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We hope you find the same. Special pricing is available for groups.
The benefit of learning together with your friend is that you keep each other accountable and have meaningful discussions about what you're learning.
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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. Sales is the most sought-after capability in the global economy, and that need will never expire. Why? Because nothing happens in business until something gets sold.
The Kellogg Sales School is a one-of-a-kind program 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 seven 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.
The estimated value of global retail sales by 2022
“Salesperson” continues to rank among the most in-demand jobs, a distinction it has held for several years running
The Kellogg Sales School program from Kellogg Executive Education is for those who want to become exceptional salespeople and build on or formalize their sales expertise. The program will not only help you develop a deeper understanding of sales but will also help you develop customer-focused insights that are designed to drive impact. This program is ideal for the following categories of professionals:
This program is organized into three main sections:
Section 1: Foundations of Sales Success
The first five modules of this program will introduce you to fundamental knowledge, skills, and disciplines of the sales profession, the Kellogg Sales Institute entrepreneurial sales process, and techniques for managing customer data and setting achievable goals.
Module 1: Cultivating a Growth Mindset
Module 2: Sales Is Progress
Module 3: Deliberate Practice
Module 4: Plan to Win
Module 5: Networking Readiness
Section 2: Skills and Tools for Pitching, Winning, and Maintaining Clients
The next six modules will focus on building and nurturing client relationships, developing and managing a matrix of stories to use throughout the sales process, and employing the powers and tools of persuasion in compelling sales presentations.
Module 6: Proactive Pursuit
Module 7: Running High-Impact Meetings
Module 8: Questions and Conversations
Module 9: Storytelling—What's Your Story?
Module 10: Storytelling—Tell Your Story
Module 11: Presenting With Panache
Section 3: Choose a Sales Specialization and Finalize a Sales Portfolio
In the final section of the program, participants will choose a sales specialization in selling technology, selling healthcare, or entrepreneurial selling for two modules. The remaining modules will focus on negotiating and closing sales, building a personal brand, and completing the capstone project: a customized sales portfolio.
Module 12: Show Up, Stand Out, Break Through
Module 13: Negotiating and Closing
Modules 14 and 15: Entrepreneurial Selling, Selling Healthcare, or Selling Technology Specializations
Module 16: Generating Positive Energy
Module 17: Building Your Personal Brand
Module 18: Putting It All Together (Capstone)
For more information on the full syllabus, download our brochure
2x2 Feedback Model Tool
Plan to Win Tool
Story/Matrix Tool
Sales Agenda Tool
Impact Questions Tool
Team Selling for Impact Tool
Proposal as Prototype
C-Suite Conversation Tool
Proactive Pursuit Checklist
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 BrochureAfter 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.
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.
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.
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.
Design specific sales tools under the guidance of Kellogg’s renowned sales expert to become an exceptional entrepreneur.
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:
Career exercises focused on launching a career in sales include:
To know more about the program:
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 & Entrepreneurship at Northwestern’s Kellogg School of Management and is the Founder & Academic Director of the Kellogg Sales Institute. Since joining Kellogg in 2017, Craig has been a top five finalist as nominated by students for the Lavengood Outstanding Professor of the Year award. In 2018, 2019 and again in 2020, Craig won the “Outstanding Professor” distinction awarded by Kellogg’s Executive MBA students.
From 2008 to 2016, Craig was Clinical Professor of Entrepreneurship at the University of Chicago’s Booth School of Business. He designed, developed and taught the award- winning Entrepreneurial Selling™ course, recognized by Inc. Magazine as one of the “Top Ten” courses in the U.S. At Booth, Craig was the recipient of the 2012 Faculty Excellence Award, given to the professor who has the greatest positive impact on the students. After joining Kellogg's faculty in 2017, Craig designed and launched the MBA course called Selling Yourself & Your Ideas, which quickly became one of the most popular courses at Kellogg.
