Executive Education
Piloter stratégiquement la direction commerciale
Piloter stratégiquement la direction commerciale
Program overview
Business development leaders are constantly and simultaneously faced with the demand for immediate results and the need to adapt strategy to a rapidly changing environment. These two aspects mean that business development management plays a key role in the overall success of a company, which goes beyond direct sales results.
The aim of this program is therefore aims to help participants question their practices, their roles and sometimes their culture, by proposing conceptual frameworks, methods, academic ideas on behavior and hands-on testimonials. Participants will be able to exchange and confront their own questions during each theme-based session. They will be encouraged to think about how to apply these strategies to their business and about the management of their teams in charge of sales activities.
Piloter stratégiquement la direction commerciale
The program is aimed at:
Sales Directors or Managers, Business Development Directors, Managers wishing to work more effectively with sales forces (digital, marketing, HR…).
Objectives
Align sales strategies with corporate strategies, by integrating dimensions that are not strictly commercial (finance, law, human resources...)
Design a sales plan for the department and its teams
Manage the plan in an agile, effective manner
Enhance the sales leadership of the company
Academic director
Learning methods
They are based on a combination of pragmatism, methods and knowledge. The role of a business development department is widely recognized, as it is the source of sales revenues. However, this recognition needs to be reinforced in terms of its strategic and adaptive positioning which requires reflection and which must lead to more effective internal communication - often a weak point for sales directors.
Program
Composed of 5 days
Corporate strategy and the positioning of the Business Development department.
Develop a Commercial Strategy Plan (PSC) and implement it successfully.
Commercial organization and performance.
Understand the sometimes contested fields of sales management
Individual presentation of the finalized Commercial Strategy Plans.
Contact
Funding options
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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.
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