadership capacity of the participants as well as their organizations, HBS expects the full commitment of both.

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The Admissions Committee meets monthly, and admits qualified candidates on a rolling, space available basis. Early application is strongly encouraged. Although there are no formal educational requirements, proficiency in written and spoken English is essential. Because Executive Education programs enhance the leadership capacity of the participants as well as their organizations, HBS expects the full commitment of both.

Read More

Programs, dates, fees, 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.

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