This document provides information about the Strategic Sales Management program offered by IESE Business School in Munich from May 6-8, 2019. The 3-day program aims to elevate sales team performance by examining core elements of the sales process and providing frameworks to help teams reach their potential. Attendees will explore sales force management best practices, analyze sales force organization and roles, and learn tools to motivate and evaluate their teams. The program uses case studies, lectures, and discussions led by faculty with expertise in marketing and sales management.

1. IESE Business School
ExecutiveEducation
Strategic Sales
Management
Focused Programs
Marketing and Sales Management
Munich
May 6-8, 2019

2. IESE Business School
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 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
Contact Us
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
New York
São Paulo
A Way to Learn.
A Mark to Make.
A World to Change.