Detailed Programme

You will be amazed by how ‘real world’ our approach is. We are continuously enriching our academic knowledge of sales management with practical experience from the marketplace. And the Vlerick learning experience will see you drawing inspiration from lectures and lively interactions and discussions with your fellow participants.

The  'Sales Management' programme is based on a set of drivers that impact sales force effectiveness.

• Managing your go-2-market strategy in order to strengthen your competitive position
• Analysing your customer portfolio: identify and attract your most profitable customers
• Dealing with channel management

  Trends in Sales Management: the impact of Artificial Intelligence and how it could enhance sales force performance

Module 2: Shapers – Shaping your sales team

• Increasing productivity in your team by recruiting and retaining top performing sales professionals
• Onboarding employees and setting KPIs

Module 3: Exciters – Compensating your sales team

• Identifying what really motivates your sales staff
• Developing a fair reward strategy for your sales team

Module 4: Controllers – Evaluating the performance of your sales team

• Measuring and improving the performance of your sales team
• Coaching your sales force in the right direction

Module 5: Simulation game

• Taking decisions on who to hire, who to fire, who to coach, and how to set targets. This simulation game is played in several rounds – the final outcome is based on the decisions you take during the rounds.

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