Programs & Projects

Sales leaders and their sales organizations are facing unprecedented levels of pressure and complexity both externally and internally to deliver high levels of performance. Externally, increasingly global marketplaces — often disrupted by new technologies — have resulted in ever-higher customer demands. Internally, sales organizations require tighter functional alignment, faster strategy execution and more effective sales processes. This program addresses the creation of a high-performing organization at the strategic level, framed in the context of rapid change and higher levels of customer demands. Starting with design of a meaningful strategy, this program tackles the challenge of seamless execution. It then explores the intraorganizational aspects of defining appropriate sales structures and key aspects of sales force management such as recruitment, development and retention of sales talent. View brochure at: https://wdi.umich.edu/ee/activities/open/Sales_Leadership.pdf