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Sales Leadership: Creating a high performing sales organization
This programme addresses the creation of a high performing organization at the strategic level, framed in the context of rapid change and higher levels of customer demands.
Programme dates: October 18 - 19, 2017
Sales leaders and their sales organizations are facing unprecedented levels of pressure and complexity both externally and internally to deliver high levels performance. Externally, increasingly global marketplaces, often disrupted by new technologies have resulted in ever higher customer demands. Internally, sales organizations require achieving tighter functional alignment, faster strategy execution and more effective sales processes.
The program will address the creation of a high performing organization at strategic level, framed in a context of rapid change and higher levels of customer demands. Starting from the design of a meaningful strategy, the program will tackle the challenge of seamless strategy execution. It will then look into the internal aspects of defining appropriate sales structures, and key areas of sales force management such as recruitment, development and retention of sales talent.
|WHO SHOULD ATTEND AND WHY?|
This program is designed for individuals in sales leadership and management positions, including, but not limited to:
The program will also be of benefit to experienced sales professionals that may be transitioning to sales management positions.
DAY 1. Leading sales strategies
The program on day 1 focuses on addressing the key challenges faced by the modern sales organization, and in re-defining sales strategies that are compelling and relevant to the customers. The creation of value with the customer is emphasized as well as selling internally to the organisation. Topics will include:
DAY 2. Building a high-performance sales organisation
On day 2, the program emphasizes the creation of structures and processes to bring about enhanced individual performance, and overall, sales effectiveness. Thus, the approach taken is one that combines both the individual and the organizational dimensions of sales leadership. Topics will include:
Javier Marcos BSc (Hons) MSc PhD is a senior faculty with 20 years of experience working in academia, consulting and multinational corporations. His main areas of teaching and research are Sales & Key Account Management and Management Education & Development. He is recognised for his innovative teaching and the proactive engagement with delegates and clients.
Javier is a fellow of the University of Cambridge Judge Business School where he headed up Custom Programmes in Executive Education. Formerly he was a Senior Lecturer in Sales Performance at the Centre for Strategic Marketing and Sales at Cranfield School of Management. He is also the Director of Learning for Performance, a consultancy practice offering customised management development, consulting and research services for sales effectiveness and organisational development.
He has designed and delivered programmes globally for clients such as Astra Zeneca, Barclays, SAP, Cap Gemini, Geodis-Wilson, GKN Aerospace, Pfizer, Rolls-Royce, Unilever and a number of small and medium sized businesses. His approach is one that blends leading edge research with practical methods that can be applied into the client’s business, contextualised to its markets and organizational structures.
Javier is the co-author of two books From Selling to Co-creating and Sales Management: Strategy, Principles and Practice, and numerous academic and practitioner-oriented articles. He has written more than a dozen thought leadership reports on topical issues of sales and customer management. He is a regular speaker at conferences and industry events.
890 EUR + VAT Early bird fee (if paid by September 18)
The programme is implemented in cooperation with
The programme allows you to get valuable ideas for strategy improvement and sales force development.
International Sales Manager, Biosan SIA
Really good programme; I would suggest it to other managers who would like to get some fresh business ideas.
Sales Manager, DeLaval OU