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Excel in Leading Your Sales Team

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 reaches its highest potential.  

Madrid, June 4-6, 2018 

Benefits

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Develop an ambitious but realistic sales plan.

Examine strategies to motivate your team, including effective incentive systems

Increase the efficiency and performance of your sales force by exploring diverse structures, methods and management systems

Increase the efficiency and performance of your sales force by exploring diverse structures, methods and management systems

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.
 

Lead Your Sales & Your Team to Success

IESE Business School
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A Way to Learn. A Mark to Make. A World to Change

Barcelona - Madrid - New York - Munich - São Paulo

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