Sales Team Management Strategies (Online)

Build, manage, and motivate your sales force

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Course Dates

STARTS ON

November 15, 2022

Course Duration

DURATION

6 weeks, online
4–6 hours per week

Course Fee

Overview

The cornerstone of profitable businesses are founded upon agile, engaged and highly motivated sales teams that are able to deliver results, quickly and efficiently. With continuous disruptions 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 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.

76%

percent of sales managers across the globe agreed that their capacity to navigate change is more important than it was five years ago

(Source: LinkedIn)

79%

percent of sales executives say a leading driver of hitting new targets is improving the productivity of existing sales reps

(Source: Salesforce)

Key Takeaways

After participating in this program, you will be able to:

  • Align your sales force with business and marketing goals as well as the role team members can play in brand building
  • Apply proven frameworks to build and manage a highly competent, motivated, and productive sales force
  • Use internal and external motivation factors to set sales team goals and targets and to counteract team burnout and turnover
  • Empower your sales force to incorporate social media and digital marketing techniques into sales strategies
  • Evaluate different fixed and variable compensation methods to determine which is most effective for your sales team

Who Should Attend?

  • VPs of sales, senior sales managers, and other sales leaders seeking new frameworks for building and managing a high-performing sales team in a positive work culture to improve productivity and business impact
  • VPs of marketing and sales, heads of product marketing, and other marketing leaders seeking to improve the alignment of marketing and sales to convert more leads to customers, retain repeat business, and grow the business
  • Entrepreneurs and founders/co-founders of organizations seeking to establish a high-performance sales team to support rapid growth and profitability in global markets
  • Sales consultants, business development consultants, and technical sales consultants seeking to amplify their expertise in sales force management frameworks, expand their network with sales leaders, and gain a better understanding of sales leaders’ pain points and how to solve them

Program Modules

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.

Module 1:

Introduction: Aligning the Sales Force with the Brand

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.

Module 2:

Sales Force as a Go-To-Market Strategy

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.

Module 3:

Maximizing the Effectiveness of the Sales Force I: Compensation

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.

Module 4:

Maximizing the Effectiveness of the Sales Force II: Intrinsic Motivation

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.

Module 5:

Aligning the Sales Force with Marketing

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.

Module 6:

Applying the Principles

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.

Module 1:

Introduction: Aligning the Sales Force with the Brand

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.

Module 4:

Maximizing the Effectiveness of the Sales Force II: Intrinsic Motivation

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.

Module 2:

Sales Force as a Go-To-Market Strategy

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.

Module 5:

Aligning the Sales Force with Marketing

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.

Module 3:

Maximizing the Effectiveness of the Sales Force I: Compensation

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.

Module 6:

Applying the Principles

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.

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Case Studies

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.

Decorative image relating to Becton, Dickinson and Company

Becton, Dickinson and Company

Decorative image relating to Roush Performance

Roush Performance

Decorative image relating to I.M.A.G.E.

I.M.A.G.E.

Decorative image relating to Fortis Industries

Fortis Industries

Capstone Project

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.

Program Experience

Decorative image relating to mini lessons

Mini lessons

Decorative image relating to Case studies

Case studies

Decorative image relating to Real-world examples

Real-world examples

Decorative image relating to simulation on Knowledge checks

Knowledge checks

Decorative image relating to Polls

Polls

Decorative image relating to the Capstone project

Capstone project

Decorative image relating to Recorded guest interviews

Recorded guest interviews

Decorative image relating to Hands-on activities

Hands-on activities

Decorative image relating to Practical applications of analytical tools

Practical applications of analytical tools

Program Faculty

Image related to MIKLOS SARVARY

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... More info

Certificate

Certificate

Upon completion of this program, you will receive a certificate of participation from Columbia Business School Executive Education — a powerful testament to your management capabilities.

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This certificate also counts toward two days for the Certificate in Business Excellence, which grants select alumni and tuition benefits. Your verified digital certificate of completion will be issued in your legal name and emailed to you at no additional cost upon completion of the program, as per the stipulated requirements. All certificate images are for illustrative purposes only and may be subject to change at the discretion of Columbia Business School Executive Education.

FAQs

  • How do I know if this program is right for me?

    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.


    Are there any prerequisites for this program?

    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 learner.success@emeritus.org for assistance.


    Note that, unless otherwise stated on the program web page, all programs are taught in English and proficiency in English is required.


    What is the typical class profile?

    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.


    What other dates will this program be offered in the future?

    Check back to this program web page or email us at learner.success@emeritus.org to inquire if future program dates or the timeline for future offerings have been confirmed yet.

  • How much time is required each week?

    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.



    How will my time be spent?

    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:



    • Engaging with recorded video lectures from faculty
    • Attending webinars and office hours, as per the specific program schedule
    • Reading or engaging with examples of core topics
    • Completing knowledge checks/quizzes and required activities
    • Engaging in moderated discussion groups with your peers
    • Completing your final project, if required

    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 contact us at learner.success@emeritus.org if you need further clarification on program activities.



    What is it like to learn online with the learning collaborator, Emeritus?

    More than 250,000 professionals globally, across 80 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.

    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.


    How do I interact with other program participants?

    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.

  • What are the requirements to earn the certificate?

    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 contact us at learner.success@emeritus.org if you need further clarification on any specific program requirements.


    What type of certificate will I receive?

    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.


    Can I get the hard copy of the certificate?

    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.


    Do I receive alumni status after completing this program?

    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.


    How long will I have access to the learning materials?

    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.

  • What equipment or technical requirements are there for this program?

    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.


    Do I need to be online to access the program content?

    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.

  • Can I still register if the registration deadline has passed?

    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.


    What is the program fee, and what forms of payment do you accept?

    The program fee is noted at the top of this program web page and usually referenced in the program brochure as well.

    • Flexible payment options are available (see details below as well as at the top of this program web page next to FEE).
    • Tuition assistance is available for participants who qualify. Please email learner.success@emeritus.org.

    What if I don’t have a credit card? Is there another method of payment accepted?

    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 at learner.success@emeritus.org for details.


    I was not able to use the discount code provided. Can you help?

    Yes! Please email us at learner.success@emeritus.org with the details of the program you are interested in, and we will assist you.


    How can I obtain an invoice for payment?

    Please email learner.success@emeritus.org with your invoicing requirements and the specific program you’re interested in enroling in.


    Is there an option to make flexible payments for this program?

    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.


    How can I obtain a W9 form?

    Please email us at learner.success@emeritus.org for assistance.

  • What is the policy on refunds and withdrawals?

    You may request a full refund within seven days of your payment or 14 days after the published start date of the program, whichever comes later. If your enrolment had previously been deferred, you will not be entitled to a refund. Partial (or pro-rated) refunds are not offered. All withdrawal and refund requests should be sent to admissions@emeritus.org.



    What is the policy on deferrals?

    After the published start date of the program, you have until the midpoint of the program to request to defer to a future cohort of the same program. A deferral request must be submitted along with a specified reason and explanation. Cohort changes may be made only once per enrolment and are subject to availability of other cohorts scheduled at our discretion. This will not be applicable for deferrals within the refund period, and the limit of one deferral per enrolment remains. All deferral requests should be sent to admissions@emeritus.org.

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Flexible payment options available. Learn more.