Kellogg Sales School

Accelerate your sales career in 5 months, online

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Course Dates
DEADLINE EXTENDED

Course Duration

DURATION

5 Months, online
15–20 hours per week

Course Duration

Pay Nothing While You Learn. Financing Options Starting at US$25/month.
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Advance Your Career in Sales

What do Warren Buffett of Berkshire Hathaway, Anne Mulcahy of Xerox and Cisco’s Chuck Robbins have in common? They are all Fortune 500 CEOs who started out in sales. If you are coachable, driven to learn, effective in communicating, and incredibly hard-working, sales can be lucrative for you now and in the long run prove to be an outstanding launchpad for an exciting and dynamic career.

The Kellogg Sales School is designed and delivered by the powerhouse faculty—Professor Craig Wortmann, who has helped the world's largest and most successful organizations in developing and fine-tuning their sales talent. Professor Wortmann is supported by a blockbuster lineup of distinguished industry experts, who impart their extensive knowledge and practical experience throughout the program.

Over the course of five months, you will learn the sales process from scratch, including techniques to improve both conversions and customer relationships. Additionally, you will get a chance to specialize in one of three high-growth sales fields—entrepreneurial selling, selling healthcare, or selling technology.

346,000

Unique U.S. sales representative job postings in the last year

Source: EMSI Data, May 2021

+10%

Growth in sales jobs projected in the next nine years

SOURCE: U.S. Bureau of Labor Statistics, May 2020

$102,191

The average annual salary package for a sales representative in the U.S.

Source: Indeed.com, August 2021

High-Level Program Takeaways

  • Build your sales knowledge, skill, and discipline as a salesperson and create a roadmap to fast track your sales career and personal success now and in future roles.
  • Build a personal Sales Toolkit to help you qualify fast, ask the right questions, and close the deal, giving you the confidence to show up and stand out in every room, every Zoom.
  • Develop a powerful personal brand that is magnetic and unstoppable and produces your signature selling style.
  • Model a mindset that will prioritize growth and help people make progress in their lives.

Who Is This Program For?

If you operate in any sales capacity—whether you are an early sales professional, leading a sales team, or interested in moving into a sales career—this program is designed for you. If one of these profiles describes you, join us!

  • Entry-level sales professionals and job seekers looking to gain a comprehensive understanding of the field and starting their sales career.
  • Career switchers looking to boost their sales career and gain better growth trajectories.
  • Entrepreneurs in small ventures looking to develop a strong sales engine and scale revenue.

Why Choose This Program?

  • Gain access to a 50-Tool Personal Sales Toolkit that will help you create your unique selling style.
  • Interact with world-renowned thought leaders, CEOs, and sales experts.
  • Learn in real-time through three live interactive sessions with powerhouse faculty, Craig Wortmann.
  • Unlock networking opportunities with global peers, industry experts, and inspirational salespeople.

Program Modules

Module 1:

Cultivating a Growth Mindset

Cultivating a Growth Mindset Define a growth mindset and recognize how it supports successful learning and selling. Distinguish the three pillars of sales performance: knowledge, skill, and discipline. Apply research-based techniques for effective studying and transferrable learning.

Module 2:

Sales Is Progress

Discover the history of sales, the best-known sales processes, unique characteristics of the sales role, and the Entrepreneurial Sales Process used in Kellogg Sales School.

Module 3:

Deliberate Practice

Recognize the difference between deliberate practice and repetitive practice, the necessity of feedback and coaching, and how to create achievable sales goals.

Module 4:

Plan to Win

Create a plan to win prior to customer engagement. Practice managing raw customer data and transitioning it into a deliberate approach for one precise customer persona, complete with a new elevator pitch and competitive talking points.

Module 5:

Networking Readiness

Cultivate powerful networking skills and techniques to drive meaningful conversations with potential customers. Develop readiness for networking situations, and codify the follow-up process for capturing insights in your personal or professional CRM database.

