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Executive Education

PILOTER ET MOTIVER LES ÉQUIPES COMMERCIALES PILOTER ET MOTIVER LES ÉQUIPES COMMERCIALES

Program overview

This training program provides a comprehensive approach to effectively manage sales teams from a 360-degree perspective of business development. By focusing on market trend identification, the impact of artificial intelligence on customer interactions, and the enhancement of communication and negotiation skills, participants will strengthen their managerial impact. The sessions strike a balance between methodological knowledge and practical application, fostering a concrete and in-depth understanding of the principles taught. 

EXECUTIVE SHORT PROGRAM Piloter et motiver les équipes commerciales

Format: In-class
Duration: 4 days
Language: French
Next start:
Cost: 5700
Place: France

The program is aimed at:

  • Sales leaders looking to enhance their negotiation skills, especially in complex situations or with narrow margins of maneuver. 

  • Commercial executives aiming to improve their operational communication while maintaining a sense of the company's strategy. 

  • Managers seeking to improve the leadership of internal and external sales teams. 

 

Download the brochure

 

* Net price, HEC Paris is not subject to VAT. Prices, dates, faculty, and program content are subject to change.

Objectives

 

Identify and decipher market signals


Assess the impact of these signals on their business and integrate them into their strategy


Construct a well-managed and coherent commercial narrative or argument in line with the strategy


Structure negotiation phases concretely


Implement a commercial strategy tailored to professional targets (B2B, distribution intermediaries)

Program


Talent management, sometimes referred to as talent development, involves a strategic process adopted by companies to attract, develop, and retain individuals with exceptional skills and high potential.

This course aims to share a practical vision of B2B distribution and the available levers to communicate effectively in a B2B context. The course is built on proven methodological concepts implemented in real-world B2B business contexts, including case studies.

Application à l’entreprise et à l’activité commerciale.  

This course redefines business and commercial risks and opportunities, prompting observation and qualification of transformations with an opportunistic mindset rather than seeing them as obstacles.

In this full-day workshop, we will work on soft behavioral skills linked to tough negotiation processes, including intercultural considerations. Participants will gain a deeper understanding of how challenges and underlying intercultural dimensions can impact negotiation practices. The workshop will also cover international negotiation preparation processes and include a negotiation case study. 

The objective is to present what is needed from the organization in terms of structure, strategies, prioritization, people skills and deliverables to have successful key account management. Focus on KAM’s place in the organization and their function, responsibilities, and deliverables. 

Through a careful observation of literary, pictorial, and plastic artistic works, this course decodes the explicit, implicit, and currents of thought and action in society and its artists, who are sometimes visionaries of the current and future world. 

What are the HR dimensions of the sales function, and how does the HR function support a sales department through its tools and practices? Familiarize participants with Human Resources practices to prepare them to use these practices in their managerial responsibilities.

Put into perspective the two levers of individual and collective commercial leadership, namely motivation and competence, to enable the manager to adapt their leadership and communication to each level of motivation and competence of the team member. Different techniques (Leader's Triptych, F.O.S, situational management, Maslow's hierarchy) are presented.  

The goal is to apprehend disruptions in time to anticipate the necessary reactions or changes. This ensures that the sales team doesn't just endure disruptions but gains a competitive advantage. 


Laurent Maruani
LAURENT MARUANI
Emeritus Professor, HEC Paris

Pedagogy

A triple pedagogical balance is sought with a ratio of 50/50 for each of them: 

  • Balance between methodological or academic inputs and practical applications. 
  • Balance between listening and taking the floor. 
  • Balance between cases and examples external to participants and those they bring themselves. 

Download the brochure

 

 


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Register for the program

 

Fill in the form to check your eligibility and start the registration process.

APPLY HERE

 

This program is accessible for people with disabilities. Please contact us if you have any specific requirements or to obtain the Public Accessibility Register.

Funding options

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Contact

Priscila Quincey
Priscilla QUINCEY
Program Advisor Marketing, Data & Business Development