Sales organizations face a multitude of problems that cannot be effectively solved by seat-of-the-pants thinking and ‘gut feel’ decisions. In response, leading-edge research has developed analytics-based models, and these have been successfully deployed by their authors in various collaborating companies. Scholarly reports of these efforts are available in the scientific literature, but they rarely filter down from there to be used by the majority of practicing sales managers. The goal of this course is to introduce students/executives to the science of sales analytics. The major focus is learning-by-doing, where students work on data sets, and the major pedagogic tool is Excel. The fundamental principle of the course is that the sales force’s productivity can be substantively improved by using spreadsheets, developed from cutting-edge research into sales analytics, as decision-making tools. At the end of the course the students will have implemented state-of-the-art tools for addressing salesforce management issues, and further, will have a whole new outlook on sales management and decision making.