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Strategic Sales Management

at Harvard Division of Continuing Education - Cambridge

Course Details
Start Date:

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1 Brattle Square
At Mt Auburn St
Cambridge, Massachusetts 02138
Last day of registration: April 1st
Class Level: All levels
Age Requirements: 21 and older
Average Class Size: 10

What you'll learn in this sales management training:

Great salespeople are critical to the performance of an organization. But its success depends on its sales managers and their capabilities to effectively set goals, objectives, and priorities that align with the larger firm.

In this intensive Strategic Sales Management program, you will explore characteristics of exceptional sales leadership, and learn how you can boost organizational success through your role as a sales manager in both business-to-business (B2B), and business-to-consumer (B2C) settings.

Through highly interactive sessions instructed by two experienced practitioners, you’ll learn proven sales management strategies and techniques to lead yourself, your direct reports, and your organization.

From designing your sales goals and structure, coaching your direct reports, and aligning motivation with compensation programs, this Strategic Sales Management program will provide the frameworks and techniques you need to consistently drive high performance.

Program Benefits:
  • Explore proven frameworks to effectively design, lead, and manage a sales organization
  • Learn techniques to drive your own personal growth and career development
  • Develop sales team management skills and learn techniques for more effective hiring, coaching, and rewards programs
  • Enhance your sales strategy
  • Define metrics that help you identify long-term, profitable customers
  • Improve your collaboration skills between departments
  • Increase your sales organization’s performance by learning strategies to manage up
Topics Covered:
  • Top characteristics of high performing sales managers
  • Establishing a career strategy in sales
  • Designing sales organization goals and structure
  • Defining sales objectives and processes
  • Creating a high-performance sales team through recruitment, selection, and hiring
  • Coaching and developing salespeople––and knowing when to terminate
  • Developing compensation and motivation programs
  • Understanding enterprise-selling, solution-selling, and account management environments
  • Leveraging the company’s resources to maximize sales performance
  • Leading and increasing your organization’s performance through effective sales management strategies
Who Should Enroll:
Professionals who want a systematic understanding of proven strategic professional sales leadership and management approaches in a highly interactive and experiential format. Participants include:
  • Current sales professionals preparing to be managers in both B2B and B2C environments
  • Current sales managers interested in improving their effectiveness 
  • Decision-makers looking to work more effectively with the sales team and are not in a sales department such as marketing, finance, product management, product development, human resources, manufacturing, research and development, or general management

Still have questions? Ask the community.

Refund Policy
Participants who cancel between four weeks and one week prior to the start of the program will be assessed a $300 cancellation fee. Participants who cancel less than one week prior to the start of the program will be refunded half the program fee. If you do not cancel and do not attend the program, you forfeit the fee.


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School: Harvard Division of Continuing Education

Harvard Division of Continuing Education

As one of 12 degree-granting institutions at Harvard, we are the University's primary resource for continuing education.

For more than 100 years we have brought Harvard academics, faculty, and resources to nearly half a million students from all walks of life across the globe.

Whether you want to pursue...

Read more about Harvard Division of Continuing Education

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