From selling tech for IBM early in his career, to financial services where he covered three-quarters of the United States, to consulting services, books and apps, Craig is an expert in sales across the B2B and B2C spectrum. He advises some of the world's largest and most successful companies on developing and fine-tuning their sales talent, as well as guiding some of the fastest-growing entrepreneurial firms on how to design and build a powerful revenue engine. In just the past ten years, Craig has been fortunate to teach tens of thousands of people how to sell, how to lead sales teams and how to lead companies.
After earning his MBA in marketing and finance from Kellogg in 1995, Craig has been a three-time entrepreneur and CEO, beginning with his first software company in 2000. After selling that firm in 2008, Craig conducted a successful turnaround of a struggling digital marketing agency, selling it to a larger French company only 11 months after joining as its CEO.
Currently, Craig is the Founder & CEO of Sales Engine Inc., a tools and services firm founded on the core belief that sales is the engine of any business. As a global speaker and virtual sales advisor, Craig helps people from every corner of the globe develop the knowledge, skill and discipline necessary to become magnetic and unstoppable sales people. In addition to growing his Sales Engine firm, Craig serves as Operating Partner for Pritzker Group Venture Capital where he helps grow the revenue engines of its portfolio companies.
Craig is the author of What’s Your Story?, a book designed to equip you with the right story at the right time for the right reason. He is also an active angel investor, solely focused on companies that help people develop healthy habits and empower people to be their best. His portfolio currently includes sleep and food companies, as well as those creating the next generation of female leaders.
Craig and his family split their time between Illinois and Wisconsin where they can be found reading, running, and laughing.
— TESSA G. MISIASZEK, PhD, MPH, Professor at Hult International Business School and Instructor with Harvard Professional Development Programs
— SCOTT SIMONY , Director of Cloud Sales, Google
Gary Fencik
TIANA S. CLARK
Franck Cespedes
Kelly Amonte Hiller
Brooke Olson Vuckovic
Dr. Steven G. Rogelberg
Jodi Glickman
Carter Cast
Dr. Bernard Banks
Amanda Russell
We offer flexible and transparent payment options through our partners—Climb Credit, and Sallie Mae.
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*At the time of loan application, please select 'Student, Career training school' when prompted.
Flexible Payment Options – Monthly payments as low as US$1,092.
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You can opt for any one of the financing options to cover up to the full cost of the program tuition. If you are considering financing your program through one of our partners, the enrollment process can only be completed with the assistance of your program advisor.
Please note that loan applications should be submitted no later than four business days prior to the enrollment deadline due to processing time.
After reviewing the information on the program landing page, we recommend you submit the short form above to gain access to the program brochure, which includes more in-depth information. If you still have questions on whether this program is a good fit for you, please email learner.success@emeritus.org, and a dedicated program advisor will follow up with you very shortly.
Some programs do have prerequisites, particularly the more technical ones. This information will be noted on the program landing page and in the program brochure. If you are uncertain about program prerequisites and your capabilities, please email us at learner.success@emeritus.org for assistance.
This is a graded program. You must complete a combination of individual assignments, quizzes, and a final project. Each component carries a certain number of points, and a cumulative score of 75 percent is required to pass and obtain your professional certificate.
The primary objective of this program is to give you the skills you need to be prepared for a job in this field. While eligible participants will receive career coaching and support and may receive introductions to our hiring partners, job placement is not guaranteed.
Each program includes an estimated learner effort per week. This is referenced at the top of the program landing page under the “Duration” section and in the program brochure, which you can obtain by submitting the short form at the top of this web page.
You will divide your learning time between viewing recorded coding demos, and video lectures, contributing to class discussions, completing assignments, projects, and knowledge checks, and attending optional live sessions with industry experts and program leaders.
The program is accessed through the custom learning portal. This portal will give you access to all program-related content such as video lectures, assignments, and discussions. Live office hours will be conducted using a webinar tool.
The video lectures and assignments are accessible weekly throughout the program. In the event you miss a live session, a recording will be made available.
Faculty video lectures are recorded, allowing you to watch these on your own schedule. However, participation in optional live sessions and discussion boards is highly encouraged. Live sessions will give you the opportunity to draw on the coding experience of our industry-experienced program leaders to answer your questions and help reach your learning goals. The discussion boards are also an integral part of the learning experience, giving you and your peers the opportunity to learn together and receive guidance from the moderators.
