Programme Content
The “Strategic Sales Management” program will tackle the following topics:
Best (and Worst) Practices in Sales Force Management Examine the most common mistakes in sales force management. Carry out a self-diagnosis to reflect on your management style and formulate clear takeaways and sales management strategies.
The Sales Force Organization Analyze sales force sizing and allocation, as well as the advantages and disadvantages of different sales force architectures and their relationship with specific roles.
Supervising and Evaluating Your Sales Force Evaluate the functions of sales supervisor and sales director and gain practical recommendations to improve the supervision of your team.
Compensating and Motivating Your Team Assess the core elements of compensation schemes, debate the pros and cons of diverse compensation systems, and discuss motivational tools beyond the monetary aspect.
The Selling Process Explore the importance of a methodical design and monitorization of the distinctive phases of the sales process, including complex situations such as large accounts, extended sales cycles and ambiguity with regard to decision makers. Examine the benefits of a consultative approach and strategies to improve sales conversion.
Sales and Digitalization Analyze the impact of the digital revolution on the global sales process and online sales management, including the power of the informed consumer, and CRM tools and services aimed at increasing organizational effectiveness.
