www.iese.edu

May 23-25, 2017BARCELONA

MARKETING AND SALES MANAGEMENTFOCUSED PROGRAMS

Excel in LeadingYour Sales Team

IESE Business School2

Excel in LeadingYour Sales TeamDiscover how to become an excellent sales director capable of gettingthe best out of your sales team thanks to an efficient sales plan and aconsultative sales approach.

www.iese.edu/sales-team

BENEFITS• Diagnose key improvement areas in the design of your sales

structure.

• Define an ambitious but realistic sales plan.

• Learn how to motivate your sales force beyond incentive systems.

• Analyze and discuss best practices and common mistakes in sales force management.

WHY IESE RECOMMENDS THIS PROGRAM

Taking into account the complexity of the current commercial world, we have to rethink structures, methods and management systems to improve the efficiency and performance of our sales force. Clients are now better informed and more demanding, competitors are tougher, products and services are less differentiated, some of your sales people may not share the values of the company, e-commerce and mobile keep on growing so an omni-channel strategy has to be in place. This program features highly relevant case studies, interactive lectures and group discussions to help senior executives reflect and acquire a solid framework to improve the performance of their sales team.

METHODOLOGY Highly dynamic and interactive, the Excel in Leading Your Sales Team program offers senior executives the chance to learn through a variety of teaching methods designed to foster the most effective learning environment. These methods include the case study method, lectures, and group discussions.

WHO SHOULD ATTEND This program is particularly suited for CEOs, Chief SalesOfficers, Sales Directors and Chief Marketing Officers.

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Excel in Leading Your Sales Team

Dates and Venue May 23-25, 2017IESE BarcelonaArnús i de Garí, 3-708034 Barcelona

Free parking

Online application www.iese.edu/sales-team

Contact us IESE BarcelonaFocused ProgramsExecutive EducationPhone.: +34 93 253 42 00E-mail: sfp@iese.edu

Approximate schedule From 09:00 to 18:00 h

Application

General Fee: € 3,835

IESE Members Fee: € 3,451

(VAT exempt) The program fee includes tuition, all reading and classroom materials, and most meals. The course materials must be prepared in advance and will be provided to the students three weeks before the beginning of the program. These materials will not be sent before the fee is paid.

Places are limited and will be filled in strict order of registration.

CONTENTBest (and worst) practices in salesforce managementThrough case studies, lectures and group discussions, we will have the opportunity to analyze best practices and common mistakes in salesforce management. Self-diagnosis questionnaires will be shared to help you reflect on the general takeaways, so that you leave the program with specific ideas to implement.

The salesforce organizationWe will study several salesforce architectures, their advantages and limitations, and how they fit with several sales roles. Salesforce sizing and allocation will also be analyzed.

Supervising and evaluating the salesforcePerhaps one of the most common and dangerous mistakes some salesforces make is that of improper supervision. We will examine the role of the sales supervisor and sales director, as well as practical recommendations on how to improve salespeople’s supervision. As an important part of the supervision itself, salespeople evaluation will also be studied.

Compensating and motivating salespeopleWe will cover the main elements of a compensation scheme. Alternatives of several incentives systems will be debated. Once a fair and attractive compensation system has been established, a fundamental question arises: How to motivate salespeople beyond money?

TEMARIOThe selling processA careful design and motorization of the different phases of the selling process is of critical importance for many sales situations, especially in complex selling where accounts are large, the sales process is long or the decision making unit is not obvious. In many of these situations, the sales organization has to adopt a more consultative approach. We will understand these different phases and discuss ways to improve sales conversion.

Digitalizing the salesforceThe advent of the digital revolution has not left salesforce organizations untouched. Customers take the lead in acquiring information about our products and services, CRMs are getting more sophisticated by the day, new tools and services promise to improve efficiency and effectiveness of our organizations, and most companies in virtually every sector are embracing an omni-channel strategy. Do these new trends represent a new paradigm, a cost of doing business, or are they just new tools?

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Julián Villanueva

Academic Director

Professor of Marketing

PhD in Management (Marketing), University of California, Los Angeles

Master in Business Administration, IESE, University of Navarra

Bachelor’s degree in Business Administration, Universidad Complutense de Madrid

His research interests are in the area of customer equity. Specifically, he studies models capable of measuring and managing the discounted sum of cash-flows of a company’s pool of customers. He is also interested in customer relationship management (CRM), brand management and product positioning, price discrimination, customer segmentation and targeting, Internet marketing, and linking marketing spending to long-run performance.

Excel in Leading Your Sales Team

Francisco Iniesta

Professor of Marketing

Doctor of Business Administration, Boston University

Master in Business Administration, IESE, University of Navarra

Degree in Law, Universidad de Murcia

His areas of specialization include marketing channel management and franchising, new product development and introduction, marketing research and organizing and controlling the marketing effort.

www.iese.edu

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IESE Business School

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