You can download video transcripts, assignment templates, readings, etc. However, the video lectures are only available for streaming and require an internet connection.
You can communicate with other participants through our learning platform. You will be able to form groups based on your interests and location. A direct messaging feature is also available through the platform.
More than 300,000 learners across 200 countries have chosen to advance their skills with Emeritus and its educational learning partners. In fact, 90 percent of the respondents of a recent survey across all our programs said that their learning outcomes were met or exceeded.
All the contents of the course would be made available to students at the commencement of the course. However, to ensure the program delivers the desired learning outcomes the students may appoint Emeritus to manage the delivery of the program in a cohort-based manner the cost of which is already included in the overall course fee of the course.
A dedicated program support team is available 24/5 (Monday to Friday) to answer questions about the learning platform, technical issues, or anything else that may affect your learning experience.
Each program includes an estimated learner effort per week, so you can gauge what is required before you enroll. This is referenced at the top of the program landing page under the “Duration” section and in the program brochure, which you can obtain by submitting the short form at the top of this web page. All programs are designed to fit into your working life.
This program is scored as a pass or no-pass; participants must complete the required activities to pass and obtain the certificate of completion. Some programs include a final project submission or other assignments to obtain passing status. This information will be noted in the program brochure. Please contact us at learner.success@emeritus.org if you need further clarification of any specific program requirements.
Upon successful completion of the program, you will receive a smart digital certificate. The smart digital certificate can be shared with friends, family, schools, or potential employers. You can use it on your cover letter, résumé, and/or display it on your LinkedIn profile.
The digital certificate will be sent approximately two weeks after the program, once grading is complete.
No, only verified digital certificates will be issued upon successful completion. This allows you to share your credentials on social platforms such as LinkedIn, Facebook, and Twitter.
No, there is no alumni status granted for this program. In some cases, there are credits that count toward a higher level of certification. This information will be clearly noted in the program brochure.
You will have access to the learning platform and all program materials (videos excluded) for one full year following the program end date. Access to the learning platform is restricted to registered participants per the terms of agreement.
To successfully complete this course/program(me) online, you must have access to a device meeting the minimum requirements, found here. In addition, Microsoft Office or similar product and a PDF viewer are required to access documents, spreadsheets, presentations, PDF files, and transcripts in all programs. Technical programs might have additional tech requirements. Please check the learning platform on the first day of class.
Yes, the learning platform is accessed via the internet and video content is not available for download. You can download files of video transcripts, assignment templates, readings, etc. Video lectures must be streamed via the internet and webinars and small group sessions will require an internet connection.
Yes, you can do the bank remittance in USD via wire transfer. Please contact your program advisor for more details.
Yes flexible payment options are available for this program. We partner with loan providers to offer you flexible and transparent loan options. More information about loan financing is available here. Installment payments are also available—; you can find the options here.
Yes, the program fee is inclusive of any taxes with the exception of GST for Singapore residents.
After a participant has withdrawn, they will no longer be able to attend live sessions or 1:1 sessions with course leaders, mentors, or career coaches; submit work for review; or access their programme dashboard or curriculum.
Participants who would like to cancel their enrollment should email ProgramSupport@Emeritus.org or visit the “Support” tab in the learning platform to obtain a copy of the Withdrawal Request Form. This form must be submitted by midnight UTC of the last day of the trial period to be eligible for a full refund. No cancellations will be processed unless this form is received. Refunds will be issued within 30 days after the effective date of withdrawal or dismissal.
Participants have the option to request a deferral to a future cohort within the first 30 days from their program start date. Cohort changes may be made only once per enrollment and are subject to the availability of cohorts and scheduled at the discretion of Emeritus. Participants requesting a deferral must be in good academic standing. Participants who would like to defer their enrollment should email ProgramSupport@Emeritus.org or visit the “Support” tab in the learning platform to obtain a copy of the Deferral Request Form.
Flexible payment options available.