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Executive Education

Boost your sales in the new normal

Boost your sales in the new normal

This seminar proposes an approach to successfully differentiate a firm’s offerings, engage its customers, uncover hidden value, and improve performance in this new business landscape.

Boost your sales in the new normal

The pandemic has dramatically accelerated ongoing transformations in the sales function. The traditional face-to-face customer calls are becoming less common requiring companies to rethink their customer engagement process and go-to-market strategies. Likewise, the role of salespeople has evolved as firms rely more and more on inside staff, online tools, and data.

This seminar proposes an approach to successfully differentiate a firm’s offerings, engage its customers, uncover hidden value, and improve performance in this new business landscape.

Key competencies

Agility and resilience in the new context

Quickly identify megatrends, anomalies and threats in order to anticipate:

  1. Changes for your internal and external customers,
  2. The forces likely to have an impact on your business.

Develop different scenarios by measuring risks and plan and implement appropriate resilience strategies. Adapt to new contexts by adjusting processes and structures. Capitalize on the

opportunities resulting from the changes in order to bounce back. Be the catalyst of change (i.e., default context)

Leverage data analysis

Analyze the data in order to rethink how to leverage the effectiveness of sales forces after the crisis: targeting, sales process, workforce, structure and organization of the sales team, talent management, remuneration, setting objectives and performance management

Build relationships based on trust

Develop a customer-centric approach and explore new avenues in order to establish a dialogue that will enable you to understand the new challenges and provide more effective support for your customers while at the same time clarifying the limits of this support.

Proactively develop / reinvent a value proposition in this new context, and communicate its benefits for the parties concerned clearly. Continuously evaluate the results for the customer.

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Ann Gilmore
Business Development Director, Custom Programs

Other programs

HEC Paris Executive Education will work in partnership with you to co-design a bespoke program to help leaders in your organization meet this post-crisis challenge.

The aim of this program is to develop the managerial competencies necessary to lead high performing teams in today’s volatile and uncertain world. It focuses on resilient leadership on three levels - individual, team and organization