Module 6:

Proactive Pursuit

Identify the planning process for a successful sales pitch and for creating and maintaining client relationships (cold calling, cold emailing, and competitive talking points).

Module 7:

Running High-Impact Meetings

Learn valuable strategies for running high-impact, memorable meetings, both with customers and internally. Practice the discipline of running sales meetings that yield tangible value and strengthen relationships.

Module 8:

Questions and Conversations

Design and lead conversations that leave your customers feeling heard and respected. Make space for trust by differentiating between the three levels of listening and learning how to effectively handle customer objections.

Module 9:

Storytelling—What's Your Story?

Recognize the powerful influence of stories and how they can be used throughout your sales process. Organize stories you currently use, and find future stories that can be adopted as effective tools of persuasion.

Module 10:

Storytelling—Tell Your Story

Sharpen your storytelling techniques to allow for precise messaging, clarity about the business arc, and a smooth listener journey. Practice infusing your stories with emotion while keeping them crisp and impactful.

Module 11:

Presenting With Panache

Employ elements of persuasion in powerful and compelling sales presentations. Create captivating visuals to accompany impactful sales presentations. Identify and practice performance characteristics that enhance your ability to share your message.

Module 12:

Show Up, Stand Out, Break Through

Build sales tools that will help you stand apart as a seller—within a company and with clients. Create a plan for team selling situations and networking within an organization.

Module 13:

Negotiating and Closing

Employ negotiation strategies to build trustworthiness and overcome bumps and obstacles along the way when closing a sales deal.

Modules 14 and 15:

Entrepreneurial Selling, Selling Healthcare, or Selling Technology Specializations

Design specialization-specific tools under the guidance of industry experts to become an exceptional entrepreneur, healthcare sales professional, or technical SaaS salesperson.

Module 16:

Generating Positive Energy

Develop tools to harness your positive energy, a power asset that is necessary for driving growth and effective sales solutions.

Module 17:

Building Your Personal Brand

Identify the impressions and impact you want to make through your personal brand. Develop practical strategies for encompassing your personal brand via in-person and virtual professional relationships.

Module 18:

Putting It All Together (Capstone)

Mark the end of your Kellogg Sales School journey by completing your capstone project: a ready-to-go sales portfolio consisting of win book records, interview readiness tools, and a demonstration of growth and sharpened presentation skills.

Module 1:

Cultivating a Growth Mindset

Cultivating a Growth Mindset Define a growth mindset and recognize how it supports successful learning and selling. Distinguish the three pillars of sales performance: knowledge, skill, and discipline. Apply research-based techniques for effective studying and transferrable learning.

Module 10:

Storytelling—Tell Your Story

Sharpen your storytelling techniques to allow for precise messaging, clarity about the business arc, and a smooth listener journey. Practice infusing your stories with emotion while keeping them crisp and impactful.

Module 2:

Sales Is Progress

Discover the history of sales, the best-known sales processes, unique characteristics of the sales role, and the Entrepreneurial Sales Process used in Kellogg Sales School.

Module 11:

Presenting With Panache

Employ elements of persuasion in powerful and compelling sales presentations. Create captivating visuals to accompany impactful sales presentations. Identify and practice performance characteristics that enhance your ability to share your message.

Module 3:

Deliberate Practice

Recognize the difference between deliberate practice and repetitive practice, the necessity of feedback and coaching, and how to create achievable sales goals.

Module 12:

Show Up, Stand Out, Break Through

Build sales tools that will help you stand apart as a seller—within a company and with clients. Create a plan for team selling situations and networking within an organization.

Module 4:

Plan to Win

Create a plan to win prior to customer engagement. Practice managing raw customer data and transitioning it into a deliberate approach for one precise customer persona, complete with a new elevator pitch and competitive talking points.

Module 13:

Negotiating and Closing

Employ negotiation strategies to build trustworthiness and overcome bumps and obstacles along the way when closing a sales deal.

