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.

Module 1: Definers - Sales Management Framework

  • 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!

      A learning experience like no other

      When you come to Vlerick, you step away from your usual routine and gain a wider perspective. You discover how to tackle challenges, turn your knowledge into action and apply your skills in your workplace. You learn from faculty who are experts in their fields – and from a diverse group of peers. All these things help you become a confident, skilled professional, ready to succeed in business – and in life.

      Vlerick Learning Experience

      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 +3292109884
      Find the programme most relevant for you!

      Download our programme calendar

      Meet Us

      Info Sessions & Open Days
      28 Sep
      Info Session Executive Education & MBA
      Category: General Info Sessions

      05 Oct
      Meet our programme advisor online
      Category: General Info Sessions

      26 Oct
      Experience Vlerick Over Lunch
      Category: General Info Sessions

      No. 1 for Executive Education

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