When people and resources are both scarce and expensive, every investment in your sales force must count.
The sales force is a major growth engine for a firm, as well as a critical source of market feedback. Yet it is also a substantial investment and one that can rapidly grow out of control. Stimulating the sales force while simultaneously controlling costs is a necessary but elusive balance.
This five-day targeted programme is designed to help you optimise the performance of your sales force and learn how to cut costs while raising sales. Discover how, by analysing your sales calls, realigning territories, shifting product or market emphases, reallocating salesperson time or adjusting sales force size, you can generate maximum growth from your sales force. At the same time, discover how to motivate salespeople and third-party distribution channels through compensation systems and organisational structures.
Leading the Effective Sales Force (LESF) is a joint INSEAD–Wharton marketing programme. It takes place in Europe (Fontainebleau), Asia (Singapore) and in the United States (Philadelphia). In each of these locations, it introduces tools, concepts, methods, and paradigms derived from faculty research that can be adapted to the needs of individual companies. Through case studies, group discussions, problem-solving exercises, computer-aided workshops and interactive case presentations, you will explore various perspectives on what does and does not work – and why. As part of the programme, participants receive software developed by programme director, Professor Leonard Lodish, to help analyse sales force deployment decisions. Guided evening workshops provide hands-on experience in tailoring this decision support software to participants’ own sales force challenges.
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