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