Successful companies have outstanding Sales Management teams
Building a strong sales organisation is a key requirement for ambitious companies.
It actually starts with you. Build up your own Sales and Sales Management skills to know firsthand what should be done or avoided to grow and manage a successful sales organisation.
EPFL Innovation Park created a short 4 half-day course to get your hands on the tips and tricks to build and manage a fast-growing sales organisation that will help you get in the league of the companies that outperform their competition.
Strategies for growing sales
Models of Go-to-Market, choosing and mixing Direct Sales, Channel, Web and Commercial Joint Ventures
Sales Organisation models and how to make them work
Using Sales Tactics to support your Sales Strategies
Revenue Acquisition, Recurring Revenue Streams and Lifetime Value Plans
Alternative product offerings to support Sales Growth
Using Product Market Fit loops to tune your Sales Strategy and Product Offering
Using Sales Advisory Boards and Market Experts
Sales process & client management
Full Sell Cycle overview from Lead Generation to Deal Closing and Up-selling
Selling the Value Proposition and managing the Client Buying Centre
Sales cycle Characterisation and Optimising techniques
Client and Partners relationship management, Account management and Growth plans
Customer development boards - feedback loop on products and services
Sales force automation & sales management tools
Lead generation and Lead management tools
Web Sales and Sales chat bots
Sales opportunity Pipeline management tools
Client Account Management tools
Channel Partners opportunity and account management tools
Sales Key Performance Indicators and Sales forecasting tools
Managing & growing sales organisations
Founders and CEO role in Sales - growing a sales organisation over time
Recruiting and Hiring Sales and Sales Management people
Management by Objectives for Sales people
Sales Management routines
Sales personality types and Management Styles
Managing territories assignment, sales team competition, egos and fairness
Managing career paths/plans/expectations, retaining and firing sales people
Stanford MBA, Founder & Managing Director at Hire & Keep
"TOTALLY worth the fees and the training time - how to save big by avoiding stupid mistakes and how to increase your revenues big time by learning the sales process from the pros.
Register today for the next sessions and thanks to the trainers!"
Head of Presales at icCube
"The strength of Fast Track Sales Academy course lies on the actionable ways to improve your sales processes, independently of your company's stage. The professional diversity of the team and lecturers enriched the course's
content and debates in each session.
I definitely recommend the course if you are looking to have a deeper understanding on sales models, processes, tools, management and growth. Two thumbs up!"
CEO and Founder at Aurora's Grid
"Fast Track sales class: very useful! The Trainers started from the basic knowledge of sale-cycles and gradually explained how to manage sales with specific tools and dedicated methodologies. Very useful the tips on “recruiting sales-team”. I definitively suggest this class to start-up facing off with sales management!"
Head of Key Account Management at LEMO
"A perfect fit for what I was looking for as the course gives a truly holistic view of the Sales function, covering all key aspects and all angles! As an experienced sales professional with mostly big corporation background, it gave me exactly what I needed to transfer into the exciting world of smaller and more agile organisations as I was able to combine my "corporate" experience with the content of the course geared towards startups and SMEs. All of this in a fun atmosphere and an exciting blend of participants."