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Vlerick Business School Executive Education

Sales Leadership Programme

Nov 20, 2019—May 19, 2020
5 daysModules info
Brussels, Belgium
EUR 4495 ≈USD 5112
EUR 899 per day

How it works

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Description

Accelerate your sales results

As a sales professional, you drive the engine that powers the growth of your business. It takes skill and experience to be a leader who drives this growth. At the same time, it’s crucial to grow your business – and to grow as a leader – in a sustainable and responsible way.

This Sales Leadership Programme develops talented sales professionals into sales leaders – giving you the opportunity to differentiate and accelerate your career and business results.

WHY THIS PROGRAMME?

What is the added value of following the programme 'Sales Leadership Programme'?

Achieve long-term, sustainable growth in your sales results Improve the performance of the sales professional and sales organisation Increase your ability and confidence in influencing, managing and motivating your sales/account team Acquire hands-on knowledge of sales forecasting and sales portfolio management

DETAILED PROGRAMME

The 'Sales Leadership Programme' consists of 3 separate modules:

Module 1: Sales Management – Making your sales team more effective (3 days)

  • Sales Management Framework
  • Go-to-market strategy
  • Motivators
  • Performance management

Module 2: Sales Coaching – Using sales analytics as a basis for sales coaching (2 days)

  • Customer portfolio management
  • Territory management
  • Forecasting
  • Price and margin management
  • Managing customers at risk

Module 3: Self-Leadership – Developing your own unique management style (2 days)

  • A matter of style: using the Vlerick Cognitive Style Indicator, we’ll analyse your management style
  • Dealing with different personalities in a professional context
  • Team dynamics and the impact on individual behaviour
  • From self-management to social mastery: mastering others starts by understanding yourself”

Who should attend

  • You are going to lead a team of Sales Reps and/or (Key) account managers and want to prepare for this next step in your career.
  • You recently got promoted to a (sales) managerial role and are looking for the right skills, expertise and support.
  • You are a sales manager or leader looking for new ways to further accelerate your impact on the sales organization.

Experts

I am passionate about sharing my experiences that I have gained while working with over 30 companies, about how companies that are transitioning through a change process manage their sales and service organisations to ensure maximum effectiveness while continuing to be efficient. Deva Rangarajan...
Pascale Hall is partner at Minds & More and facilitator at Miller Heiman. She offers B2B organisations the support, tools, insights in sales processes, sales training, sales techniques and the technology to build new businesses and to close complex deals in no time.
As an HR expert with extensive practical experience, Veroniek advises organisations in their HR development processes. Her research interests relate to employee engagement and motivation, team management and self management.Increasing employee engagement, motivation and performance is the aim of ...
Karlien Vanderheyden obtained a master degree in Industrial and Organisational Psychology at Ghent University in 1990. She was Visiting Research Fellow at University of Maryland (1994-1995) and became Doctor in Psychology at Ghent University in 1998. She teaches people management in degree progra...

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Detailed Description
Detailed Description

Next dates

Nov 20, 2019—May 19, 2020
5 daysModules info
Brussels, Belgium
EUR 4495 ≈USD 5112
EUR 899 per day

How it works

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