Module 5:

Networking Readiness

Cultivate powerful networking skills and techniques to drive meaningful conversations with potential customers. Develop readiness for networking situations, and codify the follow-up process for capturing insights in your personal or professional CRM database.

Modules 14 and 15:

Entrepreneurial Selling, Selling Healthcare, or Selling Technology Specializations

Design specialization-specific tools under the guidance of industry experts to become an exceptional entrepreneur, healthcare sales professional, or technical SaaS salesperson.

Module 6:

Proactive Pursuit

Identify the planning process for a successful sales pitch and for creating and maintaining client relationships (cold calling, cold emailing, and competitive talking points).

Module 16:

Generating Positive Energy

Develop tools to harness your positive energy, a power asset that is necessary for driving growth and effective sales solutions.

Module 7:

Running High-Impact Meetings

Learn valuable strategies for running high-impact, memorable meetings, both with customers and internally. Practice the discipline of running sales meetings that yield tangible value and strengthen relationships.

Module 17:

Building Your Personal Brand

Identify the impressions and impact you want to make through your personal brand. Develop practical strategies for encompassing your personal brand via in-person and virtual professional relationships.

Module 8:

Questions and Conversations

Design and lead conversations that leave your customers feeling heard and respected. Make space for trust by differentiating between the three levels of listening and learning how to effectively handle customer objections.

Module 18:

Putting It All Together (Capstone)

Mark the end of your Kellogg Sales School journey by completing your capstone project: a ready-to-go sales portfolio consisting of win book records, interview readiness tools, and a demonstration of growth and sharpened presentation skills.

Module 9:

Storytelling—What's Your Story?

Recognize the powerful influence of stories and how they can be used throughout your sales process. Organize stories you currently use, and find future stories that can be adopted as effective tools of persuasion.

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Capstone Project

Create a ready-to-go sales portfolio consisting of an interview preparation checklist to codify your skills and unique value you bring to the interview; a Win Book that records testimonials, emails, stories, and journal entries about the program experience; a narrated video of a success story and a failure story; and a five-minute video presentation teaching a concept of the program to someone else.

Build Your Own Personal Sales Toolkit

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2x2 Feedback Model Tool

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Plan to Win Tool

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Story/Matrix Tool

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Sales Agenda Tool

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Impact Questions Tool

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Team Selling for Impact Tool

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Proposal as Prototype

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C-Suite Conversation Tool

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Proactive Pursuit Checklist

Sales Specializations

Unique to the learning experience in the Kellogg Sales School is the highly specialized training you receive for your particular field or business line of interest. Led by industry experts, specialization tracks prepare you to develop a signature selling style that will yield you more wins and deepen your industry relationships. Select one of the three specialization tracks ahead of time.

Descriptive text for the sales specializations

Selling Healthcare Track

Analyze forces that impact consumer behavior in the healthcare industry to develop an effective sales strategy. Outline key elements that drive demand for patient-centric healthcare to better understand the needs of the organization. Identify key stakeholders and opportunities for strategic partnerships to enhance healthcare sales. Identify a strategy to gain key skills to land a range of healthcare sales jobs.

Descriptive text for the sales specializations

Selling Technology and SaaS Track

Identify how digital transformation priorities rise to the level of business transformation priorities. Master the customer-buyer interaction in the context of the role of selling in technology. Practice using a three-pronged selling approach specific to technology. Discover and develop your unique skills for selling successfully in the technology space.

Descriptive text for the sales specializations

Entrepreneurial Selling Track

Design specific sales tools under the guidance of Kellogg’s renowned sales expert to become an exceptional entrepreneur.

Career Support and Guidance

Pivoting and accelerating your career in sales takes grit, determination, lots of skill, and discipline. It is a combination of a variety of skills, both hard and soft. This experience will guide you in elevating your career in sales, your leadership of sales teams, or navigating a path into sales. The support team includes program leaders who help you reach your learning goals and career coaches who guide you through your job search. Qualified candidates may receive introductions or referrals to open positions with our hiring partners upon program completion; However, job placement is not guaranteed.

