The document outlines a program called 'Excel in Leading Your Sales Team' hosted by IESE Business School from June 4-6, 2018, focusing on enhancing sales management skills. Participants will explore best practices, sales force organization, compensation strategies, and the impact of digitalization on sales. The program aims to improve performance and efficiency, providing tools to address both daily and long-term sales challenges.

1. Excel in Leading
Your Sales Team
Madrid
June 4-6, 2018
Focused Programs
Marketing and Sales Management

2. Excel in Leading Your Sales TeamIESE Business School
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.

3. Excel in Leading Your Sales TeamIESE Business School 3
Content
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. 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.

4. Excel in Leading Your Sales TeamIESE Business School
What do they say?
“The contents of this course were extremely relevant
and provided tools to assist with the daily and long
term challenges of my job.”
Albert Calvillo
Sales Manager EMEAI LATAM . LIPOTEC, S.A.U.
“Move from sales execution to sales strategy
is not easy for commercial people. This
Program is an easy tool to manage sales force
and allocate the right resources on the right
costumer/client optimizing the investments.”
Massimo Sala
Head of Commercial planning and Business dev.
COSTA CROCIERE, S.P.A.

5. Excel in Leading Your Sales TeamIESE Business School 5
Class Profile
BY AGE BY HIERARCHYBY SECTOR
Building
Construction
14%
Food & Drink
12%
Computing &
Telecommunications
9%
Other
53%
Distribution,
Consumer Goods
12%
Director
52%
Senior Manager
16%
Manager
14%
CEO/Deputy CEO
9%
Other
9%
<=35
13%
35-40
25%
40-45
20%
45-50
25%
50-55
13%
55+
4%

6. Excel in Leading Your Sales TeamIESE Business School 6
Faculty
Professor of Marketing
PhD in Management (Marketing),
University of California, Los Angeles
MBA, IESE, University of Navarra
Professor of Marketing
PhD in Business Administration,
Boston University
MBA, IESE, University of Navarra
Julián Villanueva Francisco Iniesta
Academic Director

7. Excel in Leading Your Sales TeamIESE Business School
Next steps
enfocados@iese.edu
www.iese.edu/sales-team
APPLY!