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Digital Transformation of Sales Management

Manage the main challenges that confront your company in sales management

Digital Transformation of Sales Management (DTS.14)

Dates 11. - 13. Dec 2019
Duration 3 Days
Location Berlin
3,800 €

Digital Transformation of Sales Management

Executive education program in English

Digitalization is changing the sales function fundamentally. Digital business models require new sales approaches, big data analytics grant unprecedented customer insights, and sales processes are increasingly augmented or automated through digital technologies. Against this backdrop, sales managers need to rethink established practices.

 

To support them in this endeavor, participants of the program Digital Transformation of Sales Management discuss the latest concepts, research results, and best practices. They will develop new ideas to improve their own sales business, receive feedback from faculty and peers, and leave the program with a concrete action plan. To facilitate the transfer into practice, participants will also deal with the questions of how to drive change in the sales function as well as how to overcome resistance from superiors, peers, and their own teams.

 

Target audience: Who should attend the program?

Managers with several years of professional experience in sales, marketing, or customer management.

 

Key benefits: Profit from hands-on expertise

  • Disruptive approaches to modern sales management
  • Get to know new frameworks and concepts, research insights, and best-practice examples
  • How to create high-performing sales personnel with clearly defined roles, tasks, and selling behavior
  • Capitalize on the exchange between executives form different industries

 

Key topics

  • Digitalization: transforming sales management through analytics, automation, artificial intelligence, and the blockchain technology
  • Managing change: achieving buy-in from sales managers and sales representatives

Meet our teaching staff

The programs have been 
designed – and will be led –
by ESMT faculty members 
and ESMT visiting faculty. 
They will also guide and 
advise you throughout 
your studies.

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Christoph Graupner-Dietrich

Christoph Graupner-Dietrich

Manager Business Development
Testimonial

This is a well-structured, practice-oriented program offering new insights on client satisfaction and including an international network of faculty and peers.

Zoltan Ocsenas, Regional Head, Business Development CEE, Allianz Investmentbank
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