Strategic Sales Management: Building Competitive Advantage Through Value Creation

May 3, 2017 - May 4, 2017 | 8:30 am - 5:00 pm

The James B. Henry Center for Executive Development


May 3-4, 2017

Program Introduction

Success in today’s hyper-competitive customer-centric environment demands a strategic mindset. Too often, sales are approached from a purely operational or tactical perspective. Competitive advantage is built by creating superior customer value, which requires understanding and aligning with customers’ strategies. Thus it follows that a firm’s sales leadership should be integrally involved in strategy formulation. This program is designed to provide participants with the knowledge and tools required to direct the sales function strategically, enabling the firm to build the market-based capabilities needed for business success.

Key Learning Outcomes

After attending this program, participants will be able to better:

  • Understand the purpose and elements of sales strategy and its relationship with business and marketing strategy
  • Analyze customer segments and develop appropriate selling strategies for each
  • Identify and respond to dynamics in the macro environment, competitive landscape, and channels of distribution
  • Formulate effective sales management strategies that build competitive advantage by creating, communicating, and delivering superior customer value
  • Address ramifications to sales force structure, recruiting & selection processes, training & development practices, and control & evaluation systems


Dr. Doug Hughes

Who Should Attend

This program is designed for managers and executives who define and communicate the strategic direction of sales for their organization, manage sales and distribution, recruit and develop sales talent, and budget for these activities. Directors, vice presidents, general managers, regional managers and senior leaders in the sales function would be ideal candidates for this program.


Kristin St. Marie


$2395 – full tuition (includes materials, meals and certificate of completion)
$1995 – early bird registration (deadline April 10, 2017)

Register for Program