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 digital 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
Considering this program?
February Schedule
Participate live online or on campus.
Join us in February for a unique hybrid offering of this popular program, with participants attending simultaneously on campus and live online (over Zoom).
- Register for live online: Enter our state-of-the-art classroom from the comfort of your home or office. You will be fully integrated into the program experience, with the ability to see, hear, contribute, and network alongside your in-person counterparts.
- Register for on-campus: Learn and collaborate in our classroom space in the heart of the historic Harvard campus. Your experience will be augmented by the opportunity to network—both in-person and virtually—with colleagues from around the country and the world.
Day 1
- Lead Yourself: Career Goals and Strategy
- Championship Culture
Day 2
- Lead Your Direct Reports
- Persuasion Equation
July Schedule
Day 1
- Lead Yourself: Career Goals and Strategy
- Championship Culture
Day 2
- Lead Your Direct Reports
- Persuasion Equation
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.
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.
