Welcome to EarthTab Business School. My name is Hyun Ri, and I will be your course preceptor for the course Organizational Development and Sales Management. In today’s dynamic and highly competitive business environment, sustainable success depends on two interlinked pillars: organizational development (OD), the structured and strategic enhancement of an organization’s internal capabilities, and sales management, the deliberate, systematic, and results-driven approach to generating revenue, nurturing client relationships, and capturing market share. This course is designed as a comprehensive bridge between the science of organizational growth and the art of selling, blending behavioral science, management theory, strategic planning, and advanced sales techniques into one cohesive, practical, and forward-looking program.

Purpose and Rationale

Many businesses suffer from a disconnect between their internal development strategies and their market-facing sales operations. Organizational structures evolve, but sales teams remain outdated; sales strategies grow aggressive, but the internal culture and systems can’t sustain the momentum. This course addresses that gap by showing leaders, managers, entrepreneurs, and sales professionals how to integrate OD principles with sales management systems so that every part of the organization, from human resources and leadership to operations, marketing, and customer service, contributes to profitable, sustainable growth.

The goal is not just to increase sales or optimize structures in isolation. It is to create a sales-driven organization with strong internal alignment, cultural resilience, and adaptive capability, one that thrives regardless of market turbulence.

Course Scope

This course will immerse you into two primary but interconnected domains:

1. Organizational Development (OD)

We will deeply examine:

• Foundations of OD: understanding its history, relevance, and place in modern business strategy.
  
  

• Diagnosing Organizational Health: tools and frameworks for assessing culture, leadership, processes, and performance gaps.
  
  

• Change Management Models: Lewin’s Change Theory, Kotter’s 8-Step Model, ADKAR, and other approaches to implementing smooth and effective change.
  
  

• Organizational Culture Building: shaping values, norms, and behaviors to support sales excellence.
  
  

• Leadership Development: cultivating leaders who can inspire performance, innovation, and market responsiveness.
  
  

• Team Dynamics and Motivation: strategies to boost collaboration and productivity.
  
  

• Continuous Improvement Systems: embedding Kaizen, Lean, and agile thinking into sales-related operations.

2. Sales Management

We will cover:

• Sales Strategy Design: aligning sales objectives with corporate strategy and market realities.
  
  

• Territory and Account Management: structuring coverage for maximum reach and impact.
  
  

• Sales Process Engineering: from prospecting and lead qualification to closing and after-sales service.
  
  

• Performance Metrics and Sales Analytics: turning data into actionable insights.
  
  

• Sales Coaching and Team Development: building, training, and retaining high-performing sales teams.
  
  

• Negotiation and Relationship Management: sustaining long-term client partnerships.
  
  

• Technology in Sales: CRM systems, AI-driven forecasting, and digital tools.

Learning Objectives

By the end of this course, you will:

1. Understand the theories, principles, and best practices of organizational development.
   
   

2. Master the core competencies of sales management in both B2B and B2C contexts.
   
   

3. Develop the ability to align organizational systems, culture, and processes with market-facing sales strategies.
   
   

4. Apply diagnostic and analytical tools to identify organizational strengths and weaknesses.
   
   

5. Implement change initiatives that enhance sales productivity and market adaptability.
   
   

6. Build sustainable sales growth plans supported by a resilient organizational framework.
   
   

7. Leverage data-driven decision-making to improve sales forecasting, territory allocation, and customer engagement.

Target Audience

This course is designed for:

• Sales Managers & Directors
  
  

• Business Development Executives
  
  

• Entrepreneurs & Start-Up Founders
  
  

• Corporate Trainers & HR Professionals
  
  

• Organizational Development Consultants
  
  

• Senior Leaders & Department Heads
  
  

• Marketing-Sales Integration Teams

Why This Course is Different

Unlike traditional sales courses that focus only on closing techniques or traditional OD programs that focus solely on culture and processes, this course:

• Merges the two disciplines into a unified system of growth.
  
  

• Emphasizes practical, actionable tools over theoretical abstraction.
  
  

• Integrates psychology, analytics, and leadership into sales performance.
  
  

• Is designed with scalability in mind, from small businesses to multinational corporations.
  
  

• Uses real-world case studies, simulations, and role-play exercises to create immersive learning.

Expected Outcomes

Upon completion, you will be able to:

• Diagnose organizational barriers to sales success.
  
  

• Design integrated growth strategies.
  
  

• Lead change initiatives that strengthen sales capacity.
  
  

• Implement high-performance sales systems supported by strong organizational culture.
  
  

• Achieve higher conversion rates, stronger customer loyalty, and sustainable revenue growth.

I look forward to congratulating you upon completion of this course.