The benefit of learning together with your friend is that you keep each other accountable and have meaningful discussions about what you're learning.
Courtlyn
Promotion and Events Specialist
Build, manage, and motivate your sales force
Download Brochure
February 27, 2025
6 weeks, online
4–6 hours per week
Participants report that enrolling in a program with colleagues fosters collaborative learning and amplifies their impact.
Please provide your details to get more information about the group-enrollment pricing.
The benefit of learning together with your friend is that you keep each other accountable and have meaningful discussions about what you're learning.
Courtlyn
Promotion and Events SpecialistThe cornerstone of a profitable business is an agile, engaged, and highly motivated sales team–orchestrated by a sales team strategy that delivers results quickly and efficiently. With continuous disruptions and shifts in the current business landscape, the ability to navigate change and stay at the forefront of digital transformation is crucial for any organization to succeed.
In the Sales Team Management Strategies (Online) program from Columbia Business School Executive Education, you’ll discover the latest sales management strategies and frameworks for designing, building, and managing an empowered, high-performance sales team. The capstone project will provide you with an opportunity to apply key learnings from the program, equipping you with an action plan for your organization so you can hit the ground running immediately. Join us to advance your sales leadership career as you transform your team into a highly motivated, digital-savvy, and impactful sales machine that focuses on success and profitability.
Of sales managers across the globe agreed that their capacity to navigate change is more important than it was five years ago
Of sales executives say a leading driver of hitting new targets is improving the productivity of existing sales reps
The Sales Team Management Strategies (Online) program will enable you to:
In each module, Columbia Business School faculty will focus on some of the most relevant industry examples of how to align sales with business and marketing goals through sales team’s structure, compensation type, and a go-to-market plan.
Explore how the sales force fits into the organization’s overall marketing strategy and can expand its role in building the brand. Examine a successful sales force alignment via a case study.
Design and determine the size of the sales team. Recognize the roles of the sales team in a sales distribution system. Learn about the implementation of a key account management system.
Explore different variable and fixed compensation systems and understand their impact on sales team behavior. Discover how to select the right compensation system for your sales team.
Learn practical frameworks for implementing a highly motivated sales culture. Explore creative ideas for sales force motivation. Gain insights into the role of sales leaders in a collaborative sales culture.
Explore the role of the sales force in pricing. Gain new insights into digital transformation and its effect on the sales process. Understand the role of social media for the sales force.
Develop a sales force management strategy to support digital marketing, branding, and sales in your organization. Complete a capstone project that will serve as your customized action plan to motivate your sales force.
Explore how the sales force fits into the organization’s overall marketing strategy and can expand its role in building the brand. Examine a successful sales force alignment via a case study.
Learn practical frameworks for implementing a highly motivated sales culture. Explore creative ideas for sales force motivation. Gain insights into the role of sales leaders in a collaborative sales culture.
Design and determine the size of the sales team. Recognize the roles of the sales team in a sales distribution system. Learn about the implementation of a key account management system.
Explore the role of the sales force in pricing. Gain new insights into digital transformation and its effect on the sales process. Understand the role of social media for the sales force.
Explore different variable and fixed compensation systems and understand their impact on sales team behavior. Discover how to select the right compensation system for your sales team.
Develop a sales force management strategy to support digital marketing, branding, and sales in your organization. Complete a capstone project that will serve as your customized action plan to motivate your sales force.
World-Renowned Faculty
Learn from accomplished faculty, and industry experts whose diverse backgrounds encompass a broad range of disciplines
Capstone Project
Engage in a multifaceted experience where you apply program learnings to a real-world case
Guest Speakers
Accomplished academics and experts offer unique perspectives and the opportunity to put learning into practice
Peer Interaction
Stimulating discussions with like-minded global peers expand your professional network and build a supportive community
Case Studies
Through exploratory sessions, examine practical examples and find innovative solutions to strategic challenges
Engaging Assignments and Activities
Hone business acumen and executive skills with try-it activities that help you redefine your potential
Get inspired with real-world sales management success stories. Throughout the six-week program, your program leader will review four case studies spanning diverse industries to bring sales force management concepts to life.
Throughout this six-week program, you'll learn to motivate and accelerate the success of your sales force with a customized action plan you can start to implement immedi ately. For your capstone project, you’ll create a customized playbook of the new team-building frameworks, compensation plans, motivational strategies, analytical tools, and digital marketing techniques you learn in each module. You’ll walk away with a customized plan of new competencies for creating an empowered, engaged, motivated, and highly productive “sales machine” in your organization.
Past participants of the Sales Team Management Strategies (Online) program come from diverse backgrounds, industries, and experiences.
Average years of work experience:
Top industries:
Top functions:
Top countries:
Note: Data from across previous cohorts
Miklos Sarvary
Carson Family Professor of Business, Co-Faculty Director, Media and Technology Program, Columbia Business School
Miklos Sarvary is the Carson Family Professor of Business and the faculty lead for the Media and Technology Program at Columbia Business School. Miklos’s broad research agenda focuses on media and information marketing. His most recent papers study ad blocking, online marketplace design, and content bundling on social media.
