Executive Education Programs

2019 Program

Leading the Effective Sales Force, March 2019

The sales force is a major growth engine for a firm, and 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 controlling costs is the balance companies must achieve. In Leading the Effective Sales Force, a five-day joint Wharton-INSEAD marketing program, participants learn how to cut costs while raising sales — by analyzing sales calls, realigning territories, shifting product or market emphasis, reallocating salesperson time, and adjusting sales force size. Participants explore how to motivate and compensate salespeople, manage a sales team, and third-party distribution channels through pay systems and organizational structures.