Recognising that economies emerging from the recent downturn will seek to optimise their sales channels, Harvard Business School (HBS) will start a new executive education program in January 2011 titled “Aligning Strategy and Sales.” The programme is designed to accelerate participants' ability to implement strategies for profitable growth, by co-ordinating selling behaviours with strategic objectives.

Senior Lecturer in HBS’s Entrepreneurial Management Unit, Frank Cespedes, will lead the course in which participants will examine the relationship between business strategy and field go-to-market activities. Ultimately, they will leave the programme with tailored sales initiatives to be in stride with company-wide values and customer requirements.

Teams as well as individuals are encouraged to attend, but specifically HBS highlights that the programme is appropriate for decision makers who are responsible for defining, managing, and measuring a company's go-to-market strategy and sales efforts.

The program will take place on January 16-21, 2011, and in addition to Cespedes, the teaching faculty also includes Professor David Collis, Professor John Gourville, Professor Linda Hill, Professor Das Narayandas and Professor Robert Simons.

 

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