Programme Content
Over five modules – that are aligned to the drivers of sales force success - you’ll master the skills to lead your sales teams to ever greater heights. This programme combines deep academic insight with Vlerick’s extensive real-world experience. Which gives you a winning combination of skills, insights, tools and understanding.
Module 1: Definers - Sales Management Framework
Manage your go-to-market strategy to strengthen your competitive position
Analyse your customer portfolio and learn to identify and attract the most profitable customers
Discover approaches to channel management
Explore trends in sales account management – including how Artificial Intelligence could enhance your team’s performance
Module 2: Shapers – Shaping your sales team
Identify ways to boost productivity by recruiting and retaining top sales talent
Discover how to onboard employees and set KPIs
Module 3: Exciters – Compensating your sales team
Identify what really motivates your team
Develop a fair reward strategy for your people
Module 4: Controllers – Evaluating the performance of your sales team
Discover tools to measure and improve your team’s performance
Get the skills to coach your sales force and lead them in the right direction
Module 5: Simulation game
Make decisions on hiring and firing, who needs coaching and how to set targets in this interactive game
