About Programme


Programme Start Date & Duration

September 09, 2020 | 4 weeks

Programme Fee

72,000 + GST @ 18%

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How does this online programme help?

This is executive education redesigned for a radically different world. This programme blends the discipline of the on-campus experience that ISB is renowned for with our global faculty and advanced curriculum. You will gain immediately applicable advanced skills, relevant for the uncertain times we live in. With 2 modules per week, each session will last for 90 minutes.

LIVE Virtual Classrooms



Awarded by the Centre for Executive Education at ISB, a prestigious B-School ranked among the best in the world, this certificate will be another addition to your accomplishments.

Research-Based Teaching

Learn at India’s most research-productive B-School. Gain advanced methodologies to conduct research that holds potential for transformative insights.

Alumni network

Gain exclusive access to premium learning events, speaker series, conferences, and learning sessions and expand your network with ISB’s 40,000+ high-performing alumni community.



Real-world application

Learn real-world skills that you can immediately apply to initiate transformation at your organisation, giving it a distinct advantage over competitors.

Who should attend?

The programme is best suited for national sales force leaders, and leaders responsible for specific geographies, countries or product lines. CXOs responsible for top-line growth and profitability, general managers responsible for marketing and sales, and enterprise and national leaders responsible for sales, CEOs, heads of startups and MSMEs also stand to gain from attending the programme.


  1. Develop new sales models to lead at a time of crisis
  2. Learn to orchestrate richer customer experiences
  3. Understand how to structure your sales teams differently
  4. Build a sales force culture driven by effectiveness at its core
  5. Gain the ability to identify actionable insights from large data sets
  6. Bridge the gulf between longterm strategy and execution

Module 1

  1. Learn how to deal with cascading change from strategy to execution, across multiple drivers for sales force effectiveness
  2. Understand the impact of change on sales force structure and channel strategy
  3. As we move from the shock of the crisis to operating in uncertainty, learn how to balance long-term planning with contingency development and flexibility

Module 2

  1. Understand the changing behaviour of buyer organisations
  2.  Mould the engagement process to markets and customer segments
  3. Ensure seamless integration between marketing and sales 

Module 3

  1.  Structure, scale and deploy sales resources more effectively
  2. Discover how to work better with channel partners
  3. Learn how digital channels can become force multipliers

Module 4

  1. Successfully coach and motivate salespersons for an omnichannel scenario
  2. Help existing salespersons succeed in the new environment 
  3. Understand the changing role of a sales manager in this environment

Module 5

  1.  Study the need to modify incentive plans based on go-to-market strategy
  2. Assess the feasibility of non-monetary incentive programmes
  3. Relearn how to engage and motivate teams for high-pressure scenarios

Module 6

  1. Learn through real-life examples. For e.g., analyse which channels are working best and should be focused on more
  2.  Enhance organisational ability to make better decisions at all levels
  3.  Learn how an AI-driven approach to decision making is helping organisations

Module 7

  1. Achieve a virtuous balance between activities and outcomes 
  2. Discover how to move across stages of customers engagement before a deal closure 
  3. Learn about KPI tracking before a deal has been closed successfully

Module 8

Participants will form teams to address a business challenge through frameworks learnt in the programme. This exercise will enable participants to reflect on key learnings, followed by a wrap-up session.