• CXOs responsible for top-line growth and profitability
• General managers responsible for marketing and sales
• Enterprise and national leaders responsible for sales and growth
• CXOs responsible for top-line growth and profitability
• VPs of Sales and Directors responsible for specific geographies, countries or product lines

• Apply a proven diagnostic framework to identify key levers for significantly improved sales force performance
• Consider the critical decision factors for sizing and structuring your sales force
• Integrate your sales strategy into your broader omni-channel strategy
• Explore important talent management topics, including the role of the first line sales manager, recruitment, development and retention
• Assess your sales force culture
• Understand how to leverage technology enhances sales force performance
• Develop results-focused incentives to motivate and direct your sales force
• Master the principles and tools for implementing success-focused sales force initiatives

Framework for Sales Force Success

• Assess your sales force’s current state versus leading practice
• Prioritize opportunities for improvement to drive key growth priorities

Sales Force Design

• Identify the role of the sales force as integral to an omni-channel go-to-market strategy
• Design an effective sales force structure
• Determine the best sales force size
• Deploy the sales force to greatest advantage

Sales Force Talent Management

• Create an effective design of first-line sales manager team to maximize leverage
• Recruit the best salespeople
• Develop and retain promising and proven talent
• Build a winning sales culture

Sales Force Systems

• Design incentive and motivation programs
• Leverage digital technologies to amplify sales effectiveness

Implementation

• Identify infrastructure, technology, operational resources to successfully enable your omni-channel strategy
• Leverage purposeful change management techniques to lead transformation in your sales organization

Marshall Solem - Academic Director; Adjunct Lecturer, Executive Education; Principal Emeritus, ZS; expert in sales force design, sales manager development and sales effectiveness

Chad Albrecht - Principal, ZS; leading the B2B sales compensation practice

Tania Lennon - Principal, ZS; head of ZS Talent and Leadership Expertise Center, focused on talent assessment and strategy

Saby Mitra - Principal, ZS; Head of ZS’s Digital Customer Experience Practice; expert in omnichannel customer experience transformation.

Arun Shastri - Principal, ZS; ZS lead in global AI and analytics organization design, data science, digital capability building, and analytics process outsourcing

Tony Yeung - Office Managing Principal-Seattle, ZS; expert in sales force design, sales effectiveness, incentives, and sales operations

“Our day-to-day positions take up so much of our time that we fail to look at what drives our sales force success. This course allows you to look at what drives your sales force and [to] identify key areas for improvement.”
Vice President, Sales, Océ

“Kellogg was able to unlock many of the problems that attacked our sales force on a daily basis. The teaching was powerful, but the extra juice came from peer collaboration.”
Sales and Marketing Manager, Milo B. Butter & Sons Ltd.

“[This is an] excellent program... It is highly recommended for executives looking for drivers to optimize and maximize the resources of the company with a maximum return on investment.”
Deputy Director, Field Force Excellence, Bayer AG