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 Career
Center Career
Center
International International Campus
Life Campus
Life
Sustainability Sustainability Diversity
& Inclusion Diversity
& Inclusion
Stories Stories The HEC
Foundation The HEC
Foundation
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
Management
Master in
International Finance Master in
International Finance
Specialized
Masters Specialized
Masters
X-HEC
programs X-HEC
programs
Dual-Degree
programs Dual-Degree
programs
Visiting
students Visiting
students
Certificates Certificates Student
Life Student
Life
Student
Stories Student
Stories
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

Pilotage et performance des équipes commerciales

Pilotage et performance des équipes commerciales

Executive Short Program


Language : French

Download the brochure

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 Pilotage et performance des équipes commerciales

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.

 

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

 

Download the brochure

Objectives

 

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

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.

Program

Day 1

Navigating complexity : Identify the sales process your team needs.

Day 2

Leading sales teams in their new role : Learn how to improve the management and performance of sales teams in a rapidly changing environment.

Day 3

Reframing sales strategies : Identify the necessary mechanisms and resources for sales teams to succeed in this post-crisis period.

Academic director(s)

Dominique Rouzies HEC professor
DOMINIQUE ROUZIES
Marketing Professor, HEC Paris

A WORD FROM THE ACADEMIC DIRECTOR

 

External content from www.youtube-nocookie.com has been blocked.

Funding options

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

Explore funding options

Download the brochure

External content from page.hec.edu has been blocked.

External content from app-lon02.marketo.com has been blocked.

 

External content has been blocked.


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 exed@hec.fr. Find out more about the management of your personal data and your rights

Contact

Guillaume Malgorn
Guillaume Malgorn
Program Advisor

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.