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About Programme

The ascent of digital technology is undeniable. It is often claimed that these advances are making humans redundant.

When it comes to sales growth however, the human element remains front and centre. Building high-performing teams that deliver sustainable growth is not easy. Leading a positive sales culture is essential to maximising your team’s potential.

This comprehensive programme will show you how to structure and scale your sales teams in a challenging environment. You will learn how to manage talent shortages, high turnover, intense competition and high-growth aspirations.

Date & Venue

TBD   |   ISB, Hyderabad Campus

Programme Fee

INR 2,50,000 + 18% GST

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Key Learnings

  1. This programme will show you how to structure and scale your sales teams in a challenging environment
  2. You will learn how to manage talent shortages, high turnover, intense competition and high-growth aspirations

Who should attend?

National sales heads, sales heads responsible for geographies, countries, general/zonal managers responsible for marketing and sales, director of sales, and marketing and business heads will all benefit from attending this programme.

Organisational Benefits

 

  1. Build and develop sales teams that drive productivity and profit
  2. Establish accountability with robust performance indicators and metrics
  3. Scale and structure successful teams with thinking frameworks and insights

 

Individual Benefits

  1. Transform yourself into a valued sales professional with multiple competencies
  2. Learn about key concepts in team performance, recruiting and managing
  3. Explore effective sales strategies, customer retention and strengthening existing relationships
  4. Define and gain clarity on your personal and professional vision

Faculty

Prabhakant Sinha

teaches executives at the Kellogg School of Management and at the Indian School of Business. He was also an Associate Professor of Marketing at Kellogg. He co-founded ZS Associates, the world’s leading sales and marketing consulting firm, in 1983, which now operates with over 1500 people across 19 offices in North America, Europe and Asia-Pacific.1

His role in the success of ZS was recognised by his induction into the Chicago Entrepreneurship Hall of Fame in 2005.

Prabhakant received his PhD from the University of Massachusetts and his BTech from IIT Kharagpur. Over the last 40 years, he has been a consultant, a teacher and an author.

Day 1

  1. Discuss insights and frameworks to building a winning sales force

Day 2

  1. Learn to fine tune the process of identifying, acquiring, serving and growing your target segment 
  2. Focus on strategies to foster deeper engagement with your customers

Day 3

  1. Arrive at a deeper understanding of marketing, sales and production management 
  2. Understand the importance of sales and its related outcomes

Day 4

  1. Learn to build, nurture and guide sales teams to success 
  2. Gain insight into aligning Performance Management with customer outcomes

Day 5

  1. Identify levers that can be deployed for strategic advantage 
  2. Understand how these can be best used to enhance sales outcomes

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