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Executive Education

Piloter stratégiquement la direction commerciale

Piloter stratégiquement la direction commerciale

Executive Short Program

Language : French

Download the brochure

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.

Executive short program Piloter stratégiquement la direction commerciale

Format: In class
Duration: 5 days
Language: French
Cost: 5900 €
Place: France

The program is aimed at:

Sales Directors or Managers, Business Development Directors, Managers wishing to work more effectively with sales forces (digital, marketing, HR…).


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

Laurent Maruani
Emeritus Professor, HEC Paris

A word from the academic director


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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.


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.

Funding options

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

Explore funding options

Download the brochure

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Register for the program

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