Georgetown and CEB Deliver a Dynamic Course for Sales Leaders
Innovating Sales: Strategic Management and Leadership Development
July 14-17, 2014
Georgetown University, Washington, D.C.
In today’s competitive market, the ability to transform a sales organization and address rapidly changing buying environments will distinguish organizations in the marketplace. This starts with understanding the factors shaping a customer’s buying priorities and developing new skill sets to take control of the customer conversation. The shift to insight-driven selling has implications for the entire sales organization, from individual reps, to managers, to the chief sales officer, including sales operations, training, and other supporting functions.
Corporate Executive Board (CEB) and Georgetown McDonough Executive Education have joined forces to deliver a powerful and dynamic four-day executive course on successful sales strategy and leadership. Influenced by the acclaimed Challenger Model, this course tackles the issues surrounding organizational effectiveness and delivers high-impact strategies for motivating and managing a sales force.
This non-degree course is appropriate for middle- and upper-level sales executives who have sales force management responsibilities and who are moving in the direction of CSO-level leadership. Front-line managers who expect to move into this type of position also would benefit. Companies are encouraged to send cross-functional teams of executives to leverage the application and value of the program and to help drive the implementation of new knowledge throughout the organization. Corporate group benefits are available when three or more participants attend a program.
The program begins by presenting a critical framework for assessing your sales force and developing winning initiatives for performance enhancement. Over the course of four days, participants will explore relevant issues and create solutions in terms that their organizations can understand and implement.
Day 1: Customer Experience and Relationship Management
The End of the Solution-Selling Era (and Beginning of the Insight-Selling Era) Innovations in Sales Operations and Infrastructure
Day 2: Talent and Skill Development
Skill Adoption: Driving and Sustaining Behavior Change Needed for Today's Complex Sale
Instilling Coaching Culture Across the Sales Organization
Day 3: Leadership
Leading Organizational Change
Moving Through Change Curves
- Matthew Dixon, David Anderson, Tom Disantis, and Ted McKenna from CEB
- Professor Rebecca Heino from Georgetown’s McDonough School of Business
Program Fees & Registration
The program fee is $5,800. Discounts are available for qualified participants. Learn More
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