Upon completion of the Sales Team Management Strategies (Online) program, you will receive a certificate of participation from Columbia Business School Executive Education. This certificate also awards two credits towards the Certificate in Business Excellence, which grants select alumni and tuition benefits. Learn More
Download BrochureYour digitally verified certificate will be issued in your legal name and emailed to you, at no additional cost, upon completion of the program, including all modules of the program (online, in person, or live online, inter-module). All certificate images are for illustrative purposes only and may be subject to change at the discretion of Columbia Business School Executive Education.
After reviewing the information on the program landing page, we recommend you submit the short form above to gain access to the program brochure, which includes more in-depth information. If you still have questions on whether this program is a good fit for you, please email learner.success@emeritus.org, and a dedicated program advisor will follow-up with you very shortly.
Some programs do have prerequisites, particularly the more technical ones. This information will be noted on the program landing page, as well as in the program brochure. If you are uncertain about program prerequisites and your capabilities, please email us at the ID mentioned above.
Note that, unless otherwise stated on the program web page, all programs are taught in English and proficiency in English is required.
More than 50 percent of our participants are from outside the United States. Class profiles vary from one cohort to the next, but, generally, our online certificates draw a highly diverse audience in terms of professional experience, industry, and geography — leading to a very rich peer learning and networking experience.
Check back to this program web page or email us to inquire if future program dates or the timeline for future offerings have been confirmed yet.
Each program includes an estimated learner effort per week. This is referenced at the top of the program landing page under the Duration section, as well as in the program brochure, which you can obtain by submitting the short form at the top of this web page.
We have designed this program to fit into your current working life as efficiently as possible. Time will be spent among a variety of activities including:
The program is designed to be highly interactive while also allowing time for self-reflection and to demonstrate an understanding of the core topics through various active learning exercises. Please email us if you need further clarification on program activities.
More than 300,000 learners across 200 countries have chosen to advance their skills with Emeritus and its educational learning partners. In fact, 90 percent of the respondents of a recent survey across all our programs said that their learning outcomes were met or exceeded.
All the contents of the course would be made available to students at the commencement of the course. However, to ensure the program delivers the desired learning outcomes the students may appoint Emeritus to manage the delivery of the program in a cohort-based manner the cost of which is already included in the overall course fee of the course.
A dedicated program support team is available 24/5 (Monday to Friday) to answer questions about the learning platform, technical issues, or anything else that may affect your learning experience.
Peer learning adds substantially to the overall learning experience and is an important part of the program. You can connect and communicate with other participants through our learning platform.
Each program includes an estimated learner effort per week, so you can gauge what will be required before you enroll. This is referenced at the top of the program landing page under the Duration section, as well as in the program brochure, which you can obtain by submitting the short form at the top of this web page. All programs are designed to fit into your working life.
This program is scored as a pass or no-pass; participants must complete the required activities to pass and obtain the certificate of completion. Some programs include a final project submission or other assignments to obtain passing status. This information will be noted in the program brochure. Please email us if you need further clarification on any specific program requirements.
Upon successful completion of the program, you will receive a smart digital certificate. The smart digital certificate can be shared with friends, family, schools, or potential employers. You can use it on your cover letter, resume, and/or display it on your LinkedIn profile.
The digital certificate will be sent approximately two weeks after the program, once grading is complete.
No, only verified digital certificates will be issued upon successful completion. This allows you to share your credentials on social platforms such as LinkedIn, Facebook, and Twitter.
No, there is no alumni status granted for this program. In some cases, there are credits that count toward a higher level of certification. This information will be clearly noted in the program brochure.
You will have access to the online learning platform and all the videos and program materials for 12 months following the program start date. Access to the learning platform is restricted to registered participants per the terms of agreement.
Participants will need the latest version of their preferred browser to access the learning platform. In addition, Microsoft Office and a PDF viewer are required to access documents, spreadsheets, presentations, PDF files, and transcripts.
Yes, the learning platform is accessed via the internet, and video content is not available for download. However, you can download files of video transcripts, assignment templates, readings, etc. For maximum flexibility, you can access program content from a desktop, laptop, tablet, or mobile device.
Video lectures must be streamed via the internet, and any livestream webinars and office hours will require an internet connection. However, these sessions are always recorded, so you may view them later.
Yes, you can register up until seven days past the published start date of the program without missing any of the core program material or learnings.
The program fee is noted at the top of this program web page and usually referenced in the program brochure as well.
Yes, you can do the bank remittance in the program currency via wire transfer or debit card. Please contact your program advisor, or email us for details.
Yes! Please email us with the details of the program you are interested in, and we will assist you.
Please email us your invoicing requirements and the specific program you’re interested in enrolling in.
Yes, the flexible payment option allows a participant to pay the program fee in installments. This option is made available on the payment page and should be selected before submitting the payment.
Please connect with us via email for assistance.
Emeritus collects all program payments, provides learner enrollment and program support, and manages learning platform services.
Program fees for Emeritus programs with Columbia Business School Executive Education may not be paid for with Title IV financial aid funds. Participants may be able to pay the program fee with funds from the GI Bill, the Post-9/11 Educational Assistance Act of 2008, or similar types of military education funding benefits. Participants must contact the Columbia University’s Office of Military and Veterans Affairs to determine benefit eligibility.
For the program refund and deferral policy, please click the link here.
Flexible payment options available.