Sales Team Management Strategies (Online)

Select
Date(s)
January 24–March 14, 2023
Cost
$2,600
CIBE Credits
2
Format
Online
Location
Online

Sales Team Management Strategies (Online)


Select
Date(s)
January 24–March 14, 2023
Cost
$2,600
CIBE Credits
2
Format
Online
Location
Online

Overview

percent of sales managers across the globe agreed that their capacity to navigate change is more important than it was five years ago. SOURCE: LinkedIn
76%
percent of sales executives say a leading driver of hitting new targets is improving the productivity of existing sales reps. SOURCE: Salesforce
79%
percent increase of employee performance by properly structured incentive programs. SOURCE: Incentive Research Foundation
44%

Impact

Program Structure

Introduction: Aligning the Sales Force with the Brand
Explore how the sales force fits into the organization’s overall marketing strategy and can expand its role in building the brand. Examine a successful sales force alignment via a case study.

Participant Profile

Faculty

Miklos Sarvary

Miklos Sarvary

Carson Family Professor of Business
Co-Faculty Director, Media and Technology Program

Miklos Sarvary

Miklos Sarvary

Carson Family Professor of Business
Co-Faculty Director, Media and Technology Program

Miklos Sarvary's broad research agenda focuses on media and information marketing. His most recent papers are studying agenda setting, user-generated content, social network competition and online/mobile advertising. Previously, he worked on media and telecommunications competition.

He is a member of the Editorial Boards of Marketing Science, Quantitative Marketing and Economics, International Journal of Research in Marketing, and Journal of Interactive Marketing.

Prior to joining Columbia, Miklos was the Deputy Dean for Executive Development Programs at INSEAD. He has taught executive courses and consulted in various parts of the world for large corporations, including IBM, INTEL, Nokia, Alcatel, Samsung, Pearson, McKinsey & Co., Dun & Bradstreet and PwC. Before joining INSEAD, Miklos was a faculty member at Harvard Business School and the Graduate School of Business at Stanford University.

He studied physics in Hungary’s Eotvos Lorand University, earned an MS in Statistics from École Nationale Supérieure des Mines de Paris and a PhD in Management from INSEAD. Prior to becoming an academic, he worked for IBM.

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