Duration 3 Days

Date: November 27-29, 2021


Program Partner

IMT MDP alumini from the Organizations like


  • Acquire a thorough knowledge of sales management and become the coach and sounding board for your sales force.
  • Understand the interaction between corporate and the sales strategies.
  • Discover ways to stimulate your sales force.
  • Expertly draw up a performance plan for your sales force.


  • Sales managers in a B2B or B2C environment and responsible for a team of account managers or sales representatives.
  • Professionals who would like to become a Sales Manager.
  • General Managers of smaller companies (MSMEs) and in charge of the day-to-day management of sales people.


You will be amazed by how ‘real world’ our approach is. Our academic knowledge of sales management is continuously being enriched with practical experience from the marketplace. And the IMT learning experience will see you drawing inspiration from lectures and lively interactions and discussions with your fellow participants. The program consists of three modules:

Module 1: Sales Management Framework
  • Managing your go-2-market strategy.
  • Analyzing customer portfolio management.
  • Dealing with channel management.
Module 2: Setting the right KPIs
  • Increasing productivity in your team.
  • Setting targets that are motivating and attainable.
  • Coaching your sales force in the right direction.
Module 3: Performance Management
  • Putting in place the right motivators.
  • Evaluating salesperson performance.
  • Salesforce reward strategy and metrics.

Certification recognised by Industry Leaders


Dr. Rakesh Kumar Singh

With over 25 years of sales management experience, Dr. Rakesh Kumar Singh brings in a unique blend of experience grounded in the eld, managerial practice, and academic research. He worked on many path breaking promotions in the print media space and executed prestigious new brand launches such as ‘Ei Samay’ in Kolkata.

His academic research interests are in the areas of sales force management, digital transformation of sales organization, self-leadership for managerial effectiveness, political skills, and sales performance drivers. Rakesh’s research has been published in leading marketing journals. Dr. Rakesh Singh is MBA from Birla Institute of Technology, Mesra and FPM from XLRI, Jamshedpur.

Dr. Deva Rangarajan

Director Center for Professional Selling at Ball State University - Miller College of Business

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