Upcoming Sessions
Optimise your sales force performance for competitive advantage
When people and resources are scarce and expensive, you need to make every investment in your sales force count. Your sales force is a major growth engine and a critical source of market feedback. At the same time, it can rapidly become costly and difficult to manage. Leading the Effective Sales Force helps you optimise the performance of your sales force by learning to reduce costs while increasing sales.
Discover how strategies like analysing your sales calls, realigning territories, shifting product or market emphases, reallocating salesperson time or adjusting sales force size can transform performance, generating maximum growth from your sales force. Learn to use compensation systems and organisational structures to motivate salespeople and third-party distribution channels to deliver outstanding results.
Leading the Effective Sales Force is an intensive experience that will change the way you approach sales and inspire results.
Our Participant Profile
The Leading the Effective Sales Force programme is designed for managers responsible for business development and planning in either local or international markets. Participants typically spend more than 50 percent of their time managing sales force issues.
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How you benefit
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Build competitive advantage
Learn how to make the sales force a key source of sustainable competitive advantage for your organisation.
Motivate your sales force
Develop comprehensive approaches to motivate and compensate sales staff.
Lead a dynamic sales team through new market challenges
Learn to manage a dynamic sales force in the face of increasing product, consumer and market complexity.
This programme qualifies for the INSEAD Certificate in Global Management.
Programme Director
Professor of Marketing
IN Focus
Marc Imhoff
Senior Consultant
You will go back into the world of work with new points of view and armed with fresh, revised concepts and modern tools that support you in making things change and achieving greater performance.
Sustainability: A unique business disruptor
Atalay Atasu, Professor of Technology and Operations Management, talks about the sustainability paradigm including 3 key operational tools for implementing a sustainability strategy within organisations.
Dates and Fees
Investing for a lifelong learning journey at INSEAD
Discount and Financing
30% Off
For INSEAD Alumni CommunityProgramme Certificate
after completion of programmeRelated Programmes
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