Career preparation services include:

  • Nailing your elevator pitch
  • LinkedIn profile guidance
  • Resumes and cover letters that pop
  • Navigating your job search
  • Interview tips and preparation
  • Negotiating your package

Career exercises focused on launching a career in sales include:

  • Job search for sales roles and exceptional interview readiness
  • Building your personal brand and promoting that brand
  • Powerful communication in conversation, presentation, and storytelling

To know more about the program:

Program Faculty

Faculty Member Craig Wortmann

Craig Wortmann

Founder and Academic Director, Kellogg Sales Institute and Clinical Professor of Innovation and Entrepreneurship, Founder and CEO, Sales Engine, Inc., Author of "What's Your Story?", Operating Partner, Pritzker Group Venture Capital

Craig Wortmann is a Clinical Professor of Innovation and Entrepreneurship at Northwestern's Kellogg School of Management and is the Founder and Academic Director of the Kellogg Sales Institute… More info

Meet the Sales Experts For The Specialization Tracks

Tessa G. Misiaszek

Tessa G. Misiaszek, PhD, MPH is the Subject Matter Expert for ‘Healthcare Specialization’. Dr. Misiaszek completed her PhD at Simmons University in Boston and has taught with the Simmons School of Business since 2011. She also holds a Master of Public Health and a Bachelor of Science degree in Resource Economics from the University of Massachusetts Amherst. Dr. Misiaszek brings extensive experience developing human capital strategies to improve business communications. Prior to joining Hult International Business School, Dr. Misiaszek was CEO of Empathetics, Inc. – a company that developed empathic communications training for healthcare professionals, as well as a Principal Consultant with Korn Ferry International Company, where she worked with integrated health systems and health plans to develop diversity and inclusion strategies and broadly implement cultural competency training. Dr. Misiaszek teaches international marketing, strategic brand management, and entrepreneurship courses.

— TESSA G. MISIASZEK, PhD, MPH, Professor at Hult International Business School and Instructor with Harvard Professional Development Programs

Scott Simony

Scott Simony is the Subject Matter Expert for the ‘Selling Technology’ specialization. He serves as the Director of Sales at Google Cloud, where he is responsible for building cross-functional sales teams and forging new business partnerships with Fortune 1000 enterprises headquartered in the midwest. Scott brings nearly twenty years of experience working at the intersection of business and technology. In his previous roles at Google, Scott led high-growth sales teams in the Automotive and Financial Services sectors. He was responsible for developing and executing strategies to connect data and digital experiences to tangible business results for his clients. Over his thirteen years at Google, Scott has crafted solutions across Video, Search, Mobile and Cloud. He started his career in New York at IPG and Publicis as a broadcast TV buyer. Scott is a graduate from the University of Michigan and active board member at Posse Foundation and Coming Up Rosies. He lives with his wife and two children near Chicago.

— SCOTT SIMONY , Director of Cloud Sales, Google

Guest Stars Include

Guest Speakers Faculty Member Gary Fencik

Gary Fencik

Head of Business Development, Adams Street Partners

Gary Fencik is the Head of Business Development at Adams Street Partners, a Chicago-based private equity firm. Gary oversees all marketing and consultant related activities and relationships for the firm, and works closely with the Client Service and Investment Teams to develop private equity investment proposals and programs for institutional and high-net worth clients. Gary is also a member of Adams Street’s Executive Committee, where he is actively involved in developing the strategic vision and initiatives for the Firm.

Faculty Member TIANA S. CLARK

TIANA S. CLARK

United States Air Force veteran, Master of Science in Educational Leadership and Bachelor of Science in Political Science with a minor in African-American studies.

