#1
in Open Executive Education in Belgium and #24 worldwide
560
former participants
4.7/5
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:
Success stories
Gil Drossart
Key Account/Sales Manager Flanders at Ordina NV Belgium
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.
Faculty
Deva Rangarajan
Visiting Professor of Sales Management
Deva Rangarajan brings a passion for sales and years of experience to his teaching at Vlerick.