Join us for one of our upcoming sessions.
Sending multiple employees? This program is offered in a customized format for groups of 15+. Contact us for details.
Who Should Attend?
This program is for managers of frontline sales teams, as well as individuals preparing to move into a sales management role.
What You Learn
Ivey’s Sales Management Program focuses on the challenges that salesforce leaders are facing right now. The curriculum is always evolving, reflecting the insights from best practices, frontline feedback, and issues identified by experienced practitioners.
The focus on B2B means you are learning and networking with accomplished professionals from a variety of organizations and industries – people who are facing the same challenges. You will learn from them in the classroom, in small group discussions, and in conversations over meals.
Together with sales leaders from a wide variety of industries, you will tackle the issues and opportunities facing a modern sales team. You will leave the program with fresh ideas and knowledge, renewed energy, and a roadmap for moving forward immediately, with confidence.
Improving your salesforce transformational leadership abilities methods, to create organizational agility.
- Examine the elements of change management leadership.
- Identify strategies to help your organization accept the need for change and motivate support for new ideas.
- Methods to differentiate between behavioural, performance, and ability shortfalls in your team.
Taking an architectural perspective to multiple-customer-interface-touchpoints, and rethinking sales model designs.
- Examine customer interface design considerations, including the optimal salesforce role, as well as other touch points, such as inside sales, channel partners, etc..
- Examine the role of the sales manager as the market-strategy-implementation leader.
- Provide a structure and framework to guide infrastructure system design - including compensation system design.
Accelerating acceptance of change and innovation in the market to knock down obstructions to growth.
- Taking a strategic view of market structure to identify growth paths.
- Examine channel network behaviour, to align channel motivation and foster collaboration.
- Examine adoption reluctance patterns, and explore strategies to accelerate acceptance.
Strategies and tools to inspire higher performance in your account management team, and improve the return on salesforce investment.
- Methods to go beyond setting sales goals and targets, by gaining commitment to higher performance levels.
- Identify one-on-one salesforce leadership tools, such as influence, persuasion, coaching and development methods, to improve individual account manager performance.
- Creating management methods to improve your team’s sales funnel management.
How You Learn
This is Not about Text Books and Lectures
If you are having a hard time imagining yourself in a classroom again, keep in mind that the Ivey Sales Management Program is designed with busy leaders in mind. It is an engaging, interactive experience that draws on the vast perspectives that you and your classmates will bring to the program. Our real-world Case-Method of Learning is not about textbooks and lectures - it's about learning by doing. Using case studies you'll put yourself in the role of decision-maker and take on real challenges faced by real companies to gain practical hands-on experience. You'll come away with new knowledge and ideas that are directly applicable to your business and that will have immediate impact.
Create Immediate Impact
Throughout the program, you will create an action learning plan, tracking your learning outcomes and pinpointing specific initiatives to implement when you get back to the office. You leave knowing exactly how you will apply your new knowledge and skills, and a self-developed implementation plan to start your impact once back in the office.
“Great value for aspiring sales managers as you gain a better perspective of what your manager goes through and what their expectations are of you. Built my confidence for pursuing a sales manager role in the near future.”
Federal Express Canada Ltd.
“Recommend to any sales manager/representative. Opens your eyes.”
Regional Sales Manager
Yamaha Motor Canada Ltd.
Exceptional program and worthwhile investment in both time and money. Immediate takeaways that can be applied to Monday, along with the high-level strategy to better support planning.
Key Account Manager
“This course provides you with the framework and skills to take your career to the next level. For me, looking to make the jump into a management position, this gave me a leg up in taking the next step.”
Michael H. Taylor
Michael Taylor is a member of the marketing faculty at the Ivey Business School. He earned a BA in Economics from Western University. He earned an MBA from The Ivey Business School at Western University. He joined Ivey in 2009 after a successful 20 year management career in the private sector.
Prior to joining Ivey, Michael Taylor has 20 years experience in various management roles with large international companies. He has held a wide range of management and leadership positions, and has taught in executive education programs. His areas of experience include; marketing strategy, business-to-business marketing, sales management infrastructure, and account management in complex organizations. He has played a senior role in a wide range of complex projects including, for example; Key-Account Management for complex industrial customers, "System Usability" of Customer Relationship Management (CRM) systems, and repositioning service offerings from a reactive "break-fix" market position to a proactive "maintenance management" position.
Michael Taylor held progressively responsible positions during his career in the private sector finishing off as the Senior Manager of Strategic Development with Siemens Canada Ltd. He was with Siemens Canada Ltd. from 1998 to 2009. Before that he was with Westinghouse Canada from 1981 to 1998.
Where You Learn
London, Ontario, Canada
Housed in a Georgian manor situated on 30 beautifully landscaped acres of parkland, Ivey’s residential executive centre is minutes from Western University and the Ivey Business School.