Tiana S. Clark is a United States Air Force veteran, mom of four, entrepreneur, creator & executive producer, multi-award-winner, wife, teacher, nonprofit founder, world traveler, corporate tech leader, and mentor. She’s climbed the ladder in two Fortune Top 10 corporations over a span of 15 years, leading an international acquisition at Valero Energy Corporation and building the first-ever and best-in-class National Services Sales University at Microsoft. She's created her OWN positions — twice. She's led portfolios of millions and billions in revenue over the years and has liberated herself from so-called “imposter syndrome.”

Guest Speakers Faculty Member Franck Cespedes

Franck Cespedes

Senior Lecturer, Harvard Business School

Frank Cespedes is a Senior Lecturer at Harvard Business School. For 12 years, he ran a professional services firm that won awards in the United States and in Europe for its work with companies. He has consulted to companies in many industries, is affiliated with PE and VC investors, has been a Board member of corporations and start-up firms, and the Education for Employment Foundation. At Harvard, he teaches Entrepreneurial Sales & Marketing, heads the executive program on Linking Strategy and Sales, and also teaches in the Owner-President Management program (OPM) for CEOs.

Guest Speakers Faculty Member Kelly Amonte Hiller

Kelly Amonte Hiller

Combe Family Head Lacrosse Coach, Northwestern University

Already a legend in the game as a player, Kelly Amonte Hiller has established herself as one of the sport's greatest coaches after building Northwestern Lacrosse into a dynasty. In May of 2005, Amonte Hiller etched her name in the annals of college athletics when she guided her upstart Northwestern team to an undefeated season and the first NCAA Lacrosse Championship ever won by a team outside the Eastern Time Zone, the first of an incredible seven national titles. After resurrecting a Northwestern program that had not competed at the varsity level in more than 10 years, Amonte Hiller led the Wildcats to the national semifinals 10 years in a row from 2005 to 2014 and tied an NCAA record with eight consecutive title game appearances in the process.

Faculty Member Brooke Olson Vuckovic

Brooke Olson Vuckovic

Clinical Professor of Leadership at the Kellogg School of Management

Brooke Olson Vuckovic is a Clinical Professor of Leadership at the Kellogg School of Management, where she teaches on a wide variety of leadership topics including the Moral Complexity in Leadership. Brooke takes great pride in receiving the Faculty Impact Award for multiple years from her MBA students for her outstanding contributions in the classroom. In addition to her teaching, Brooke is the Academic Director for “Leading the Family Enterprise,” and the faculty director of coaching for Zell Fellows, Kellogg’s highly selective venture accelerator program. Brooke’s work at Kellogg reflects her deep interest in the complex tasks of leadership broadly speaking, but especially within multi-generational family enterprise and founder-led companies.

Faculty Member Dr. Steven G. Rogelberg

Dr. Steven G. Rogelberg

Organizational psychologist, Chancellor’s Professor at UNC Charlotte for distinguished national, international and interdisciplinary contributions.

Dr. Steven G. Rogelberg, an organizational psychologist, holds the title of Chancellor’s Professor at UNC Charlotte for distinguished national, international and interdisciplinary contributions. He is an award-winning teacher and recipient of the very prestigious Humboldt Award for his research on meeting. His latest book, “The Surprising Science of Meetings: How You Can Lead Your Team to Peak Performance” (Oxford) was recognized by the Washington Post as the “#1 Leadership Book to Watch for”. He and the book were also featured on CBS This Morning Freakonomics, HBR, WSJ, BBC World to name a few. Adam Grant has called Steven the “worlds leading expert on how to fix meetings”. He was the inaugural winner of the Society for Industrial and Organizational Psychology (SIOP) Humanitarian Award. He is also the current President of SIOP.

Faculty Member Jodi Glickman

Jodi Glickman

CEO and founder of Great on the Job

Jodi Glickman is passionate about developing leaders— both seasoned executives and next generation talent. As the CEO and founder of Great on the Job, Jodi and her team have reached hundreds of thousands of the brightest minds across corporate America and academia—working with many of the most influential organizations and iconic brands—counting LinkedIn, JP Morgan, Abbott, and Harvard Business School among their longest standing clients. Jodi has appeared on the TEDx stage (Why You Should Stop Looking for Work You Love), she is the author of the critically acclaimed book Great on the Job, What to Say, How to Say It, The Secrets of Getting Ahead (St. Martin’s Press), and she is a writer for the Harvard Business Review. Jodi lives in Boulder, CO with her husband and three children. She enjoys hiking, biking and eating hot fudge sundaes, not necessarily in that order.

