Executive Education Programs

Wharton and INSEAD have joined forces to deliver executive education to business leaders around the globe.

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.

Previous Program Dates and Locations

March 18-22, 2019 | Leading the Effective Sales Force | INSEAD Fontainebleau campus

October 22-26, 2018 | INSEAD, Singapore campus

June 19-23, 2017 | The Wharton School, Philadelphia campus

April 3-7, 2017 | INSEAD, Fontainebleau campus

October 24-28, 2016 | INSEAD, Singapore campus


Executive Education Programs

For more information, contact:

Anastasia Voutsinas
Director, Client Relations
Wharton Executive Education