Strategic Sales Management

The “Strategic Sales Management” program will tackle the following topics:

• Best (and Worst) Practices in Sales Force Management
  Examine the most common mistakes in sales force management. Carry out a self-diagnosis to reflect on your management style and formulate clear takeaways and sales management strategies.
• The Sales Force Organization
  Analyze sales force sizing and allocation, as well as the advantages and disadvantages of different sales force architectures and their relationship with specific roles.
• Supervising and Evaluating Your Sales Force
  Evaluate the functions of sales supervisor and sales director and gain practical recommendations to improve the supervision of your team.
• Compensating and Motivating Your Team
  Assess the core elements of compensation schemes, debate the pros and cons of diverse compensation systems, and discuss motivational tools beyond the monetary aspect.
• The Selling Process
  Explore the importance of a methodical design and monitorization of the distinctive phases of the sales process, including complex situations such as large accounts, extended sales cycles and ambiguity with regard to decision makers. Examine the benefits of a consultative approach and strategies to improve sales conversion.
• Sales and Digitalization
  Analyze the impact of the digital revolution on the global sales process and online sales management, including the power of the informed consumer, and CRM tools and services aimed at increasing organizational effectiveness.

The “Strategic Sales Management” program is particularly suited for CEOs, Chief Sales Officers, Sales Directors and Chief Marketing Officers.

The faculty of the “Strategic Sales Management” program is composed of professionals who are involved not only in teaching but also in research and in the business world.

Julián Villanueva
Academic Director
Professor of Marketing
PhD in Management (Marketing), University of California, Los Angeles
MBA, IESE Business School, University of Navarra

Francisco Iniesta
Professor of Marketing
PhD in Business Administration, Boston University
MBA, IESE Business School, University of Navarra

The Executive Education Sales program leverages a range of highly dynamic teaching methodologies, including group discussions, class lectures, exercises and the case method, all aimed at honing your skills as an agent of change.

The on-site edition takes place on the school’s Madrid campus.

To ensure participants get the most out of the program, they will be asked to prepare the academic materials provided two weeks before the program’s start date.

The admission process entails a three-step process:

1. Complete and submit the online application.
2. The Executive Education Department will email you to acknowledge receipt and provide further details on program dates, pre-program academic materials and bank details to submit payment.
3. Proceed with the payment of the program’s fee. This is an essential requisite to access the pre-readings and participate in the program. Two weeks before the start date, participants receive an email with a user name to access the IESE Virtual Campus and pre-readings.

FEES

• General fee: € 4,800
• Alumni fee: € 4,320
• IESE Alumni Association. members: € 4,080
• Executive education Certificate fee: An additional 5% discount on the general or IESE Alumni Association member fee.

The program fee is tax-exempt. Payment is required before the program begins and includes all academic materials and most meals. Please note that travel and accommodation expenses are not included.

Discounts are available for corporate agreements and multiple registrations from the same company. Space is limited and filled in strict order of reception so early registration is encouraged.
Approximate Schedule: 8 a.m. to 6 p.m. with additional evening social activities.

Payment Details
We accept payments by credit card or wire transfer.

Admissions Requirements
The Admissions Committee admits qualified candidates on a rolling basis as places become available. Executive Education Focused Programs have their own requirements, and all admissions are under the supervision of the Admissions Committee. In general, participants should have at least 10 years’ work experience and have held a position of leadership with significant responsibilities within the last 5 years. Although there are no formal educational requirements, admission is based on professional achievement and responsibilities within the organization.

Cancellation Policy
Cancellations received within 20 days of the program’s start date are subject to a payment of 25% of the program tuition. IESE reserves the right to cancel the current edition or modify dates up to 20 days prior to the scheduled start date. Under no circumstances is IESE responsible for any travel expenses incurred. Participants should consider purchasing travel insurance including cancellation coverage to protect against the unlikely event that the program is cancelled or their own inability to attend for personal or professional reasons.
Cancellation requests received within 3 calendar days of the program start date as well as those received during the program are subject to full payment of the program fee.

Companies and teams

• Companies with corporate agreements with IESE: discount of up to 20%.
• Discount on multiple applications, for individuals and teams: up to 25% for groups of four or more people.
• The more focused programs you take, the more benefits you will receive: you may be eligile for discounts of 5% to 15%.

Alumni

• Special price for alumni: 10% discount
• Special price for members of the IESE Alumni Association: 15% discount. Recommend 2 participants and each one will also get 15% off.

Scholarships

• Entrepreneurs
• Executive women
• ONGs

Contact the Focused Program team here for more details.

If interested in obtaining the IESE Executive Education Certificate:

• Complete, at least, 4 Focused Programs, in English or Spanish, within three years. The 4 programs must total a minimum of 12 days of learning.

In addition to earning the IESE Executive Education Certificate, you will enjoy a series of other exclusive benefits:

• Professional guidance with an IESE adviser.

• 5% discount on any future Focused Program.

• Possibility of becoming a Member of the IESE Alumni Association, which delivers a broad array of exclusive benefits. Discover here how to make the most of the membership.

Getting to the Madrid campus

Participants in the on-campus Madrid edition can benefit from special rates at the following hotels:

Madrid: Exe Moncloa 4*, EUROSTAR Zarzuela Park 4*, Meliá Madrid Princesa 5*, NH Madrid Chamberí 3*, NH Zurbano 4*.