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. The curriculum also includes optional live sessions where you can network with peers and engage with program faculty and educators.

Participants who successfully earn a digital certificate of completion for the SDA Bocconi Sales Management Program may apply to enroll for the Executive Master in Marketing and Sales. The Sales Management Program certificate will count toward a segment of the Executive Master. Upon successful admission to the Executive Master, participants will be entitled to receive a discount of €3,000.

Note: Application to the Executive Master in Marketing and Sales is required, and the Executive Master assessments remain mandatory.

This program is for anyone looking to strategically manage sales in order to outsmart competitors, maintain or grow market share, and reach ever-increasing targets. This includes sales managers who are used to working individually but want to gain the skills to lead a team, as well as technical professionals who have moved into sales but lack managerial experience. The program would be particularly beneficial to sales managers in charge of a large team. They’ll learn how to improve their performance in their current position by taking a more strategic view of their function and role within the broader business. It is also useful to newly promoted sales managers, aspiring sales professionals, and those ready to move to the next stage of their careers.