Detailed Programme

The programme 'Sales Management' consists of four modules:

Module 1: Framework 

  • Sales management framework
  • Challenges facing the sales framework
  • Formulating your sales strategy

Module 2: Go-to-market strategy

  • Analysing customer portfolio management
  • Analysing appropriate customer offerings
  • Mapping the sales process
  • Identifying the appropriate go-to-market strategy

Module 3: Motivators 

  • Incentive plans 
  • Leadership and coaching

Module 4: Performance management

  • Setting sales quotas
  • Setting KPIs
  • Analysing sales person performance
  • Subjective versus objective performance indicators  

Triggered by this programme? Eager to become the sales leader of tomorrow? Take a look at the Sales Leadership Programme!

The Vlerick Difference

We have a unique approach to learning, which focuses on bringing theory to life, giving you the skills and insight you need to really make a difference. Spend time on our beautiful campuses, and you become part of one of the most active business communities in Europe, learning in a way that will help you to be a more effective and productive business leader throughout your career. Learning at Vlerick really is an experience far away from traditional classroom learning. You’ll work collaboratively with your faculty and fellow participants to bring your ideas to life in a robust and practical way.

Digital − the new normal in business − will also strengthen your learning process. Our online platform ‘Showpad’ and the use of a tablet grant you access to all of the learning materials anywhere, anytime, and enable you to go beyond note-taking: take pictures of the flipchart during a brainstorming exercise, record a video of a role play, participate in a quick poll, create a Wikipage together … and share them on the spot with your group.

Find out more

We facilitate your journey. You make the difference.

Drive real change in your organisation

A learning experience with real impact on your operations? A management programme tailored to the specific needs of your business? Contact us and discover how we can design and deliver customised programmes for your team that add genuine value to your organisation.

Need help?

Contact our Programme Advisor
Programme Advisor
Tel + 32 9 210 98 84
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Drop In on our Brussels Campus
Category: General Info Sessions

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