Faculty Member Carter Cast

Carter Cast

Michael S. and Mary Sue Shannon Clinical Professor of Entrepreneurship at Northwestern’s Kellogg School of Management.

Carter is an operating partner at Pritzker Group Venture Capital and a senior advisor at Pritzker Group Private Capital. Carter was formerly the CEO of Walmart.com and prior to that, the founding chief marketing officer of Blue Nile, Inc. the leading seller of diamonds and jewelry on the Internet. Before that, Carter was the director of marketing at Frito Lay, where he and his team developed Tostitos Scoops and launched the salsa and dip product line. Carter teaches entrepreneurship courses at Kellogg and has been given the impact teaching award by his students six times. He is also the author of a book, The Right (and Wrong) Stuff: How Brilliant Careers are Made – and Unmade, which was released in 2018. Forbes named it one of the six best “self-help books to keep you motivated until 2020 (and beyond).” Carter has a bachelor’s degree from Stanford University and received his MBA from Northwestern’s Kellogg School of Management.

Faculty Member Dr. Bernard Banks

Dr. Bernard Banks

Associate Dean for Leadership Development and Inclusion (and a Clinical Professor of Management) at Northwestern University’s Kellogg School of Management.

At Kellogg, Bernie is accountable for integrating leader development across the school’s global portfolio of degree programs. He also serves as the institution’s Chief Diversity, Equity and Inclusion Officer. Previously, Dr. Banks was the Department Head (Dean) of Behavioral Sciences & Leadership at West Point and he retired from the Army as a Brigadier General in August 2016. A dynamic speaker, Bernie has presented on a variety of topics related to leadership at notable institutions like the U.S. Army War College, the University of Pennsylvania’s Wharton School of Business, Harvard’s Kennedy School of Government, Yale University’s School of Management, and General Electric’s John F. Welch Leadership Center. He has also consulted to, and conducted training on behalf of, numerous corporate and government clients (e.g., Goldman Sachs, JP Morgan, U.S. Forest Service, Jones Lang LaSalle, Honeywell, P&G, Mercedes Benz, Wellpoint, Reckitt Benckiser, 7-Eleven, and IBM).

Faculty Member Amanda Russell

Amanda Russell

Leader in business, professor, author, and accomplished marketing consultant

Amanda is widely respected as a leader in business, professor, author, and accomplished marketing consultant. By the age of 32, she built and sold two thriving businesses. A former Olympic-level runner, her first company began with a fitness YouTube channel that she grew into one of the first digital fitness subscription programs. She went on to found a digital marketing company, the Interesting Agency, that specialized in the fitness industry and worked with some of the biggest names in fitness. Considered one of the most important voices in influencer marketing today, Amanda is a leading authority on Modern Influencer Marketing Strategy — the novel approach to marketing that is taking the world by storm.

Certificate

Example image of certificate that will be awarded after successful completion of this program

Certificate

Upon successful completion of the program, Kellogg Executive Education grants a verified digital certificate of completion to participants. This program is graded as a pass or fail; participants must complete 75% in order to obtain the certificate of completion.

Download Brochure

After successful completion of the program, your verified digital certificate will be emailed to you in the name you used when registering for the program. All certificate images are for illustrative purposes only and may be subject to change at the discretion of Kellogg Executive Education.

Note: This online certificate program does not grant academic credit or a degree from the Kellogg School of Management.

Pay Nothing While You Learn. Financing Options Starting at US$25/month.

We offer flexible and transparent payment options through our partners—Ascent Funding and Sallie Mae.
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