Sales Management Program

Duration: 6 weeks (excluding orientation)

The role of sales within an organization has grown increasingly strategic and customer-centric. As more customers choose to conduct their research and purchasing journey online and via social media, sales professionals must rethink their approach to strategic engagement. The sales force requires updated skills and tools to better support and guide the informed buyer from their initial interest to the post-purchase experience. To do this effectively, sales teams require analytical and strategy-focused leaders to guide their operations and drive performance.

The Sales Management Program from SDA Bocconi School of Management aims to equip you with the ability to lead your team through a shifting landscape. Over the course of six weeks, you’ll learn how to action change management, digital transformation and performance management within your organization. You’ll develop the skills to run a customer portfolio analysis and evaluate the various strategies and approaches to building customer relationships. You’ll gain frameworks to assess team performance, provide feedback and design a compensation plan. Grow your knowledge and confidence as you explore conceptual models, real-world examples and decision-support tools while reflecting on your progress through journaling and in the online forums.