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Strategic Sales Management Course

Learn proven sales management strategies and techniques to lead yourself, your direct reports, and your organization.

All Start Dates

  • Time

    8:30 AM – 4:30 PM ET

  • Length

    2 consecutive days

  • Cost

    $2,990

  • Registration Deadline

    July 2, 2024

  • Time

    11:00 AM – 2:30 PM ET

  • Length

    4 consecutive Wednesdays

  • Cost

    $2,750

  • Registration Deadline

    September 3, 2024

  • Time

    8:30 AM – 4:30 PM ET

  • Length

    2 consecutive days

  • Cost

    $2,990

  • Registration Deadline

    November 12, 2024

What You'll Learn

In this intensive strategic sales management program, you will explore characteristics of exceptional sales managers, and get ideas on how you can boost your team’s success and drive your organization’s revenue through your role as a sales manager whether in a business-to-business (B2B) or a business-to-consumer (B2C) setting.

The most relevant characteristics of highly effective sales managers are addressed in multiple interactive sessions. Instructors share proven strategies and techniques and tailor the sessions to address the most urgent and important issues facing you and your peers.

You’ll develop the skills you need to draw out the strengths of your sales team and drive revenue. Learn to strengthen your personal leadership coaching, train your direct reports, and create a championship culture. This Strategic Sales Management offering will challenge you to consider and try approaches and techniques proven in many industries and inspire you to consistently attain high performance from your sales team.

Program Benefits

  • Explore proven methods to effectively coach, train, and lead a highly effective sales organization
  • Learn techniques to drive your own professional growth and career development
  • Analyze your most urgent and important sales management issues
  • Explore techniques for more effective communicating, coaching, and training
  • Decide on actions to upgrade your sales management performance in your areas of greatest opportunity
  • Earn a Certificate of Participation from the Harvard Division of Continuing Education

Topics Covered

  • Identifying characteristics of high performing sales managers
  • Applying coaching methods that work with salespeople
  • Training new and experienced salespeople with the persuasion equation
  • Continually improving your championship culture including pipeline improvement & tailoring your communication style
  • Defining your professional purpose

Who Should Enroll

Emerging sales leaders and mid-career professionals who want an invigorating examination of proven strategic professional sales leadership and management approaches.

Expect to learn from the expertise of your instructors as well as the experiences of your fellow participants in a highly interactive, mostly participative learning format. Those with less than 10 years of sales management experience will find this program most beneficial.

This program is designed for:

  • Current sales professionals preparing to become managers in either B2B and B2C environments
  • Current sales managers with less than ten years sales experience interested in benchmarking their practices with proven methods, and improving their effectiveness
  • Decision-makers not in sales (i.e. marketing, finance, product development, etc.) who want to understand effective sales management approaches or who want to work more effectively with the sales team

July Schedule

Day 1

  • Lead Yourself: Career Goals and Strategy
  • Championship Culture

Day 2

  • Lead Your Direct Reports
  • Persuasion Equation

Post-Program Private Consultations

If you face complex or other organizational challenges that make it difficult to implement your goals, you may want to sign up for a private consultation with the instructor.

These private consultations are exclusively available to participants who sign up and attend the program. These will take place within two months following the program’s conclusion. You will meet privately with the instructor for a one-on-one coaching session on roadblocks, implementation issues, or other areas associated with the program in support of developing yourself.

Click the “Consultation Registration” link near the top of the page or here only after you have registered for the program.

Specifics of Private Consultations:

  • Private consultation sessions will last for one hour and are priced at $550 per session.
  • You may register up to 8 days before the start of the first coaching session.
  • Choose one session only, as spots are limited.
  • You may cancel free of charge up to 8 days prior to your Private Consultation.
    • If you paid via credit card you may cancel directly through the registration portal. For all other cancellation requests, please write to ExecDev@DCE.Harvard.edu.
    • Participants who cancel less than 8 days prior to the Private Consultation will be assessed a 50% cancellation fee. If you do not cancel and do not attend the Private Consultation, you forfeit the entire tuition.

September Schedule

Week 1

  • Lead Yourself: Career Goals and Strategy

Week 2

  • Positive Psychology – HERO Model and Scientific Research for Sales Managers

Week 3

  • Championship Culture

Week 4

  • Lead Your Direct Reports
  • Persuasion Equation

November Schedule

Day 1

  • Lead Yourself: Career Goals and Strategy
  • Championship Culture

Day 2

  • Lead Your Direct Reports
  • Persuasion Equation

Instructors

  • John Westman

    John Westman

    John is a practitioner and teacher of professional selling and sales management at Harvard Extension School and Boston College. He has led commercial efforts—including strategy, sales management, marketing, business development, and strategic partnerships—resulting in improved business results for market-leading and start-up healthcare companies.
  • Michael McCarthy

    Michael McCarthy

    From 1994–2004, Michael was the #1 Stock Market Timer in the United States. He now focuses on teaching entrepreneurship, sales, leadership, and public speaking. He developed the Leadership Sailing Program for MIT Sloan Executive Education in 2016 and is the founder of Boston Executive Training.

Instructors

  • John Westman

    John Westman

    John is a practitioner and teacher of professional selling and sales management at Harvard Extension School and Boston College. He has led commercial efforts—including strategy, sales management, marketing, business development, and strategic partnerships—resulting in improved business results for market-leading and start-up healthcare companies.
  • Michael McCarthy

    Michael McCarthy

    From 1994–2004, Michael was the #1 Stock Market Timer in the United States. He now focuses on teaching entrepreneurship, sales, leadership, and public speaking. He developed the Leadership Sailing Program for MIT Sloan Executive Education in 2016 and is the founder of Boston Executive Training.

Instructors

  • John Westman

    John Westman

    John is a practitioner and teacher of professional selling and sales management at Harvard Extension School and Boston College. He has led commercial efforts—including strategy, sales management, marketing, business development, and strategic partnerships—resulting in improved business results for market-leading and start-up healthcare companies.
  • Michael McCarthy

    Michael McCarthy

    From 1994–2004, Michael was the #1 Stock Market Timer in the United States. He now focuses on teaching entrepreneurship, sales, leadership, and public speaking. He developed the Leadership Sailing Program for MIT Sloan Executive Education in 2016 and is the founder of Boston Executive Training.

Certificates of Leadership Excellence

The Certificates of Leadership Excellence (CLE) are designed for leaders with the desire to enhance their business acumen, challenge current thinking, and expand their leadership skills.

This program is one of several CLE qualifying programs. Register today and get started earning your certificate.

Learn More