Sales Management

Making your sales team more effective

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As sales manager, you play a critical role in your organisation. Your team helps to drive revenue and maintain a competitive edge – and you need to give them the insights and tools to succeed. On this interactive three-day programme, you’ll live and learn approaches to motivate your team. By the end, you’ll be ready to leap into developing sales strategy and maximising performance.

Detailed programme

Over five modules – that are aligned to the drivers of sales force success - you’ll master the skills to lead your sales teams to ever greater heights. This programme combines deep academic insight with Vlerick’s extensive real-world experience. Which gives you a winning combination of skills, insights, tools and understanding.

Module 1: Definers - Sales Management Framework

Manage your go-to-market strategy to strengthen your competitive position
Analyse your customer portfolio and learn to identify and attract the most profitable customers
Discover approaches to channel management
Explore trends in sales account management – including how Artificial Intelligence could enhance your team’s performance

Module 2: Shapers – Shaping your sales team

Identify ways to boost productivity by recruiting and retaining top sales talent
Discover how to onboard employees and set KPIs

Module 3: Exciters – Compensating your sales team

Identify what really motivates your team
Develop a fair reward strategy for your people

Module 4: Controllers – Evaluating the performance of your sales team

Discover tools to measure and improve your team’s performance
Get the skills to coach your sales force and lead them in the right direction

Module 5: Simulation game

Make decisions on hiring and firing, who needs coaching and how to set targets in this interactive game

Why this programme

Gain a thorough knowledge of sales management, becoming the coach and sounding board your sales force needs
Understand the relationship between corporate strategy and sales strategy
Discover ways to motivate your sales force and map its performance and potential

Who should attend

Experienced B2B and B2C sales managers and directors operating across local or international markets
Talented sales professionals moving into management
Managers of smaller companies who are responsible for lead generation and lead management

In previous editions, we had the pleasure of welcoming participants from companies like:

Success stories

Gil Drossart

Key Account/Sales Manager Flanders at Ordina NV Belgium

This programme gives you a framework for managing your sales team and helping your company grow. Professor Rangarajan gives the group enough time to discuss points of interest and to go into details.