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Sales management
and sales department

Description
Only a team guided with skill, precision, analytical capacity and expertise can achieve rewarding results for everybody. The course presents all the necessary elements to set up a successful sales department, manage the sales network and define the objectives outlining the most effective way to achieve them.

Target audience

  • Commercial directors
  • Sales managers
  • Area managers
  • Branch managers

Versions

  • Single-company  (dedicated to individual companies)
  • Inter-company  (open to multiple companies and individuals)

Modes of delivery

  • In-class meetings
  • Online lessons
  • Blended learning (online training and assessment meetings)

Course contents 

Comprehensive Compact Reduced
Duration in hours24168
Commercial leadership based on data
From control to guide, correct use of analyses
Market analysis according to the PESTEL method
Pareto and the challenges of growth
Customer value according to the Boston Matrix
The KPIs to measure potential customers
Customer portfolio analysis and operational choices
Budgeting and sales forecasting
Price positioning and price lists
Commercial visits and field work organization
Data-driven performance control
Verification tools and effective sales meetings

Course structure
The course can be structured in either 8-hour full days or 4-hour half days. The interval between lessons goes from a minimum of 7 to a maximum of 30 days, according to specific needs. Between one meeting and the next, participants will be assigned tasks and exercises in order to experience what they have learnt and to engage with the teachers during assessment. The basic principle underlying Passodue training courses is that of training to actionthe exercises and case studies discussed in the classroom will be taken from participants’ real lives so that, in addition to their training, they can obtain advice immediately applicable to their roles.

Number of participants

  • Max 20 (inter-company)
  • Max 15 (single company)
  • Max 10 (web)

Expected results
The coordination of commercial actions cannot be improvised, especially if it includes the involvement of a sales force and of a distribution channel. Data control is an essential component of commercial leadership. At the end of the comprehensive course participants will be able to use the main analysis and control tools, obtaining specific inputs to manage reports and organize coordination meetings with the team and the dealers. The compact course presents the main analysis tools which will allow participants to quickly get their salespeople on the road to successful results. The reduced version offers an interesting overview on the modern operational management of the sales department.

Team of trainers
All Passodue trainers have years of corporate experience as consultants, managers or entrepreneurs. The techniques explained are the result of constant research and innovation. The consultants active in this field are Alberto Aleo and Canzio Panzavolta.

How much does training with Passodue cost?

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on how to set up a successful sales department, manage the sales network and define the objectives.

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