Rethinking Sales Force Effectiveness Amidst COVID-19

About Programme

The coronavirus pandemic has struck at the very heart of what makes sales organisations tick, with personal contact itself tinged with risk. Whether a business faces a sales slump or a sales bump, it is difficult to predict what comes next. Most sales organisations have already taken urgent actions, such as moving to virtual selling, redeploying sales effort, and reducing sales force capacity if dealing with a badly damaged business.

Faced with these challenges, sales organisations need to refocus, retool, retrench, and, in most cases, prepare for the eventual rebound. Every aspect of sales effectiveness needs rethinking, but with a mindset of ultimate flexibility as uncertainty persists. This programme will explore how these changes are cascading through sales force strategy, sales and channel structure, talent management, motivation, and performance management. Participants will also understand how long-term planning needs to be replaced with contingency development and flexibility.

Programme Start Date & Duration

November 25, 2020 | 4 weeks

Programme Fee

75,000 + GST @ 18%

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How does this Live Virtual programme help?

This is executive education redesigned for a radically different world. This programme blends the discipline of the on-campus experience that ISB is renowned for with our global faculty and advanced curriculum. You will gain immediately applicable advanced skills, relevant for the uncertain times we live in. With 2 modules per week, each session will last for 90 minutes.

LIVE Virtual Classrooms

Experience a new way of immersive learning through group discussions, case reviews, peer networking and engaging dialogues.

Certificate

Gain an official certificate of completion, awarded by the Centre for Executive Education at ISB, a prestigious B-School ranked among the best in the world.

Research-Based Teaching

Learn at India’s most research-productive B-School. Gain advanced methodologies to conduct research that holds potential for transformative insights.

Alumni network

Expand your network with 40,000+ high-performing alumni community. Join this group of senior executives and entrepreneurs spread across the entire world.

Adaptable

Learn how to deliver added value to all partners and stakeholders while you juggle the new work-life balance from the safety of your home.

Real-world application

Learn real-world skills that you can immediately apply to initiate transformation at your organisation, giving it a distinct advantage over competitors.

Who should attend?

The programme is best suited for national sales force leaders, and leaders responsible for specific geographies, countries or product lines. CXOs responsible for top-line growth and profitability, general managers responsible for marketing and sales, and enterprise and national leaders responsible for sales, CEOs, heads of startups and MSMEs also stand to gain from attending the programme.

Benefits

Develop new sales models to lead at a time of crisis
Learn to orchestrate richer customer experiences
Understand how to structure your sales teams differently
Build a sales force culture driven by effectiveness at its core
Gain the ability to identify actionable insights from large data sets
Bridge the gulf between longterm strategy and execution

Programme Structure

Module 1

Learn how to deal with cascading change from strategy to execution, across multiple drivers for sales force effectiveness
Understand the impact of change on sales force structure and channel strategy
As we move from the shock of the crisis to operating in uncertainty, learn how to balance long-term planning with contingency development and flexibility

Module 2

Structure, scale and deploy sales resources more effectively
Discover how to work better with channel partners
Learn how digital channels can become force multipliers

Module 3

Understand the changing behaviour of buyer organisations
Mould the engagement process to markets and customer segments
Ensure seamless integration between marketing and sales

Module 4

Successfully coach and motivate salespersons for an omnichannel scenario
Help existing salespersons succeed in the new environment
Understand the changing role of a sales manager in this environment

Module 5

Study the need to modify incentive plans based on go-to-market strategy
Assess the feasibility of non-monetary incentive programmes
Relearn how to engage and motivate teams for high-pressure scenarios

Module 6

Learn through real-life examples. For e.g., analyse which channels are working best and should be focused on more
Enhance organisational ability to make better decisions at all levels
Learn how an AI-driven approach to decision making is helping organisations

Module 7

Achieve a virtuous balance between activities and outcomes
Discover how to move across stages of customers engagement before a deal closure
Learn about KPI tracking before a deal has been closed successfully

Module 8

Participants will form teams to address a business challenge through frameworks learnt in the programme. This exercise will enable participants to reflect on key learnings, followed by a wrap-up session.

Meet the Faculty

Professor Prabhakant Sinha

Prabhakant received his PhD from the University of Massachusetts and has received a distinguished alumnus award from IIT Kharagpur.

Tarun Pandey

holds a PGP in Business Management from ISB and graduated as an Architect from IIT, Roorkee. In his current role as Managing Principal of ZS Pune, Tarun leads the overall strategic direction of ZS’s largest office.

Arun Shastri

is a leader in ZS’s Analytics practice and works across industries such as Technology, Asset Management, Financial Services, and Healthcare. Arun holds a PhD in Decisions Sciences from the Kellogg School of Management at Northwestern University.

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