The benefit of learning together with your friend is that you keep each other accountable and have meaningful discussions about what you're learning.

Courtlyn
Promotion and Events SpecialistOur participants tell us that taking this program together with their colleagues helps to share common language and accelerate impact.
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.
Courtlyn
Promotion and Events SpecialistBased on the information you provided, your team is eligible for a special discount, for Kellogg Sales School: Professional Certificate in Sales starting on June 29, 2022 .
We’ve sent you an email with enrollment next steps. If you’re ready to enroll now, click the button below.
Have questions? Email us at group-enrollments@emeritus.org.Accelerate your sales career in 7 months, online
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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.
Unique U.S. sales representative job postings in the last year
Growth in sales jobs projected in the next nine years
The average annual salary package for a sales representative in the U.S.
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:
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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.
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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 or by calling +315-538-6867.
Please note that loan applications should be submitted no later than four business days prior to the enrollment deadline due to processing time.
Registration for this program is done through Emeritus. You can contact us at kellogg@emeritus.org or schedule a call with an advisor.
Flexible payment options available.