Strategic Sales Management

IESE Business School

How long?

  • 3 days
  • online

IESE Business School

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Who should attend

The “Strategic Sales Management” program is particularly suited for CEOs, Chief Sales Officers, Sales Directors and Chief Marketing Officers.

About the course

Elevate the performance of your sales team through an up-close examination of core elements of the sales process. Bolster your ability to develop solid sales plans and acquire new frameworks to help your team reach its fullest potential.

Benefits

  • Increase the efficiency and performance of your sales force by exploring diverse structures, methods and management systems.
  • Identify areas for improvement.
  • Examine strategies to motivate your team, including effective incentive systems.
  • Develop an ambitious but realistic sales plan.

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.

  • 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, including the power of the informed consumer, and CRM tools and services aimed at increasing organizational effectiveness.

Methodology

The program leverages a range of highly dynamic teaching methodologies, including group discussions, class lectures, exercises and the case method, all aimed at honing your skills as an agent of change.

These teaching methods have been strategically combined to foster an optimal learning environment.

The live online edition is 5 weeks.

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Strategic Sales Management at IESE Business School

From  EUR 2 700$3,317
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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 Finance

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Read more about Information Technology

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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.