Sales Leadership

About the Program 

This MDP focuses on enabling sales professionals to evolve into strategic leaders who can inspire teams, manage performance, and drive revenue growth in volatile and competitive environments. The program adopts an integrative approach—developing self-leadership, people leadership, and business acumen—using frameworks, case studies, and live interactions with industry leaders.

Pedagogy:

  • Case-based learning (Ivey/Harvard cases)
  • Workshops & roleplays (e.g., coaching, feedback, negotiation)
  • Industry talks
  • Peer-based reflections and leadership journaling
  • Strategic planning toolkits and analytics walkthroughs

Participants will be able to:

  • Build self-awareness and emotional agility to lead in uncertainty
  • Create high-performing, motivated sales teams
  • Design and execute scalable, data-informed sales strategies
  • Develop a customer-centric and growth-oriented mindset
  • Learn from real-world sales leadership practices across sectors

Module 1: Leading Self – Building the Foundation of Sales Leadership

Themes Covered:

  • The evolving identity of a sales leader
  • Self-awareness and emotional intelligence in sales
  • Personal values, leadership styles, and authenticity
  • Building resilience, grit, and adaptive mindset
  • Leading through ambiguity and market disruption

Module 2: Leading Teams – Driving Motivation and Performance

Themes Covered:

  • Creating high-performance sales cultures
  • Motivating diverse sales teams across geographies
  • Coaching and mentoring techniques for sales managers
  • Managing performance and accountability
  • Building trust, communication, and engagement
  • Aligning individual and team goals to organizational vision

 

Module 3: Leading Strategy – Driving Growth at Scale

Themes Covered:

  • Strategic thinking in sales: segmentation, targeting, positioning
  • Data-driven decision-making and sales analytics
  • Territory design and key account management
  • Building scalable go-to-market (GTM) models
  • Leveraging CRM, AI, and digital tools in sales
  • Cross-functional collaboration for growth execution

Sales Professionals

  1. Registration fees include the following:

    For all the participants:

    • Online sessions
    • Online study material
    • Certificate for course completion

Registration Terms & Conditions:

A. Upon payment of program fees registrations are tentatively confirmed. The final confirmation on the commencement of the program shall be communicated latest 2 weeks before (offline program) & 1 week before (online program) for the scheduled start date of the program.
B. Refund policy
Fees once paid can be adjusted up to 1 financial year against future nominations only. In case a course is canceled on account of inadequate participation or any other unforeseeable reasons, the participants will be informed of the cancellation by e-mail or Fax and the fee will be refunded. IIM Mumbai will not be liable for any other expenses incurred by the company or the participant. Any transaction fee will not be refunded.

C. IIM Mumbai is not responsible for any other expenses borne by the participants due to rescheduling/cancellation of its MDPs

D. Registration deadline: Registrations for online MDPs close 1 week prior to start of program

2. Individual Registration

If you wish to register & make payment, please click here Register

3. Company-sponsored / Bulk Registration:

    • In the case of company-sponsored candidates, please share the nomination list and GST details to program@iimmumbai.ac.in for invoice generation.

      Download the INVOICE DETAILS FORM

    • Note: Discount is applicable for 5 or more participants from same organization against invoice.

Course Details

Mode Online / Virtual
Duration 18Hrs.
Programme Dates Jul 27, 2026 to Jul 29, 2026
Program Coordinators Prof. Sanjeev Verma, Prof. Vartika Srivastava

Download Brochure

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