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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
Programme Fee
Key Learnings
- This 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
Who should attend?
Organisational Benefits
- Build and develop sales teams that drive productivity and profit
- Establish accountability with robust performance indicators and metrics
- Scale and structure successful teams with thinking frameworks and insights
Individual Benefits
- Transform yourself into a valued sales professional with multiple competencies
- Learn about key concepts in team performance, recruiting and managing
- Explore effective sales strategies, customer retention and strengthening existing relationships
- 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.
Frequently Asked Questions
Programme
What is the duration of the programme?
Who can attend this programme?
This information can be found in the brochure of the programme you’re looking at as every programme caters to a different audience.
How do I talk to a concerned person?
Do I have to be financially sponsored by my company to be eligible for this programme?
Not necessary or required.
Do I get a certificate of attendance once I’ve completed the programme?
Yes. You will get a certificate of attendance and you’ll join a global Executive Education Alumni network with many professionals as members.
Does the curriculum content have international exposure?
This programme is taught by renowned ISB resident and visiting faculty who have extensive international experience in researching and working with global organizations and bring in best-in-class examples and pertinent case studies.
How is the programme structured?
The programmes go on for less than a week and it involves classroom lectures with experiential learning and peer to peer learning.
What is the usual class size?
Class size varies but usually it is between 25 to 50 participants.
What is the recommended attire?
Business casual.
Does Executive Education offer online courses?
Yes. ISB, Centre for Executive Education offers online courses in finance, leadership, marketing, strategy and innovation for now.
Do you offer Custom Programmes?
Yes, we do offer custom programmes. Please write in to CustomExEd@isb.edu.
Are laptops allowed in the class?
Yes, they are allowed but can be used only if required or asked by the professor.
Admission
Once I have submitted the application, when will I hear from you?
How do I check the status of the application?
When to apply?
We recommend you apply at least three months before the programme starts to guarantee your place. The application form will take approximately 30 minutes to complete.
Do I need to attend the whole Executive Education programme?
Yes. To optimize the learning experience for you and your group, you will be expected to attend all programme sessions including group work and coaching sessions. You’ll also be expected to take part in peer-to-peer learning.
Can I bring my partner/family along?
Our programmes are very intensive with classes and may have some networking dinners and get togethers that run late into the evening, so you’ll have limited time to spend with family. Hence, we do not encourage you to bring partners or family to campus for the duration of the programme.
Is there an application fee?
No, there is no application fee for open programmes.
What are your admission requirements?
Admission requirements vary by programme and the "Who should attend" section on each program page gives you a clear idea of who is right for each program.
If I am not accepted into a programme, Can I apply again?
Yes. However, we encourage you to schedule a personalized consultation with the programme manager you have been in contact with to discuss your particular situation and help select a program that can best meet your professional goals.
Payments
Is financial aid available?
What does the programme fee cover?
It covers all required programme materials, refreshments and food. It also includes single-occupancy, executive housing accommodation on campus or a similar facility will be provided depending on the availability and access to a well-appointed gym with a swimming pool.
What are the modes of payment?
CC Avenues, DD, Cheque, Online Payments.
When is the payment due?
Payment is due upon acceptance into the program and before the start date.
Guide me through the payment process.
Please send payment with the application form. Cheque/draft should be drawn in favor of “Indian School of Business” payable at Hyderabad. Please Note: Payment made 30 days before the programme start date can be made by cheque. Payment made less than 30 days before programme start date will require payment by Demand Draft. Request you to send the payment at least 20 days before the programme start date to initiate programme formalities. For TDS Certificate and Queries, Please write to execed@isb.edu
Cancellation
How do we cancel after applying?
What are the cancellation policies?
In the event of participant cancellation, the following schedule will apply:
4 weeks before start date: No cancellation fee
2-4 weeks before start date: Half programme fee forfeiture
Less than 2 weeks before start date: Full programme fee forfeiture
Should we be unable to accept your application for any reason, your payment (cheque/draft) will be returned to you. In case of refunds of online payments, bank charges will be deducted.
Campus
Will I need a car?
What are the cancellation policies?
Each room has a private washroom, TV, Fruits, Snacks, Wifi.
Can I arrive and stay at the provided accommodation a day prior to the registration day or after programme conclusion?
It completely depends on the availability of rooms; It is advisable to request and seek permission from your programme coordinator with a valid reason in order to stay prior or after on campus. Last-minute requests may not be allocated.
Are participants required to live on campus?
Yes, majority of our participants, even those who are local, choose to live on campus during their program. It enrichens the learning experience and reduces the distraction of commuting to and from class each day.
Is there an ATM on campus?
Yes, there is an ATM in the Atrium-Main building.
Is the laundry – service available?
Yes there is.
Is there a medic available on campus?
Yes there is.
Is there a grocery store?
Yes, we do have our in-house grocery house called Sampoorna inside the campus.
Connect
Connect to ISB Executive education
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