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.

PROGRAM

Day 1

Day 1

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

Day 2

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

Day 3

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

Day 4

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

TESTIMONIALS

Alexandra Marcoin-Karacsonyi

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!"

Nathalie Leroy

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!"

Dimitri Torregrossa

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!"

Stéphane Janiszewski

 

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."

COURSE LEADER & TRAINERS

Benedict Stalder, Fast Track Sales Academy, EPFL Innovation Park, entrepreneurship training

Benedict Stalder

Course Leader

Jean de Wolff, Fast Track Sales Academy, EPFL Innovation Park, entrepreneurship training

Jean de Wolff

Reto Hartmann

Jean-Claude Michaca, Fast Track Sales Academy, EPFL Innovation Park, entrepreneurship training

Jean-Claude Michaca 

Cyril Halifi, Fast Track Sales Academy, EPFL Innovation Park, entrepreneurship training

Cyril Halifi

 

DATES & TIME

Online

1:30PM - 5:30PM

English

Course SAC20.05

Day 1:

Day 2:

Day 3:

Day 4:

5th Nov. 2020

12th Nov. 2020

19th Nov. 2020

26th Nov. 2020

Fully interactive

Trainer-Participant

sessions

Online

Fully interactive

Trainer-Participant

sessions

1:30PM - 5:30PM

English

Course SAC21.01

19th Jan. 2021

26th Jan. 2021

2nd Feb. 2021

9th Feb. 2021

Day 1:

Day 2:

Day 3:

Day 4:

Lausanne

EPFL Innovation

Park

Building D

1:30PM - 5:30PM

English

Course SAC21.02

Day 1:

Day 2:

Day 3:

Day 4:

4th Mar. 2021

11th Mar. 2021

18th Mar. 2021

25th Mar. 2021

Lausanne

EPFL Innovation

Park

Building D

1:30PM - 5:30PM

English

Course SAC21.03

Day 1:

Day 2:

Day 3:

Day 4:

3rd Jun. 2021

10th Jun. 2021

17th Jun. 2021

24th Jun. 2021

If needed, you can take the course days in any sequence & over 2-3 sessions

COURSE FEES & ADMISSION

Total course fee for 4 afternoons is CHF 950.-, admission is

subjected to a selection process. 

For more information contact Benedict Stalder by

Phone  or  e-mail

*Fast Track reserves the right to modify the program dates, location, and fee at any time.

Fast Track Series, EPFL Innovation Park, entrepreneurship training
Fast Track Series, EPFL Innovation Park, entrepreneurship training

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