What you get from this programme

  • Get your skillset built

    Understand strategic aspects of sales through case-based learning

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  • Get hands-on experience

    Understand the key concepts related to digital sales: CRM, Inbound/Outbound Lead Generation, Lead Nurturing through Automation

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  • Learn from experts

    Enjoy world-class coaching from seasoned sales experts & top-notch IIM Indore & Jigsaw Academy faculties

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  • Become an expert sales professional

    Learn to adapt to an approach that’ll drive sales excellence and aid in upgrading sales strategy & management performance in a digital ecosystem

    READ MORE

Get your skillset built

Understand strategic aspects of sales through case-based learning

Get hands-on experience

Understand the key concepts related to digital sales: CRM, Inbound/Outbound Lead Generation, Lead Nurturing through Automation

Learn from experts

Enjoy world-class coaching from seasoned sales experts & top-notch IIM Indore & Jigsaw Academy faculties

Become an expert sales professional

Learn to adapt to an approach that’ll drive sales excellence and aid in upgrading sales strategy & management performance in a digital ecosystem

Programme curriculum

  • 1

    Sales 2.0 - How to sell effectively In The VUCA World

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  • 2

    Customer centricity in sales management

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  • 3

    Understanding sales process

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  • 4

    How to generate the right leads?

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  • 5

    Managing channel partners

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  • 6

    Managing sales team

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  • 7

    Emerging issues in sales management

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1 Sales 2.0 - How to sell effectively In The VUCA World

  • Impact of Covid on the sales approach
  • How to build enduring customer relationships virtually?
  • VUCA – Tackle Volatility, Uncertainty, Complexity and  Ambiguity

2 Customer centricity in sales management

  • Consumer journey mapping
  • Consumer Persona
  • Creating, communicating and delivering the value

3 Understanding sales process

  • Enhance your selling and persuasion skills
  • Steps in a sales process
  • Manage your competitors
  • Manage your competitors

4 How to generate the right leads?

  • Build a strong & diverse network
  • Develop partnerships and alliances
  • Convert cold calls to meetings
  • Effective communication with prospects
  • Proactively pursue your prospects
  • Manage the pipeline & generate accurate forecasts
  • Networking through social media (Linkedin)

5 Managing channel partners

  • Selecting and managing channel partners
  • Multichannel approach in sales management
  • Handle objections, concerns and constraints
  • ROI issues in managing channels

6 Managing sales team

  • Understanding sales team
  • Leverage your marketing team
  • Evaluating sales team performance
  • Managing individual in team
  • Build the right sales culture

7 Emerging issues in sales management

  • Managing diversity in sales management
  • Managing inbound vs outbound marketing
  • Technology in sales management
  • Ethics in sales management

Meet our faculty
  • Prof. Manoj Motiani

    Associate Professor of Marketing, IIM Indore

    Manoj has completed his Fellow Program in Management from IIM Ahmedabad. He has also won IFCI award for best thesis at IIM, Ahmedabad (2014). Prior to his PhD, Manoj has worked with Aditya Birla Group and Godrej. He has also taught subjects such as Marketing Management, Digital Marketing and SDM at IIM Ahmedabad, IIM Raipur and IIM Rohtak as a visiting faculty.

  • Bhaskaran Srinivasan

    Director (Academics)

    Bhaskaran Srinivasan leads the academic initiatives, design, and delivery programs at MaGE. As a certified EFQM and CMM assessor, he’s a Strategy Advisor for product startups. In addition to that, he’s also an accredited CEO Coach at the Coaching Foundation of India. Formerly, Bhaskar supervised operations at top MNCs like Robert Bosch India, Philips Innovation Campus, and Philips Electronics India Ltd.

  • Aditya Billore

    Associate Professor of Marketing, IIM Indore

    Aditya is a Fellow of the Indian Institute of Management Indore. He has about 11 years of teaching experience at various levels, and his teaching interests include STP, Advertising in new media and Experimental research designs in marketing. Aditya’s areas of research interest are Digital advertising and Consumer Behavior

  • Devayani Choubal

    Head – Enterprise Sales

    Devayani Choubal has over 29 years of experience in the field of Business Management and Sales, along with expertise in driving in massive clientele and expanding accounts as a Key Account Manager. She has also played a significant role in aiding talent transformation and corporate training partnerships with top MNCs, and in building strong and long-standing relationships with them. Devayani is also an alumnus of Welingkar Institute of Management (Bombay) and holds a Bachelor's degree in Engineering and Electronics from Jiwaji University, Gwalior.

