The New Sales Manager

Overview

The three-day programma The New Sales Manager of Rotterdam School of Management Erasmus University Executive Education provides sales managers with the right tools and knowledge to succesfully manage and modernise the sales department, when customer behaviour is changing and as new technologies have changed the way business is done.

You will start the process of bringing your knowledge up-to-date by looking at macro-environmental factors that drive changes in business and thereby create the need for a new kind of sales management. We will explore the four building blocks that help you develop into a modern sales manager: customer centricity and sales of solutions; new customer segmentation and intelligent approach; sales intelligence and digitalisation; new sales management and sales culture.

With your new knowledge, you will make a plan to implement high performance in new sales management immediately.

Pre-programme

• a one hour online self-assessment
• online assessment of your organisation’s external environment

Post programme

Two months after the three-day programme there is a review with feedback from the faculty.

Faculty:

Prof. Dr. Ed Peelen
Faust Mertens MBA
Machiel van Nieuwaal BA, MSc

For whom

This programme is for sales managers and professionals:

• sales managers working in business-to-business environments
• sales professionals managing teams of sales specialists
• other professionals who work in sales departments.

what will you gain?

Benefits for participants:

After completing the programme, you will be able to:

• coach your sales team to sell solutions instead of products and services
• know what type of sales representatives you should recruit for your sales team
  accurately
• classify the segments in your customer base
• design optimised sales approach plans for each segment in your customer base
• know how and when to use digital sales to create more leads
• manage multiple routes to benefit your sales, including social media and various online content, plus inbound sales, representatives and the quality of your customer service
• experiment with new management behaviour to lead and inspire your sales team
• design a high-performance plan to implement the four building blocks.

Rotterdam School of Management Erasmus University

How can sales professionals adjust to the digitalisation of products and services? And how can you tap into the increasing need for customer centricity? You might recognise these challenges, but aren’t sure how to deal with them in your role as sales manager.

More information The New Sales Manager on Rotterdam School of Management Erasmus university Executive Education

Sales managers must find their place in this new era that has products, services and solutions undergoing digitalisation, and an increasing need for customer centricity.

testimonials

Read what previous participants say about the programme:

“I’ve been passionate about sales for many years, and the The New Sales Manager programme brought me several new insights. It is a great experience to spend three days of intensive discussions and exchanging a lot of valuable information about sales with other ‘sales fanatics’ with all kinds of backgrounds. I strongly recommend the programme to anyone who is serious about sales as a profession.”
Jos van den Biggelaar, Industry Director, AON Holdings B.V.

“The New Sales Manager was a great help in making steps in enhancing sales processes and building new tools for the sales team to improve the outcome of various efforts in the sales process. The course is very near to daily business, and has a good balance between theory, practice and actual trends.”
Sandra Winkelhorst, Country Manager Germany, Svedex B.V.