Sales Operations and Management 

Program Overview

The Sales Operations and Management program equips current and aspiring sales leaders with the strategic, analytical, and operational capabilities required to design, manage, and optimize modern sales organizations.

Bridging strategy and execution, the program focuses on how sales leaders translate market insights into effective sales strategies—and ensure those strategies are executed with discipline across customers, channels, and teams. Participants will engage with practical frameworks, analytical tools, and leadership approaches that strengthen sales planning, resource allocation, and execution excellence in increasingly complex and competitive markets.

Details

Program Objectives:

By the end of the program, participants will be able to:

• Lead and coach sales teams to deliver consistent results and sustainable growth
• Develop and evaluate sales strategies grounded in market structure, competitive dynamics, and customer value creation
• Design effective sales territories, coverage models, and resource allocation plans
• Strengthen financial and business acumen to support informed sales decisions
• Optimize distributor, channel, and trade marketing performance
• Improve sales forecasting, execution discipline, and performance management

Key Benefits:

Participants will gain:

• Immediate applicability of concepts to real-world sales and commercial challenges
• Strategic clarity in aligning sales operations with organizational goals and growth priorities
• Practical tools and frameworks for sales planning, forecasting, and performance management
• Improved execution discipline across territories, channels, and sales teams
• Stronger financial insight to evaluate sales investments and trade-offs
• Enhanced leadership capabilities for coaching, motivating, and managing sales teams

 

Who Should Attend:

This program is designed for sales managers, sales operations leaders, business development managers, channel and trade marketing managers, and high-potential supervisors preparing for senior sales or commercial leadership roles. It is also suitable for general managers and functional leaders who work closely with sales teams and require a deeper understanding of sales operations and execution.