Innovating Sales: Strategic Management and Leadership Development

September 9-12, 2013

Overview

In today’s competitive market, the ability to evolve your sales organization to address the rapidly changing buying environment will separate the winners from the losers. This starts with understanding the factors shaping your customer’s buying priorities and developing new skill sets to use insight 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, all the way up  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 in successful sales strategy and leadership. Influenced by the acclaimed Challenger Model, this course will tackle the issues surrounding organizational effectiveness and deliver high-impact strategies for motivating and managing your sales force. 

Participants

The course is appropriate for middle-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 would also 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. 

Approach and Coursework

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, you will explore relevant issues and create solutions in terms your organization will be able to understand and implement. 

Module 1: Customer Experience and Relationship Management

The End of the Solution Selling Era (and Beginning of the Insight Selling Era)

Innovations in Sales Operations & Infrastructure

Module 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

Module 3 – Leadership

Leading Organizational Change 

Moving Through Change Curves 

Schedule

Day 1 - Corporate Executive Board offices

2:30-6:15pm – Program Day

6:15-8:15pm – Welcome Reception

Day 2 – Georgetown University Campus

9:00-4:30pm – Program Day

Day 3 – Georgetown University Campus

9:00-4:30pm – Program Day

Day 4 – Georgetown University Campus

9:00-1:15pm – Program Day

Faculty

Innovating Sales is jointly presented by leading Corporate Executive Board sales experts and Georgetown McDonough School of Business faculty.

• Matthew Dixon, David Anderson, Tom Disantis, and Ted McKenna from Corporate Executive Board (CEB). 

• Professor Rebecca Heino from Georgetown McDonough School of Business.

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Program Fees & Registration

The program fee is $5,800. 

 Georgetown University

 Nicaila Matthews

 37th and O Streets, NW

 Rafik B. Hariri Building, Suite 474

 Washington, D.C. 20057-1223 USA

 Tel. +1 202 687 4065

 nkm27@georgetown.edu

There is a 10% discount for NGOs, Government and multiple registrants from a single organization for the same program. There is a 20% discount for Alumni to celebrate the first year of our executive certificate programs in 2012. For more information, please see the registration information page.