Executive Access: Designing and Managing the Sales Force of the Future

Developed in response to intense client demand, our Executive Access series of short programs provides you with immediate, actionable insights in an accessible format. The next program in the series is Designing and Managing the Sales Force of the Future taught by Miklos Sarvary, the Carson Family Professor of Business and the faculty lead for the Media and Technology Program at Columbia Business School.

Designing and Managing the Sales Force of the Future

Date: August 4, 2021
Time: 12–3 p.m. ET
Fee: $450
Format: 3 hours, live online

This program earns 1/2 a certificate credit. Learn more.
Participants of our Executive Access series receive a $450 credit towards any future multi-day executive education program.

Program Overview

The effectiveness of sales teams is often critical to an organization's success. Having an internal sales force also represents a large fixed cost to the firm, making it imperative for executives to make the right decisions when designing and managing sales teams. Most recently, salespeople have also needed to develop additional skill sets in digital technologies, allowing them to build client relationships in a virtual environment during the ongoing pandemic.

In this three-hour workshop, learn about the key principles that help you build and manage an efficient sales force for the future. You’ll learn how to determine the right size of your sales force, what responsibilities and flexibility the teams should have, and how you can efficiently motivate and compensate them.

Learning Outcomes

✓ Determine the right size of your internal salesforce and how to set sales quotas

✓ Identify what proportion of your salespeople’s compensation should be results-based

✓ Learn how the pandemic has changed sales force design and management

✓ Get equipped to motivate salespeople beyond monetary incentives

✓ Find out if salespeople should have a say in pricing strategies


  • Sales Force Compensation
  • Sales Force Motivation
  • Setting Sales Objectives
  • Sales Force Allocation


» Download the program schedule here.


Miklos Sarvary
Carson Family Professor of Business
Faculty Lead, Media and Technology Program
Columbia Business School

Miklos Sarvary's research focuses on media and information marketing. His most recent papers study ad blocking, online marketplace design, and content bundling on social media. Previously, he worked on user-generated content, online and mobile advertising, and media and telecommunications competition. Sarvary has taught executive courses and consulted in various parts of the world for large corporations, including IBM, INTEL, Nokia, Alcatel, Samsung, Pearson, McKinsey & Co., Dun & Bradstreet and PwC.


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