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!

      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 ‘Canvas’ 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
      [email protected]
      Find the programme most relevant for you!

      Our programme finder allows you to find the management programme that best fits your needs.

      Find a Programme

      Meet Us

      Info Sessions & Open Days
      26 Mar
      Drop In on our Brussels Campus
      Category: General Info Sessions

      05 Apr
      Great place to work® inspiration session : how to establish a great employee experience?
      Category: General Info Sessions

      25 Apr
      Drop In on our Leuven Campus
      Category: General Info Sessions

      No. 1 for Executive Education

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