HBS@Work—The Executive Education Newsletter

Using AI to motivate employees and maximize productivity. HBS@Work - January 2020.

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Managing Sales Teams and Distribution Channels 03–07 Aug 2020 HBS Campus As digital technology continues to open up new distribution channels, customer demands—and sales strategies—are rapidly evolving. With multichannel networks becoming the norm, leaders must design a go-to-market strategy that sells the right products at the right time through the right combination of channels. In the Managing Sales Teams and Distribution Channels program, you will improve your ability to optimize sales outcomes by developing and managing a high-performance multichannel network and sales force.

Marketing & Sales EDITION

Faculty Insights  |  Related Programs  |  Participant Stories  |  Publication Spotlight  |  Upcoming Programs  |  Why Every Sales and Marketing Team Needs a "Boundary Spanner"  |  Getting Multichannel Marketing Right  |  Using Analytics to Align Sales and Marketing Teams  |  Competing in the Age of AI  |  HBS Certificate of Management Excellence  |  Comprehensive Leadership Programs FACULTY INSIGHTS Use Artificial Intelligence to Set Sales Targets That Motivate Finding the sweet spot between setting sales targets too low and too high is a difficult balancing act. But HBS professor Doug J. Chung, faculty cochair of our Managing Sales Teams and Distribution Channels program, has seen companies dramatically improve productivity after adopting advanced analytics. Success, he says, hinges on using the right amount of data to create the most accurate measures and leveraging management's confidence to foster employee buy-in. Read more. RELATED PROGRAMS Jun 21 21–26 Jun 2020 HBS Campus Strategic Marketing Management Learn More Jul 12 12–17 Jul 2020 HBS Campus Driving Corporate Performance: Aligning Scorecards and Structure for Strategy Execution Learn More Sep 27 27 Sep–02 Oct 2020 HBS Campus Driving Profitable Growth Learn More Dec 13 13–18 Dec 2020 HBS Campus CME ELIGIBLE Aligning Strategy and Sales Learn More → More Programs PARTICIPANT STORIES After attending Managing Sales Teams and Distribution Channels, I looked at the work of my salespeople from a different angle, evaluating whether their motivation reflects the company goals and what, if anything, I should change. I came to conclusions that I believe will increase sales in the very near future. Read more. Anna Panyukova Managing Director Prime Management, RUSSIA PUBLICATION SPOTLIGHT HBR's 10 Must Reads on Sales (including a bonus interview with Andris Zoltners) Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople. If you read nothing else on sales, read these 10 articles. Learn more. FEATURED RESOURCES Why Every Sales and Marketing Team Needs a "Boundary Spanner" They understand both the commercial imperatives and the IT mindset. Getting Multichannel Marketing Right Lessons from Nordstrom, SiriusXM, and others. Using Analytics to Align Sales and Marketing Teams If your customers are hearing different things from each team, they'll get confused. Competing in the Age of AI How machine intelligence changes the rules of competition HBS CERTIFICATE OF MANAGEMENT EXCELLENCE Your time is valuable. Make the most of it with the HBS Certificate of Management Excellence (CME), a targeted learning opportunity for rising leaders with ambitious goals. To earn the certificate, choose one program from each of three topic areas—leadership, negotiation and innovation, and strategy—and complete them within 36 months. COMPREHENSIVE LEADERSHIP PROGRAMS No matter what leadership level you've attained, our comprehensive leadership programs can help you lead and manage with greater vision, passion, and success. Each customized program provides the opportunity to earn full HBS alumni status, and is designed to build visionary leaders who can transform complex challenges into strategic opportunities. Advanced Management Program NEXT SESSION: MAR–MAY 2020 (Continuous Format) General Management Program NEXT SESSION: JAN–APR 2020 Owner/President Management NEXT SESSION: BEGINS 10 MAY 2020 Program for Leadership Development NEXT SESSION: JUL 2020–JAN 2021 HARVARD BUSINESS REVIEW UPCOMING PROGRAMS Leading Global Businesses 09–14 FEB 2020 Launching New Ventures 01–07 MAR 2020 Foundations of Private Equity and Venture Capital 08–11 MAR 2020 Private Equity and Venture Capital 11–14 MAR 2020 NEW PROGRAM Preparing to Be a Corporate Director 18–21 MAR 2020 NEW PROGRAM Competing in the Age of Digital Platforms 22–25 MAR 2020 CME ELIGIBLE Transforming Customer Experiences 05–08 APR 2020 CME ELIGIBLE Strategic Negotiations: Dealmaking for the Long Term 26 APR–01 MAY 2020 CME ELIGIBLE High Potentials Leadership Program 17–22 MAY 2020 Competing on Business Analytics and Big Data 31 MAY–05 JUN 2020 The HR-Executive Suite Connection 31 MAY–03 JUN 2020 CME ELIGIBLE Strategy: Building and Sustaining Competitive Advantage 31 MAY–05 JUN 2020 The Business of Entertainment, Media, and Sports 03–06 JUN 2020 CME ELIGIBLE Authentic Leader Development 07–12 JUN 2020 Leading Professional Service Firms 07–12 JUN 2020 Finance for Senior Executives (Modular Session) 16 JUN–01 JUL 2020 Strategic Perspectives in Nonprofit Management 12–18 JUL 2020 Making Corporate Boards More Effective 15–18 JUL 2020 Compensation Committees: New Challenges, New Solutions 19–21 JUL 2020 → View All Programs HARVARD BUSINESS REVIEW

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