About Programme

Evolving consumer and customer needs, digital acceleration and disruptive events are rapidly changing the world of sales. 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 changing their sales force’s size or structure to adapt to the evolving marketplace.

Faced with these challenges, sales organisations need to refocus, retool, retrench, and, in most cases, to prepare for the new normal. Every aspect of sales effectiveness needs rethinking, but with a mindset of flexibility and adaptability.

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 balanced with contingency development and agility.

Programme Start Date & Duration

July 06, 2021 | 3 weeks (2 sessions per week)

Programme Fee

85,000 INR 

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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 awarded by the Centre for Executive Education at ISB, recognised by executives and employers for its world-class education.

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 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?

This programme is best suited for CEOs, heads of startups and MSMEs, 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 and growth also stand to gain from attending the programme. 

Benefits

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

Module 1

  • Move away from the shock of recent events, to 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 markets 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
  • Relearn how to engage and motivate teams for high-pressure scenarios 

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.