Strategic Sales Management

March 6–7, 2019 $2,850
July 24–25, 2019 $2,850

Great salespeople are critical to the performance of an organization. This success depends on sales managers and their capabilities to effectively set goals, select and coach their team, and integrate within the larger organization.

In this intensive Strategic Sales Management program, you will explore characteristics of exceptional sales management, and learn how you can boost your organization's success through your role as a sales manager in both business-to-business (B2B), and business-to-consumer (B2C) settings.

Through highly interactive sessions and discussion guided by both the instructors and peers, you’ll learn proven sales management strategies and techniques to lead yourself, your direct reports, and your organization.

From designing your sales goals and structure, coaching your direct reports, and aligning motivation with compensation programs, this Strategic Sales Management program will provide the approaches and techniques you need to consistently drive high performance from your sales team.

Program Benefits

  • Explore proven methods to effectively design, lead, and manage a sales organization
  • Learn techniques to drive your own professional growth and career development
  • Analyze your most urgent and important sales management issues, drawing from knowledge and experience from instructors and colleagues
  • Explore techniques for more effective hiring, coaching, and recognition programs
  • Review and enhance your sales strategy
  • Examine sales metrics
  • Decide on actions to upgrade your sales management performance in your areas of greatest opportunity
  • Earn a Certificate of Participation from the Harvard University Division of Continuing Education

Topics Covered

  • Top ten characteristics of high performing sales managers
  • Establishing your career goals and strategy
  • Designing your sales organization goals and structures
  • Creating a high-performance sales team through recruitment, selection, and hiring
  • Coaching and developing salespeople
  • Fostering a championship culture for your sales team

Who Should Enroll

Professionals who want a systematic review of proven strategic professional sales leadership and management approaches in a highly interactive (not only lecture) format. Expect to learn from both the expertise of your instructors and the shared experiences of your fellow sales management participants. 
The 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

Program Information

Program Dates

March 6–7, 2019
Instructor John Westman, Michael McCarthy
July 24–25, 2019
Instructor John Westman, Michael McCarthy

Class Times

Programs run from 9 am to 5 pm.

Program Fee

2019 Program Fee: $2,850


One Brattle Square
Harvard University
Cambridge, Mass.


John Westman is a practitioner and teacher of strategic sales management. Westman has led commercial efforts—including strategy, sales management, marketing, business development, and strategic partnerships—and is a co-founder of Novellus Inc., a biotech startup. Prior positions include general manager and vice president of marketing and sales for companies in dermatology, pharmaceutical information, dialysis equipment, and dialysis services. John led U.S. and global marketing and sales training at Baxter Healthcare's Renal division and started his career at a Bain Consulting & Baxter consulting firm.

Michael McCarthy is a serial entrepreneur, who focuses on teaching entrepreneurship, sales, leadership, and public speaking. From 1994–2004, he was the #1 Stock Market Timer in the United States and raised $100 million in client assets with an inbound marketing referral program he developed. Michael founded Budi Products in 2010, a food company designing brain-healthy gourmet snacks which was acquired in 2015. He developed the Leadership Sailing Program for MIT Sloan Executive Education in 2016 and is the founder of Power Speaking Coach, a Boston based consulting firm.