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Designing and Managing a Salesforce

This course is designed as a three-act play. Act 1 will focus on building a Sales Foundation around designing a sales process and system for recurring revenue business models (e.g. SaaS).  Students will gain certification and mastery in the latest sales methodologies (Winning by Design and Griffin Hill) that are driving innovation and new venture growth.

Act 2 is oriented around managing a salesforce to create new value for startup and growth firms. Students will apply sales architecture frameworks to address the topics of salesforce motivation, training, and compensation.

Finally, Act 3 will focus on the direct application of what you have learned in the previous acts and students will apply salesforce tools and technology. Students will develop sales blueprints, sales content, and technology tools in a salesforce consulting project.

In summary, this course is designed to deliver you resume and career-building tools that will help you become a thought-leader in how to drive sales and revenue across the firm. 

Exam info and full course description

Exam info and full course description can be found in the course catalogue.

Admission Requirements

Course specific:

A Bachelor's degree in Economics and Business Administration or a related degree.


Exchange students: nomination from your home university

Freemovers: documentation for English Language proficiency

You can read more about admission here.


Sterling Bone


Academic profile

Sterling A. Bone is an Associate Professor of Marketing in the Management Department and Director of the Huntsman Sales Academy at the Jon M. Huntsman School of Business. His teaching is focused on strategic selling, key account management, sales management and marketing strategy. Sterling’s students have launched sales and marketing careers with many Fortune 500 companies and others have launched with exciting startups across the globe.