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Strategic sales management 2019
- 1. IESE Business School ExecutiveEducation StrategicSales Management Focused Programs Marketing and Sales Management Munich May 6-8, 2019
- 2. IESE Business School Elevatethe 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 highest potential. Strategic Sales Management Strategic Sales Management www.iese.edu/sales-team 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 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. Who Should Attend This program is designed for CEOs, chief sales officers, sales directors and chief marketing officers. Methodology Highly dynamic and interactive, the program merges a variety of methodologies to foster an optimal learning environment, including the case study method, collaborative lectures and group discussions.
- 3. IESE Business School Information ContactUs IESE Munich Focused Programs Executive Education Barbara Breiter Client Relations Email: Bbreiter@iese.edu Phone: +49 89 24209790 Dates and Venue May 6-8, 2019 IESE Munich Maria-Theresia-Straße 15 81675 München, Deutschland Approximate Schedule 9 a.m. to 6 p.m. Online Application www.iese.edu/sales-team Application General Fee: € 3,990 IESE Members Fee: € 3,591 The fee includes academic materials and lunches. The program entails preparatory coursework, which is made available three weeks prior to the start date. Payment is required to access this material. Please consult our cancellation policy on the web. Places are limited and filled in strict order of registration. Faculty Julián Villanueva Francisco Iniesta Academic Director 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, Boston MBA, IESE, University of Navarra
- 4. IESE Business School www.iese.edu Barcelona Madrid Munich NewYork São Paulo A Way to Learn. A Mark to Make. A World to Change.