Gestion de l'équipe de vente

Animated by:

Robert Desormeaux
Ph. D. (marketing)
Associate Professor, HEC Montréal

Giovanni Di Girolamo
D.S.A., HEC Montréal; MBA; Ph. D. (management)
Part-time Lecturer, HEC Montréal

Managing a sales team calls for specialized knowledge and skills, as the tasks of sales employees and business development professionals differ from those of other employees. 

In this seminar, you will learn how to combine strategic, tactical and operational aspects in order to properly manage your sales team. Among other things, you will learn how to:

• guide and direct the company’s business development activities;
• take strategic decisions related to the sales team;
• assemble and effectively lead a solid sales team;
• mobilize your representatives and coach them in their sales efforts.