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