Explores factors that determine size, shape and strategies of high performing sales organizations in the context of an overall go-to-market strategy. Structure includes involvement from professional sales executives. Includes overview of fundaments of professional selling, designing sales organization, sales objectives and metrics, sales analytics, sales force recruitment and selection, sales force training and education, sales force motivation and compensation.
instructor(s)
Higgins, Brian
Primary Instructor
- Spring 2018 / Spring 2019 / Spring 2020 / Spring 2021 / Spring 2022
