Sales Leadership

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

Target Participants:

Marketing Professionals, Industry experts

1. Registration fees include the following:

For all the participants:

• Classroom sessions
• Reading material
• Registration kit
• Internet and Library access
• Hard Copy Certificate for Course Completion at the end of the programme

Residential participants:

• Single occupancy AC rooms in the MDP hostel
  Check-in and check-out time: The earliest check-in time 3.00 pm (one day before program commencement
  The latest checkout time is 10.00 am (one day after program completion)
• Tea, breakfast, Lunch, dinner in working hrs.

Non Residential participants:

• • Breakfast, Working Lunch, tea & snacks

    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 offline MDPs close 2 weeks 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.