A programme designed to help salesforce leaders navigate evolving consumer needs, digital transformations, and disruptions that impact sales strategies and distribution channels. You will learn how to improve and optimise your organisation’s sales performance and manage a multichannel distribution network by building the right capabilities.

Learn to identify and design sales and distribution strategies that will help you tap the right channels and networks. Develop your mindset towards being increasingly customer-focused in your approach. Improve your sales force performance with effective structuring of your teams. Embrace a culture to constantly motivate and coach your sales teams in new and evolving business environments. Understand how long-term planning needs to be balanced with contingency development and agility.

Programme Start Date & Duration


Programme Fee


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What You Will Learn

  • The building blocks of a winning sales force that thrives in the new environment 
  • Frameworks to diagnose and  address sales issues
  • The evolving buyer and role of the salesperson and digital channels
  • How new sales roles impact sales force structure, size, deployment, and channel partner decisions
  • How hiring and retention strategies need to adapt
  • How our approach to motivation and sales incentives needs to change
  • How to leverage analytics and AI to optimise your commercial strategies
  • Discover your leadership style and learn how to use the power of ideas to effect change

Module 1

  • Move away quickly from the shock of recent events and operating in uncertainty, to establishing enduring capabilities for a new normal
  • Balance long-term planning with agility
  • Learn how transformational changes cascade across multiple sales functions

Module 2

  • Mould the engagement process to suit markets needs and customer segments 
  • Understand the changing behaviour of buyer organisations 
  • Ensure seamless integration between marketing and sales
  • Learn how digital channels and AI-driven decisions can become force multipliers

Module 3

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

Module 4

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

Module 5

  • Align your personal aspirations and goals with your team’s expectations
  • Learn how you can exercise the many levers you have as a sales leader

Module 6

  • Participants will reflect on key learnings followed by a wrap-up session on the new future of selling on the horizon.

Learning Experience

Executive education reimagined for a new reality. This programme blends the best of the world-class on-campus experience with advanced online learning, taught by the best minds in executive education. You will gain skills to advance your leadership goals and map your career for future success.

LIVE Virtual Classrooms

Experience a new way of immersive learning allowing you to engage live with faculty and peers from anywhere in the world. 


Gain an official certificate awarded by the Centre for Executive Education at ISB, a formal recognition of professional learning and development.

Research-Based Teaching

Learn at India’s most researchproductive B-School. Gain from the advanced, up-to-date research being conducted by world-class faculty at ISB.

Alumni Network

Expand your professional network by gaining access to ISB’s learning community of senior executives and entrepreneurs across the globe.


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

Apply your new learnings and real-world skills in-between modules and emerge as a confident leader.

Who should attend?

This programme is best suited for senior leaders who have P&L responsibilities as part of their KRAs. Typical profiles would include:

  • CEOs, founders, or heads of startups and MSMEs 
  • National sales leaders, and leaders responsible for specific geographies, countries, or product lines 
  • Senior leaders, CXOs responsible for top line growth and profitability, general managers responsible for marketing and sales