Sales Excellence - MSP M1

Sales excellence for strategy implementation

IEDC, Bled
15.10.2020 09:00 AM
€1,250 without VAT
€1,125 without VAT
September 15, 2020
The seminar focuses on key drivers of performance in sales management, including developing interfunctional coordination, setting sales strategies and effectively managing the salesforce

About the Seminar

The 2-day seminar covers a number of topics, from the role of the sales force in the overall strategy of going to market, to sales force assessment, managing the life of a sales team and how to structure the sales force to reach a strategic advantage.

WHO should attend?

  • General managers
  • Commercial directors
  • Managers responsible for sales teams
  • Managers with overall responsibility for customer satisfaction in consumer goods, B2B industries or services

WHY should I attend?

  • Develop a comprehensive framework for evaluating the effectiveness of your sales force and the most important drivers for improving productivity.
  • Understand the activities that are key to the selling process and develop managerial priorities from them.
  • Construct a customer segmentation framework that facilitates and clarifies the selling tasks.
  • Take steps towards improving the performance evaluation measures of the commercial team.
  • Develop a compensation system that helps to implement the desired go-to-market strategy.


Start date: October 15, 2020 at 9:00 AM 

End date: October 16, 2020 at 5:00 PM

Program Fee

€1,250 + VAT
Early Bird: €1,125 + VAT until September 15, 2020


About Marketing and Sales Program

Marketing and Sales Program is offered in two modules of two days which can be taken as a whole or by attending separate modules.

Module 1: Strategic Marketing
June 1-2, 2020
V. Tibrewala, Affiliate Professor of Management at IMD Lausanne, Switzerland

Module 2: Sales Excellence
October 15-16, 2020
J. Pons, Axioma Marketing Consultants, Spain


Albina Ribic
Albina Ribič
Executive Education Sales Advisor

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