The Center for Sales Leadership is featured in the most recent Harvard Business Review!
by Suzanne Fogel, David Hoffmeister, Richard Rocco, Daniel P. Strunk
Source: Harvard Business Review
7 pages. Publication date: Jul 01, 2012. Prod. #: R1207H-PDF-ENG
A well-staffed sales function is vital to business success, but most MBA programs fail to offer any sales-related courses at all. As selling becomes more sophisticated and solutions-oriented, and good sales jobs go unfilled for lack of qualified applicants, the value of university-based sales education programs rises. But such programs face substantial barriers in gaining funding and recruiting talent. This, in turn, leads to a frustrating lack of scholarly research relevant to improving sales capabilities.
The authors, members of the marketing department at DePaul University, demonstrate that partnering with industry is the surest route to success in establishing sales programs and enhancing their effectiveness. They offer the experience of DePaul's Center for Sales Leadership to demonstrate that when businesses provide input to curricula and encourage their salespeople to contribute to classroom discussions, the benefits flow both ways. Furthermore, demand for sales courses is rapidly increasing: When the center was founded, in 2004, it hoped to enroll 90 students a year. Today about 700 per quarter enroll in its various sales courses.
Key findings of our 2011-2012 survey include:
Servicing undergraduate and graduate students, corporate partners and alumni, the Center for Sales Leadership continues to grow at an astounding rate. The program provides educated and motivated students with excellent opportunities in sales careers. Companies recruit qualified students from the program helping to reduce their recruiting and training cost, cycle time and turnover. Read more...