  • Subin Sudhir

    Associate Professor of Marketing, IIM Indore

    Subin is an IIM Kozhikode alumnus and has worked with IIM Trichy, IFMR, Institute for Consumer Relationship Management (iCRM - Kuala Lumpur), Tata Elxsi Limited and Wipro Technologies.

  • Balaji VK

    Head – B2C Sales

    With over 18 years of experience in Sales and Training, Balaji has had successful stints with market leaders in the BFSI & Edtech sectors across India and International markets. He has the experience of setting up and managing large inside sales teams. At Jigsaw he is responsible for building and managing the Admissions team, pre-sales activities, and sales process for high-value executive programs as well as short-term certificate courses in Data Science & Emerging Technologies & Driving the B2C revenue numbers.

How to apply

Step 1
Fill out the application form
Step 2
Talk to our admission counselor
Step 3
Resume review
Step 4
Admission letter
Step 5
Enrolment

FAQS

What is the eligibility for the Executive Program in Strategic Sales Management?

Anyone with Graduation along with a minimum of 2 years of relevant work experience is eligible for the Executive Program in Strategic Sales Management.

Who can attend the program?

Aspiring Sales Professionals, Sales Professionals looking at upskilling in Strategic Sales Management, Individuals planning sales strategy and implementing sales force decisions.

What is the duration of the program?

The program is spread over 4 months with online live sessions by top-notch IIM Indore Faculty and seasoned Industry Experts from Jigsaw Academy.

Will there be any recorded sessions during the course of the program?

Since the Executive Program in Strategic Sales Management is a unique course that follows case study-based learning interventions, with frequent discussions with seasoned industry experts, it will purely follow the “online live sessions” format.

If I choose to withdraw my application for admission, will I be eligible for a fee refund?

The application fees and payments are non-refundable. In case of extenuating circumstances, a transfer to the next batch is possible however a batch change fee will be applicable. This transfer will be approved in genuine cases only.

Is there an availability of financial support, like loans?

Yes, we have tie-ups with established financial institutions in case students wish to opt for an education loan to finance the program fees. However, the loan disbursal and offers are from our loan partners and are dependent on your credit rating and details. Please contact us for details.

Do I need my own laptop?

The technology requirement shall be shared at the time of enrolment.

Who awards the certificate?

After the successful completion of the course, the candidate will be awarded a joint certificate from IIM Indore and Jigsaw Academy.

Would IIM Indore faculty be teaching this course?

Yes, part of the online classes would be taught by the expert faculty from IIM Indore.

Would I have to spend extra on books, online learning material, or license fees?

All the requisite learning materials will be provided online through the Learning Management System. You are free to purchase any reference books or materials, as may be recommended by the faculty.

Would the online video content be available to me after completion of the course?

The learning material, i.e. lectures and reading content, would be available to you for 12 months after the course ends (in addition to the course duration which is 4 months).

Can my company sponsor me?

We accept corporate sponsorships and can assist you with the process. Please contact us for details.

Do you extend discounts on any of the programs you offer at Jigsaw Academy?

We do NOT provide any discounts as the programs we offer are university programs. But from time to time, we do run some early bird offers for limited seats.

Further, do note that learners can avail of a bursary adjustment/waiver in case of an upfront lump sum fee payment. Do feel free to talk to our academic counselors to know more.

What are the 'Key Success Factors' that will make your learning experience an enjoyable and successful one?

  • Stable Internet Connection (With 50 MBPS Speed)
  • Time Commitment
  • Be present physically and emotionally in the classes
  • Active participation, open discussions with the experts will bring the best benefit
  • Actively find avenues to apply learnings from the sessions to your work life
  • You will have lots to read – please make the time to do so
  • Contribute to community learning for the benefit of the cohort through whitepapers, opinion pieces, other artifacts, forum participation etc.

Please share your feedback constantly – both the good and the bad. We promise to deliver a world-class training experience to our learners.

Will everyone who enrolled in the program be eligible for the Executive Education Alumni status of IIM Indore?

Only the participants who complete the program successfully will be eligible for the Executive Education Alumni status of IIM Indore.

Is there any fee that needs to be paid to register with IIM Indore Executive Education Alumni?

Participants who have successfully completed the program need to apply separately to register their name with IIM Indore Executive Education Alumni along with the necessary fee of Rs.1,000/- per person (for two years) and Rs. 10,000/- per person (for Lifetime).

What are the benefits of IIM Indore Executive Education Alumni Status?

The benefits of IIM Indore Executive Education Alumni include the following:

  1. Subscription to the brochures and newsletters from IIM Indore
  2. Access to the IIM Indore Campus Library (on-site access only)
  3. Official email ID of the institute