At a Glance

Exceed your targets, foster long-term growth and increase your bottom line when you create customized sales goals in sync with long-term corporate strategy. In Strategic Sales Management, you'll learn how to maximize existing resources, identify and attract your most profitable customers, and track your progress against internal and competitor benchmarks to improve your process over time.

Expand your awareness of the many ways sales can accelerate your business when you analyze big-picture strategy for its practical components. You'll learn how to bridge the gap between corporate revenue targets and actionable initiatives for your sales team. You'll examine your ideal customers for missed opportunities and learn how to use analytics to provide a more satisfying customer experience. You'll share your sales pitches, pipelines and motivational tactics with experts in the field, who will provide individual feedback to sharpen them and help you define the most effective practices for your sales force.

You'll walk away from Strategic Sales Management with:

Bauer Professor of Marketing and Executive Director of the Sales Excellence Institute- University of Houston Ahearne is a world-renowned authority in the area of B2B sales force research. He heads the Sales Excellence Institute, which is a leading organization in sales education and research. His book, Selling Today: Partnering to Create Customer Value, is the highest grossing professional selling text in the world, with copies distributed in more than 40 countries. He worked for Eli Lilly and Co. in sales operations/market research and pitched for the Montreal Expos in a previous life.

Rackham has built a strong international reputation in the global business community as a speaker, writer and seminal thinker on sales force effectiveness. Three of his books have appeared on The New York Times best-seller list, and his works are translated into more than 50 languages. His classic book SPIN Selling is widely credited with starting the consultative selling movement. He has been chair and CEO of three international research and consulting firms, including Huthwaite, which he founded. He is visiting professor at three universities, and his present research looks at the integration of sales and marketing and at emerging issues in large complex sales.

Tayloe Murphy Professor of Business Administration An internationally recognized authority on B2B marketing, supply chain management and strategic alliances, Spekman has published extensively in these areas, including seven books and numerous articles and case studies. In addition to teaching for nearly 40 years, he has consulted for many businesses on marketing topics, with an express interest in "messy" problems that cross business functions.

John L. Colley Research Associate Professor of Business Administration An expert in B2B marketing and sales, Steenburgh came to Darden in 2012 from Harvard Business School, where he chaired the B2B Marketing Strategy executive education program. His cases are used in business schools worldwide, and his research addresses questions that help managers measure the effectiveness of their sales and marketing strategies. He previously worked in marketing and operations at the Xerox Corporation.

This program will take place in Washington, D.C.

Please note that accommodations are not included in the program tuition.

$4,900covers materials and some meals. Accommodations are the responsibility of each participant.

By taking this course, you will earn one week of credit toward a Certificate of Specialization.

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Strategic Sales Management - Executive Education - Darden