Sales Management

Making your sales team more effective


FT ranked logo colour

in Open Executive Education in Belgium and #24 worldwide


former participants


for Learning Impact

As sales manager, you play a critical role in your organisation. Your team helps to drive revenue and maintain a competitive edge – and you need to give them the insights and tools to succeed. On this interactive three-day programme, you’ll live and learn approaches to motivate your team. By the end, you’ll be ready to leap into developing sales strategy and maximising performance. 

Detailed programme

Over five modules – that are aligned to the drivers of sales force success - you’ll master the skills to lead your sales teams to ever greater heights. This programme combines deep academic insight with Vlerick’s extensive real-world experience. Which gives you a winning combination of skills, insights, tools and understanding.  

Module 1: Definers - Sales Management Framework 

  • Manage your go-to-market strategy to strengthen your competitive position 
  • Analyse your customer portfolio and learn to identify and attract the most profitable customers 
  • Discover approaches to channel management 
  • Explore trends in sales account management – including how Artificial Intelligence could enhance your team’s performance 

Module 2: Shapers – Shaping your sales team

  • Identify ways to boost productivity by recruiting and retaining top sales talent 
  • Discover how to onboard employees and set KPIs

Module 3: Exciters – Compensating your sales team

  • Identify what really motivates your team
  • Develop a fair reward strategy for your people

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

  • Discover tools to measure and improve your team’s performance 
  • Get the skills to coach your sales force and lead them in the right direction

Module 5: Simulation game

  • Make decisions on hiring and firing, who needs coaching and how to set targets in this interactive game 

Why this programme

  • Gain a thorough knowledge of sales management, becoming the coach and sounding board your sales force needs 
  • Understand the relationship between corporate strategy and sales strategy 
  • Discover ways to motivate your sales force and map its performance and potential  

Who should attend

  • Experienced B2B and B2C sales managers and directors operating across local or international markets
  • Talented sales professionals moving into management 
  • Managers of smaller companies who are responsible for lead generation and lead management

In previous editions, we had the pleasure of welcoming participants from companies like:

Teledesk Group logo
Unifly logo

Success stories

Gil Drossart

This programme gives you a framework for managing your sales team and helping your company grow. Professor Rangarajan gives the group enough time to discuss points of interest and to go into details.  


Deva Rangarajan

Deva Rangarajan

Visiting Professor of Sales Management

Deva Rangarajan brings a passion for sales and years of experience to his teaching at Vlerick. 

Get in touch!