Two-Day Atlanta Workshop: Sales Leadership & Channel Management

Feb 06, 2018


Emory University Goizueta Business School Executive Education Course

Align Your Sales in a Multichannel World

To be effective, sales organizations must be aligned with company strategy and market demands. This course transforms how and to whom you sell your products or services, aligning your sales strategy to be most effective for the channels in play. It provides insight into how to structure your salesforce and optimize the operations in support of your sales efforts. In addition, you will learn keen insights into appropriate channels to use and the back-office operations that support these efforts. You will gain strategies and essential insights necessary to address specific challenges in your go-to-market strategy, performance management, and building a plan to yield the highest performance out of your sales team.

This Course is Ideal For...

  • Leaders tasked with building a sales strategy
  • Sales professionals looking to elevate their ability to manage the sales process in a complex organization

How You Will Work Smarter:

  • Understand go-to-market strategies that capitalize on the most effective channels
  • Gain insight into optimal structure and compensation methods for effective sales force management
  • Develop an approach to managing and growing customer relationships for effective business development

Content Experts:

Sandy Jap

Sandy Jap is the Sarah Beth Brown endowed Professor of Marketing at the Goizueta Business School and has published widely across the top academic journals in marketing and management science. Her most recent book is A Field Guide to Channel Strategy, a strategy how-to for competing in channel intensive sales environments. She is a former faculty member at the MIT Sloan School of Management and the Wharton School.

Bob Kelly

Bob Kelly is founder and chairman of the Sales Management Association, and an adjunct faculty member of the Goizueta Business School, where he teaches a sales force effectiveness course to MBA students.

Course Fee:

US$2,000.00 including breakfast and lunch throughout the duration of the program. A small number of discounted registrations are available for Sales Management Association members and subscribers. Use the code SMA2018 at registration to receive a 15% discount.

Learn more here


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