Managing Sales

ESMT

How long?

  • 3 days
  • in person

ESMT

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Business Analytics

Business Analytics courses will introduce you to a popular and diverse profession. A business analyst is a specialist in many IT fields as well as in ...

Read more about Information Technology

Information technology is at the heart of any process connected to utilizing computers and communication systems. It is a quite broad term that is use...

Read more about Marketing

Marketing courses will plunge you into the vast field of marketing. In these courses, you will learn a variety of topics that cover each stage of runn...

Reviews

Comprehensive course analysis

Unbiased reviews from past participants
Global companies alumni of this course worked for
Positions of participants who took this course
Countries where most past participants are from
FREE
Individual needs analysis

Who should attend

Managers with several years of professional experience in sales, marketing, or customer management.

About the course

Manage the main challenges that confront your company in sales management

ESMT’s Managing Sales program is designed to support sales leaders in reorganizing the sales organization in today's more and more digital environment. You will be equipped with the latest methods and tools as well as learn from the successes and failures of other companies: from understanding customers’ challenges to decoding their true needs; from gaining customers’ buy-in to aligning internal processes. Learn how to facilitate a more customer-centric sales team with clearly defined roles, tasks, and selling behavior. Develop new ideas to improve sales in your own organization, receive feedback from faculty and peers, and leave the program with new inspirations for your sales teams.

Key benefits

  • Experiencing innovative approaches to customer-centric sales
  • Being exposed to new frameworks, research insights, and best-practice examples
  • Learning the benefits of clearly defined roles and selling behaviors
  • Exchanging ideas with peers from different industries

Key topics

  • Value and solution selling
  • Newly evolving roles in the sales function
  • Digitalization of sales
  • Bringing digital offerings to market and selling complex service solutions
  • Managing change in a sales organization

Agenda

Day 1

  • Fundamentals of value selling
  • Practicing value selling
  • Solution selling

Day 2

  • Reorganizing the salesforce in the digital age
  • The influence of analytics and artificial
  • intelligence on sales decisions
  • How sales organizations and roles are changing
  • Effective sales management in the virtual environment

Day 3

  • Reorganizing the salesforce in the digital age
  • Leading change in a sales organization

Experts

Bianca Schmitz

Bianca Schmitz is a program director and head of international executive education relationships at ESMT Berlin. She is responsible for establishing new international cooperations with other business schools, institutions or networks, such as the Global Network for Advanced Management (GNAM) or ...

Johannes Habel

Johannes Habel is an associate professor at ESMT Berlin. In his research and teaching, he focuses on sales and marketing strategies of so-called Hidden Champions, that is, highly successful SMEs with a low level of public awareness. Specifically, Johannes has cooperated with Hidden Champions in i...

Jan Hagen

Jan Hagen is an associate professor at ESMT. Jan’s research and teaching focus is on leadership. He is particularly interested to understand how teams and organizations deal with errors. Apart from journal articles he published the book Confronting Mistakes – Lessons from the Aviation Industry wh...

Videos and materials

Managing Sales at ESMT

From  EUR 3 800$4,539
Add coaching to your course booking

Coaching can personalize and deepen learning for you and your organization.


Something went wrong. We're trying to fix this error.

Thank you for your application

We will contact the provider to ensure that seats are available and, if there is an admissions process, that you satisfy any requirements or prerequisites.

We may ask you for additional information.

To finalize your enrollment we will be in touch shortly.

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Business Analytics

What will you learn from Business Analytics courses? First of all, you will learn about the profession of a business analyst, his duties, and what such a specialist does. You will get various soft skills, such as organizing teamwork, for example, acc...

Read more about Information Technology

A large part of the courses provides basic information so the students are not required to have any IT qualifications before enrolling. Most of the IT learning programs are also broken down into specific areas of interest, such as systems analysis, a...

Read more about Marketing

During Marketing courses, you will learn how to develop a business idea and create the right website to promote your product. You will gain the skills to analyze your business performance and make key decisions that improve the efficiency of your bus...

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.