Program Introduction

Become a strategic partner by maximizing revenues and organizational value.



Sales skills are more important than ever as your customers’ needs are changing rapidly. Rotman has partnered with the Canadian Professional Sales Association to offer Enterprise Sales Management, a four-week online program that will help you develop the skills to evolve into an indispensable strategic partner who can reduce competitive threats, strengthen client retention, and maximize the return generated from time invested in managing multiple accounts.

We take an analytical approach to sales. Over the course of the four weeks, you’ll learn how to build strategies with key clients based on the value they seek, whether it is stated outright or not, calculate probable returns on investment, build strategies to maximize it with key accounts, and conduct a detailed analysis of the relevant market segments using five separate criteria.

Over eight weeks you will:

• Build a detailed annual business review
• Develop a detailed profile of one of your key accounts and build a strategic plan to optimize efficiency and effectiveness for it
• Selectively identify and target key accounts to approach for new business development based on a matrix rating of their attractiveness vs the value you have to offer

I need this program because:

• I want to strengthen my organizational contributions and influence for maximum results
• I am a “people person” but I want to be more strategic and analytic in my approach to sales
• I want to close the gap between sale projections and results by more efficient use of my time

This program is meant for

Sales professionals, entrepreneurs and non-sales senior managers and leaders looking to drive results by gaining strategies to elevate partnerships and long-lasting relationships with clients.

Flexible Learning Design during COVID-19

Don’t feel alone while you learn online. We’ve designed this program to respect both the current challenges of working from home while maintaining and building connections with a class of your peers across different industries and organizations. You’ll still gain the networking and learning benefits of our in-class programs while learning from the comfort of your own home with a schedule adapted to your current needs.

Program Structure

Each week includes a 2.5 hour live virtual session + 4-5 hours of self study and course work

Week 1: Building Blocks

Week 2: Strategic Account Management

Week 3: Strategic Key Account Sales Process

Week 4: Final Assignment & Course Wrap-Up