About the Course


3 Days


You will learn practice-proven principles, strategies and tactics, then explore how to apply them to some of the most challenging sales issues companies face: sales force design and deployment, developing integrated omni-channel strategies, talent development, leveraging digital technologies, compensation and overall sales effectiveness.

You’ll set the stage for getting the most out of this learning experience by conducting a critical assessment of your sales force against best practices across the core drivers of sales force effectiveness. From there, you’ll identify practical approaches to lead the sales function, enhance team performance and drive success-focused change to ensure achievement of your most important growth priorities.

Who Should Attend

  • CXOs responsible for top-line growth and profitability
  • General managers responsible for marketing and sales
  • Enterprise and national leaders responsible for sales and growth
  • CXOs responsible for top-line growth and profitability
  • VPs of Sales and Directors responsible for specific geographies, countries or product lines

Key Benefits

  • Apply a proven diagnostic framework to identify key levers for significantly improved sales force performance.
  • Consider the critical decision factors for sizing and structuring your sales force.
  • Integrate your sales strategy into your broader omni-channel strategy.
  • Explore important talent management topics, including the role of the first line sales manager, recruitment, development and retention.
  • Assess your sales force culture.
  • Understand how to leverage technology enhances sales force performance.
  • Develop results-focused incentives to motivate and direct your sales force.
  • Master the principles and tools for implementing success-focused sales force initiatives.

Program Content

Framework for Sales Force Success

  • Assess your sales force’s current state versus leading practice.
  • Prioritize opportunities for improvement to drive key growth priorities.

Sales Force Design

  • Identify the role of the sales force as integral to an omni-channel go-to-market strategy.
  • Design an effective sales force structure.
  • Determine the best sales force size.
  • Deploy the sales force to greatest advantage.

Sales Force Talent Management

  • Create an effective design of first-line sales manager team to maximize leverage.
  • Recruit the best salespeople.
  • Develop and retain promising and proven talent.
  • Build a winning sales culture.

Sales Force Systems

  • Design incentive and motivation programs.
  • Leverage digital technologies to amplify sales effectiveness.


  • Identify infrastructure, technology, operational resources to successfully enable your omni-channel strategy.
  • Leverage purposeful change management techniques to lead transformation in your sales organization.