Develop a high-performance sales strategy and organization
Faced with major transformations such as disruption in value chains and rapidly increasing competition, sales departments need to rethink their strategy and management. This program provides the methodological fundamentals to structure this examination, as well as the tools for reflection to support and implement the necessary changes effectively.
A solid and pragmatic learning path that structures the essential role of the Sales Department in the profitability of the company and its management. The skills acquired will be assessed at the end of the course. Participants work on producing a strategic business plan, based on their own company, with the support of a tutor.
Strategic positioning of the sales department within the Management Committee
The financial aspects and legal issues of the sales department. From sales strategy to sales policy. Building a strategic sales plan.
Defining the sales organization
The key principles of sales management, and the key success factors for the performance of your team. The profiles of salespeople and adapting your communication style to different profiles.
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*Net price, HEC Paris is not subject to Value Added Tax. Prices, dates, faculty and program content are subject to change.