Can Graduate Education Solve a Pending Sales Leadership Crisis?

Brad, a Sales Director for a design firm providing solutions for industrial precision applicators, was frustrated. During a focus group to understand challenges facing today’s sales leaders, he realized traditional university degrees don’t provide sales leaders with the skills and knowledge they need.
“My difficulty with education for sales leadership is that the few courses offered in MBA programs are quite limited in scope.”
Many of the other leaders present agreed – there just wasn’t enough built into typical MBA or EMBA programs for sales managers to truly benefit. MBA programs don’t offer the practical and relevant sales leadership skills to justify their steep tuition. Yet many sales managers need to develop context-specific business and leadership competencies.
Why the Focus on Closing a Sales Leadership Development Gap?
Today’s sales leaders face a fiercely competitive environment in a constant state of flux. The environment contains rapidly changing competitors and technology, more demanding and knowledgeable customers,