UNC Kenan-Flagler Business School

Leading Strategic Sales Teams

Dates: June 11–13, 2018
Location: Chapel Hill, North Carolina
Cost: $4,500.00


Maximizing sales performance is one of the most critical challenges of any organization. An effective salesforce is the engine that drives the growth and profitability of any company, and every successful sales team needs capable management to help it reach its full potential. Leading Strategic Sales Teams provides the knowledge, skills and experience that sales managers need to be effective, with tools and frameworks to better manage sales teams. The course includes content on:

  • Modern sales managers as Architect, Translator, Doer
  • The role of the market, product, and position in growth strategy
  • Changing customer profiles
  • Sales strategy from execution to programs
  • Negotiation skills
  • Sales metrics through lead / lag indicators
  • Portfolio, account, and pipeline management

High-potential and mid-level managers or directors who:

  • Lead a sales team
  • Have a minimum of five years of experience
  • Are concerned with the translation of their marketing strategy through a salesforce
  • Have a direct responsibility for the organization's selling efforts

As a result of Leading Strategic Sales Teams, you will:

  • Design an effective salesforce management strategy
  • Organize your salesforce to get superior results while keeping head count down
  • Use the proper measures to manage, evaluate, and motivate your salesforce
  • Maximize your sales training dollars through the content, frequency, and length of sales training opportunities

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