Why Don’t MBA Programs Teach Sales? Featuring Courses and Educators Who Do

I believe that everyone can benefit from sales training. It's the skill that determines whether businesses thrive or die and, literally, EVERY business is selling something to someone.

At University of Michigan's Ross School of Business, I don't remember a single *required* course on sales. We had entire semesters on skills I don't use today (which is likely the case for many). But training on how to understand customer needs, handle objections, and close deals?

Optional, at best.

Sales is where soft skills meet hard results, and where strategy meets execution.

If you're raising capital, you're selling. If you're recruiting talent, you're selling. If you're leading change, you're selling. If you're getting buy-in, you're selling.

You get it.

I recently posed this question to my LinkedIn community and learned a lot! While there is still a gap in sales training across the core curricula at the top MBA programs, some are making investments.

Here are some of the courses, educators, and coaches teaching sales strategies to the next generation of MBAs:

1. Sales for Startups at UC Haas School of Business: Doug Massa says "When I speak with Haas alums about what were their most valuable classes were, a lot of them talk about the start-up sales class. It has less to do with sales as a career and more about how to sell themselves, a new product, raise VC $, etc."
2. Global Sales Strategies at Esade: Mary Granger says it's "Not a core class, but at Esade we do have an immensely popular elective in Sales, taught by a serial entrepreneur!
3. Josh Cohen, Director of MBA Entrepreneurship Programs & Startup Recruiting: Josh says "I spent my post-MBA career in startup sales and now work at Duke supporting MBA students who want to start their own company or work in startups. I spoke to ~75 Duke MBA students a couple weeks ago about this same topic, even using this same photo, believe it or not! I framed it as "sales as a skill, not a function" and sales as communication that influences decisions, which is a necessary skill no matter their career path. "
4. Craig Wortman is the Founder & Executive Director of Kellogg's Sales Institute: Past students refer to Craig as the G.O.A.T. It's no surprise, given the breadth of his knowledge and offerings.
5. Sales in Action and Sales and Marketing within Franchise Systems at Babson: My friend Petia Whitmore says "At Babson, I took an MBA course in sales and it was super helpful."
6. Sales: Professional Selling Strategies and Skills at UNC Chapel Hill: Deepshikha Shikar says it's "one of the best classes at UNC Kenan-Flagler Business School."
7. Sales Management: The Art and Science of Sales at USC Marshall: Josh M. says it's the "BEST course in the curriculum!"

While these aren't core courses, they're fantastic options to build foundational sales knowledge at each of these top MBA programs... for the students who seek them out. Don't miss an opportunity to learn fundamental skills that will pay off in spades throughout your entire career!

What'd we miss? Join the conversation and let me know!