SALES
LEADERSHIP
with INDUSTRYCredsTM Certification
Launch your sales career by mastering B2B and B2C sales setups through hands-on projects with McCain, Indian industry relevant content and one-on-one coaching with industry professionals.Win direct Pre Placement Interviews and shortlists from the world’s top recruiters based on your INDUSTRYCreds™ certification score.
1 year exclusive access to industry mentorship & content
Program Benefits
Get hands on exposure through live projects
Learn by working on in-depth retail project for McCain Foods and a category building project from UrbanClap™. Get a chance to understand how growth is driven across consumer goods, ecommerce and B2B business like healthcare and IT.
Master Practical Distribution Frameworks from Industry Leaders
Learn by working on in-depth retail project for McCain Foods and a category building project from UrbanClap™. Get a chance to understand how growth is driven across consumer goods, ecommerce and B2B business like healthcare and IT.
Stay on track with 1:1 mentorship
Book 1:1 interactions with Kraftshala experts and mentors from across the industry to help you with project feedback, guidance and support. Craft an action plan that works for you.
Prepare for placement interviews
Get interview specific support in crafting your individual stories and appear for an extensive interview with an industry recruiter that maps closely to the final placement process.
Enjoy flexible scheduling
B-school curriculums are hectic. Which is why all our programs can be customised to your pace and schedule.
Earn credentials that matter
The INDUSTRYCreds™ Certification score is the only metric that top sales and marketing recruiters value because it correlates strongly to eventual job and placement performance. It’s also the only certification through which you can earn direct PPIs from leading recruiters like Nestlé.
Student Speak
India’s most powerful sales stories taught by people who created them.
Adarsh K Menon
Vice President & Head, Private Labels & Electronics
Sudeep Chawla
Business Head,
Sreerupa Banerjee
VP, Brand Strategy & Communication,
Puru Gupta
Co-Founder & CEO,
Varun Satia
Founder,
Sachin Kataria
Global Marketing Manager, Foods
U Shankar Rao
Brand Advertising,
Vitals
5 Weeks
Program Duration
6-7 Hours
Weekly time commitment
1-on-1
Interactions with Industry Experts
Live Project
Effective Distribution for McCain’s
Program Fee
INR 18,000 + GST
Curriculum
Introduction to Sales Leadership
- Understanding the Program and Project expectations
- Get a Business Perspective to Sales & Marketing
- The Sales Process Simplified
Understanding the Different Cogs of the Sales Machine
- The Manufacturer, Distributor and Retailer Organization
- Understanding the DNA of different Channels
- Enablers to the Sales Team: GTM team, Trade Marketing, BTL team etc.
- Different Shopping Missions and how to win in each of them
Category Growth Framework
- Defining a Category
- Using the category growth equation
- Understanding shopper behaviour and path to purchase
- Transforming shopper insights to solutions
Working in the Market
- The role of a Territory Sales Officer
- Dynamics between the salesman, TSO, Distributor and the Retailer
- Problems in the Market: Differentiating Symptoms from Diseases
- The role of an Area Sales Manager
Assessing the Health of a Sales System
- Key Metrics used by the Sales Organization: Sales, Coverage, Bill Productivity, LPPC, Sales Returns etc.
- Key Metrics used by the Distributor Organization: Return on Investment (ROI) Calculation
- Key Metrics used by the Retailer Organization: Margin Calculation
Motivating Teams
- Challenges of managing a team right after business school
- Basics of Leadership
- Building a self portrait
- Goal Setting Practices
A Deep Dive into E-commerce
- How is the E-commerce sector different from FMCG?
- What is the team structure in E-commerce?
- Understanding the different distribution models that exist in E-commerce
- Deep-diving into the Inventory Management for different categories
- How are targets set?
Understanding Key Metrics tracked in E-commerce
- How is Top Line driven?
- Understanding Selection
- How is Bottom Line driven?
- Delivering a perfect shopping experience online
Growth Drivers in E-commerce
- Understanding the barriers in E-commerce Penetration
- Demystifying the Big Billion Day
- Analyzing Private Labels
- Category Growth in E-commerce
A Deep Dive into Telecom
- Understanding the different Business Lines in Telecom and their corresponding customers
- The Distribution setup in Telecom
- Differentiation in Telecom: Spectrum Auctions & Innovation
- Organizational Structure in Telecom
Growth Drivers in Telecom
- Metrics Tracked in Telecom
- Sales force Incentivisation
- Understanding the Key Challenges in Rural India for Telecom
- Customer Experience Excellence at Vodafone
Additional Resources
- Microsoft Excel Support
- Storytelling through Presentations
- Cracking interviews- the most effective methods
FAQs
The Sales Leadership program is a unique online educational offering designed to equip you with the skills you need, to land the job you want, so you can build the life you deserve.
The program helps you crack outstanding placements and stand out in any marketing stint, through powerful, industry relevant content, vibrant discussions with peers and a rigorous evaluation process. INDUSTRYCredsTM are created and designed in partnership with the leading sales and marketing companies of India.
As soon as you start the program, you join other students from across the top campuses of the country in working towards the same credential. You interact with your fellow students, as well as members of the Kraftshala Coach team, in an online community to receive support throughout the program.
The evaluation process at the end of the program ensures you have complete clarity on where you stand and how you can improve.
The Sales Leadership program has been designed with some of the industry’s leading marketers to help you grasp relevant sales frameworks. In Sales Leadership the focus is on the practical aspects of sales in the context of people dynamics – with strategies and frameworks developed with some of the best sales leaders in the industry today.
Sales Leadership has been designed to help you master sales concepts in the context of the actual market realities. Keeping that in mind, in this edition of the program you would be working on ensuring the effective distribution of McCain’s brands, and creating a category entry strategy as well as a vendor acquisition plan as an E-commerce category manager.
Our curriculum managers partner with hiring managers and subject matter experts from leading companies to figure the skills to be demonstrated in the placement process. The programs are designed to build these skills through conceptual understanding of real world sales & distribution nuances.
Yes, based on your performance, an INDUSTRYCredsTM certification and score would be issued along with your key strengths and improvement areas highlighted.
INDUSTRYCredsTM scores are evaluation scores earned at the end of the program. These are calculated on the basis of 10 SuccessKeys, which are parameters that reflect leadership and S&M aptitude that are used by major recruiters in their own hiring process.
These credentials are useful to benchmark yourself against absolute standard, while also demonstrating your sales leadership potential to our industry partners, many of whom are leading recruiters at top business schools. If you do well your name gets forwarded to our partnering recruiters as a high potential talent.
The students who took the program last year got placed in firms like BCG, HUL, Nestle, ITC, Coca-Cola, PepsiCo, Marico etc. while 3 top students got Nestle PPIs for their performance. Apart from this, numerous students have won competitions like HUL Lime, ITC Interrobang, Nestle 4Ps, Mahindra War Room, Coca cola and Airtel Case Study challenges among others.
The final evaluation interviews would be taken by an expert interviewer panel. This team comprises of industry professionals shortlisted and trained to maintain a consistent and enriching interview experience that conforms to industry standards.
The program schedule allows students to learn and practice at their own pace, and is adjusted to each campus’s specific schedule. The program consists of 7 hours of self-paced video content. The schedule will be adjusted to major campus events such as exams and fests.
Discussion forums will be used to quell doubts and reach an in-depth understanding of each and every concept.
No, you can apply to the programs for free. Post that you would be required to upload your CV and appear for a selection Interview. Once selected, you will be required to submit the program fee.
No, this is a non-refundable program.