BUKD-M 535 Sales Leadership
- 12 weeks
- 3.00 credits
- Prerequisite(s): Core 2
This course will focus on Revenue Enablement, examining how modern organizations align sales, marketing, and customer success to drive consistent revenue performance. Moving beyond the traditional focus on the sales force alone, this course explores enablement as a core dynamic capability that shapes how revenue teams are trained, supported, measured, and improved. Students will distinguish effective from ineffective enablement systems, understand how enablement influences buyer experience and firm performance, and evaluate the structures, incentives, and metrics that sustain revenue growth. As future leaders, students will learn how to ask the right questions of enablement initiatives, develop appropriate expectations, and communicate strategic recommendations to senior leadership.