As a veteran of my company, I found attending Wharton has done a lot to juice my internal credibility, especially when I pull out the data and show the science behind it. I manage the corporate Enterprise Legal Management sales group for LexisNexis’s software division. One of the tools Wharton introduced was sales allocation software [used to determine how best to deploy your sales force]. Within my department I am using it to determine whether I want to strike a headcount in one division and reallocate it to another division as well as get funding for another spot. I ran the numbers and I expect to be able add about 10% in sales to my group.
I also plan to share what I learned about sales contest best practices with my peers and propose we restructure our sales contest culture. It’s clear from all the research and being at Wharton that having one big winner is the wrong philosophy. A better philosophy is to spread the wealth – to have more winners to keep people engaged.
I have recommended this program to everyone at my level and my boss. It was an invaluable program – a great combination of real data, real research, and then making it practical and applicable. It delivered tenfold on my expectations. This wasn’t just the right course; it was the best and the only course on sales leadership for me.”
The Leading the Effective Sales Force program has been very valuable to me, especially during the re-engineering of the route-to-market structure which I led in the Philippines early this year. The initial results have been amazing.”
Tommy Del Mar
National Sales & Trade Marketing Manager, Perfetti Van Melle
As a global technology company, Xerox continues to invest not only in industry-leading products and services, but also in its motivated, highly trained sales team. This class was outstanding, as it helped further strengthen my sales leadership. I’ve attended several business management courses, but this was the first directed to executive sales management and taught by academic faculty. It was well worth my time.”
Vice President, Sales Operations, Mountain West Operations, Xerox
Since I returned, we have been intensely reviewing and drafting changes to our sales model, applying some of the specific things that I learned at Wharton. One of the fundamental changes we made...was that we reduced the number of people helping our product-led services sales. We determined that it was only necessary to have a much smaller set of people supporting those sales and that the incremental amount of sales generated by all the additional people was so small that it did not justify the cost. Second, we refocused those resources on the services that would benefit from having additional sales resources.”
Sales Operation Manager, Global Technology Firm
I was recently promoted to VP of Sales, and I know that the Wharton Executive Education course was a factor in the CEO’s decision!”
VP of Sales, Technology Firm
Leading the Effective Sales Force was quite an experience, and my takeaway has given me plenty to work on in the next few months that I can implement into my sales force. It was hands down the best class I have ever taken, and I thought your presentations to the group, along with your other colleagues’, was second to none.”
Manager of Sales, Financial Services Firm