Operational Management

Sales Management

Digitisation is presenting us with new challenges. The financial controller is in demand as a navigator in the sales division. The aim is to establish the necessary transparency for business decision-making.

  • Target group

    Financial controllers wishing to learn and understand more about selling and sales management; managers wishing to familiarise themselves with the mindset and tools of sales management.

  • Benefits

    • You will be provided with tools for increasing efficiency in the sales division. • You will learn how to use the operational and strategic tools for sales management in their entirety. • You will practise using these tools in realistic case studies. • Having worked on topics of your choice, you will take home concrete implementation steps.

Training Topics

  • What the internal customers require from sales managers

  • Multidimensional profitability analysis for sales management

  • Customer analysis and marketing management

  • Cost and value drivers in sales

  • Resource management in a sales organisation

  • Corporate performance management in the sales cycle

  • Workshop on current sales topics in your business

  • Strategic sales management and customer portfolios

  • Twelve steps to modern sales management

  • Agreement of personal targets to reinforce what has been learned