Programme Benefits

Upon completion of this programme, participants will have a deep understanding of sales strategy decisions that most impact revenue and profit growth, and that precede decision-making related to sales force management and cross functional alignment.

Specifically, the programme will:

• Equip the participant with the tools to assess and address the strategic sales and business development strategy decisions that impact upon revenue;
• Provide deep insight into some of today’s most challenging issues in sales force design, deployment, talent management and effectiveness;
• Address the topic of team performance and engagement to test and accelerate a competitive advantage;
• Provide learning strategies for improving the participant’s ability to communicate performance expectations and manage performance gains and gaps;
• Help participants develop a coaching mind-set to support increased performance and development.

Programme Structure

This programme is delivered over a series of 6 two-day workshops within a 10–month period. Workshops are held on Fridays and Saturdays to minimise interference with work schedules. The programme structure is designed in order to facilitate busy work/lifestyles and to assist participants integrating study into their working lives while enhancing their contribution as a member of the management team.

Assessments and Workload

Participants are assessed on a module-by-module basis through a variety of practical assignments. There are no examinations. Assessment workload is spread across the duration of the programme to enable you to combine learning with work and life demands. The emphasis throughout the programme is on the practical application of knowledge to benefit the participant, their team and their organisation.

In order to accelerate learning, between modules participants are expected to complete assigned reading from texts, cases and articles. All continuous assessment is completed by participants either individually or in groups and this is set out in the study guide for each module. Some modules require pre-coursework in addition to the post-coursework which is set for each taught module.