Skip to main content
About HEC About HEC Faculty & Research Faculty & Research Master’s programs Master’s programs MBA Programs MBA Programs PhD Program PhD Program Executive Education Executive Education Summer School Summer School HEC Online HEC Online About HEC Overview Overview Who
We Are Who
We Are
Egalité des chances Egalité des chances HEC Talents HEC Talents International International Campus
Life Campus
Sustainability Sustainability Diversity
& Inclusion Diversity
& Inclusion
Stories Stories The HEC
Foundation The HEC
Coronavirus Coronavirus
Faculty & Research Overview Overview Faculty Directory Faculty Directory Departments Departments Centers Centers Chairs Chairs Knowledge Knowledge Master’s programs Master in
Management Master in
Master in
International Finance Master in
International Finance
& Masters MS
& Masters
Ecole Polytechnique
-HEC programs Ecole Polytechnique
-HEC programs
programs Dual-Degree
students Exchange
Certificates Certificates Student
Life Student
MBA Programs MBA MBA Executive MBA Executive MBA TRIUM EMBA TRIUM EMBA PhD Program Overview Overview HEC Difference HEC Difference Program details Program details Research areas Research areas HEC Community HEC Community Placement Placement Job Market Job Market Admissions Admissions Financing Financing Executive Education Executive Masters Executive Masters Executive Certificates Executive Certificates Executive short programs Executive short programs Online Online Companies Companies Executive MBA Executive MBA Infinity Pass Infinity Pass Summer School Youth Programs Youth Programs Summer programs Summer programs HEC Online Overview Overview Degree Program Degree Program Executive certificates Executive certificates MOOCs MOOCs Summer Programs Summer Programs

Executive Education

Diriger une Équipe Commerciale vers la Performance

Diriger une Équipe Commerciale vers la Performance

Program overview


Sales organizations face unprecedented changes in their environment. These and other ongoing environmental transformations call for a new way to achieve higher levels of productivity and performance. The seminar is designed to help sales organizations develop the skills, knowledge, and behaviors needed to succeed in the new normal.

Portrait d'un homme d'affaires dans une salle de réunion regardant la caméra

Executive Short Program Diriger une Équipe Commerciale vers la Performance

Format: In class
Duration: 3 days
Language: French
Next start:
Cost: 4500 €*
Place: France

The program is aimed at:

Business Development Directors, Sales Directors, Sales Managers, Managers of Commercial Units, and Customer Relations Managers.


Download the brochure


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



Gain insight into the profile of high value customers for your organization

Adopt outside-in thinking to align sales processes to the customer’s path and help sales professionals add value in every customer interaction 

Leverage design thinking in the sales process

Learn how to improve sales leadership and performance in the new landscape


Navigating complexity

Identify the sales process your sales organization needs.

Manage salespeople in their new role

Learn how to improve sales leadership and performance in the new context.

Reframe sales strategies

Identify mechanisms and resources to enable salespeople in their new role.

Academic director(s)

Dominique Rouzies HEC professor
Marketing Professor, HEC Paris

Learning methods


This program combines different approaches (lectures, case studies, workshops, and a simulation) to help you meet the most pressing challenges and share the latest thought leadership in terms of sales forces and show you how to apply this knowledge.

Download the brochure



Fields preceded by an * are mandatory. Failure to fill out the correct fields will delay your brochure request. By completing this form, you are giving consent to HEC Paris to collect your data in order to process your request for documentation, offer you its training programs and ensure their follow-up. You have a right to access, modify, oppose, delete, limit, transfer, and to inform us how you wish your personal data to be processed, in the event of your death, by contacting Find out more about the management of your personal data and your rights

Register for the program


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



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

Find out more about possible funding options for the program you have chosen.

Explore funding options


Priscila Quincey
Priscilla QUINCEY
Sales Development Manager