Managing Sales Teams and Distribution Channels
Lead sales teams, optimise channels, and design customer-centric distribution to drive revenue growth.
I am interested in this programme for
3 Days
₹ 1,20,000 + Taxes
Financing options available
On-campus
- Overview
- Programme Highlights
- Curriculum
- What You Will Gain
- Is This Programme For You?
- Faculty
- Testimonials
- FAQs
- Contact Us
Overview
Sales environments are becoming more complex, with shifting customer expectations, expanding channels, and rising pressure to deliver growth efficiently. Leaders must balance existing relationships with new routes to market while controlling the cost of sales. The Managing Sales Teams and Distribution Channels programme equips professionals with the frameworks to decode the sales process, manage and motivate sales teams, and design customer-centric distribution strategies that align resources with emerging opportunities.
In India (FT Global MBA Ranking 2025)
In Asia (FT Executive Education Open Ranking 2025)
Programmes Delivered
Leaders Nurtured
Key Takeaways
The programme equips you to:
- Create customer-centric distribution strategies tailored to your market
- Use behavioural economics to understand and manage the cost of sales
- Identify new customer value stacks and emerging growth opportunities
- Strengthen stakeholder mapping to design effective competitive sales strategies
Intensive Campus Learning
Experience high-impact on-campus learning that blends faculty insight, team activities, and applied frameworks for sales and distribution excellence.
Diverse Insights
Gain diverse perspectives from peers across industries to refine sales thinking, channel decisions, and customer engagement approaches.
World-class Curriculum
Engage with a world-class curriculum grounded in behavioural economics, sales enablement, channel strategy, and growth-oriented frontline design.
Real-world Case Studies
Learn from real-world case studies that illustrate effective sales leadership, channel design, and customer-centric distribution strategies.
Examine evolving go-to-market landscapes and learn how to build a customer-centric distribution strategy. Explore behavioural economics to manage the cost of sales and gain insights into new customer value stacks that deliver differentiated benefits.
Understand the feeling economy and how stakeholder mapping strengthens competitive advantage. Learn innovative approaches to compensation, motivation, and sales enablement, and participate in a team activity to apply these concepts.
Identify challenges that hinder sales and distribution alignment and explore how to embrace change without disrupting effective legacy models. Apply concepts through hands-on activities and converge ideas to strengthen organisational agility.
What You Will Gain
Is This Programme For You?
This programme is ideal for professionals driving sales growth and channel performance:
- Suited for regional sales managers, channel managers, and key account leaders
- Relevant for mid–senior managers overseeing business and go-to-market strategy
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Beneficial for founders, entrepreneurs, and marketing or operations leaders managing revenue and partner networks
Programme Eligibility: Diploma/Bachelor’s degree (10+2+3/4) or equivalent from a recognised university; Minimum 5 years post-degree work experience.
Rishikesh Sarma Nittala
Chief of Staff, Swop Engineering Pvt. Ltd.
Varun Ghai
Unicare Fire Safety India Pvt. Ltd.
Ashwin Menon
Director Business Development, Gasvigil Technologies Pvt. Ltd.
ISB Executive Education programmes are designed for working professionals across career stages who are looking to accelerate their leadership impact, deepen domain expertise, or prepare for broader organisational responsibilities.
Our participants typically include:
- Mid-career professionals seeking functional depth or cross-functional growth
- Senior managers preparing for enterprise-level leadership roles
- CXOs and business owners looking to sharpen strategic thinking and future-ready capabilities
Time commitment varies by programme format and duration. Short-format programmes usually require a few hours per week over several weeks, while long-duration programmes may involve a higher weekly commitment over several months.
The learning experience typically includes:
- Live online sessions and/or in-person classroom sessions
- Asynchronous learning modules and readings
- Faculty-led discussions and case-based learning
- Individual assignments, group projects, and capstones
- Peer learning with a diverse cohort of experienced professionals
What are the programme fees, and are instalment or financing options available?
Payment options may include:
- One-time full payment
- Instalment plans
- Employer sponsorship or corporate invoicing
Know more about financing options here.
On successful completion of a programme, participants are awarded an official certificate issued by either ISB Executive Education or ISB Online, depending on the programme, recognising their professional development and learning achievement.
- You will receive a digital certificate for each certificate you earn. These can be shared with your organisation, potential employer, schools, or on your social media profile.
- Depending on the programme, you will also receive digital merit badges for each module you complete in your course journey. These digital badges can also be shared on social media to indicate progress.
Note: Certificate eligibility is subject to meeting attendance and assessment requirements specified by each programme.
