SDA Bocconi School of Management

Sales Management Program

Lead your sales team and enhance business development for your organization

Duration

6 weeks, excluding
orientation

Effort

6–8 hours per week,
self-paced learning online

Learning Format

Weekly modules,
flexible learning

This program is presented in English

On Completion of This Program, You’ll Walk Away With:

1

The ability to effectively lead a team through market fluctuations and an ever-changing business environment while reaching organizational targets.

2

The skills to manage the digital transformation of sales organizations, and the opportunity to network with like-minded professionals from various industries worldwide.

3

The confidence to identify and solve complex issues within your organization’s sales function and team while learning how to set targets, evaluate performance and provide impactful feedback.

4

A toolkit for managing rewards and compensation more transparently and efficiently, with insights from faculty, industry experts and peers through optional live sessions.

Participants who successfully earn a digital certificate of completion for the SDA Bocconi Sales Management Program may apply to enroll for the Executive Master in Marketing and Sales. The Sales Management Program certificate will count towards a segment of the Executive Master. Upon successful admission to the Executive Master, participants will be entitled to receive a discount of €3,000.

Note: Application to the Executive Master in Marketing and Sales is required and the Executive Master assessments remain mandatory.

Accreditation Logo

SDA Bocconi is one of the few elite business schools to have garnered the ‘triple crown’ of the world’s most prestigious international accreditations (AMBA, AACSB, and EQUIS). It is also the only Italian institution to feature in all the major global business school rankings, including those of the Financial Times, Forbes, Bloomberg Businessweek and The Economist.*

*SDA Bocconi (2021).

Program Curriculum

Over the duration of this online program, you’ll work through the following modules:

Module 1
Introduction to sales force management

Learn about the sales management topics being covered in the program.

Module 2
Customer portfolio analysis and management

Learn how to run a customer portfolio analysis.

Module 3
Setting targets, evaluating performance and providing feedback

Explore the methods of evaluating the performance of salespeople and providing constructive feedback.

Module 4
Managing the digital transformation of sales organizations

Explore the different approaches to digital transformation in sales organizations.

Module 5
Leading effective sales teams

Reflect on the core leadership models as they apply to sales teams.

Module 6
Managing rewards and compensation for a sales force

Explore the systems of motivation, rewards and compensation for a sales force.

Please note that module titles and their contents are subject to change during course development.

Program Director

Paolo Guenzi

Associate Professor, Department of Marketing, Università Bocconi and SDA Bocconi

As a marketing and sales expert, Paolo is involved in research, education and consulting projects for some of the leading players in many business-to-business and customer markets. His research is focused on three main areas: sales management, digital transformation of sales forces and relationship marketing. Paolo is the published author of more than 30 scientific articles and has authored several chapters in domestic and international books. His most recent works are Gestire le Vendite (EGEA, 2015), Leading Teams (Wiley, 2013), Team Leadership (EGEA, 2012), Sales Management: A Multinational Perspective (Palgrave MacMillan, 2011) and La Trasformazione Digitale Delle Vendite (EGEA, 2021).

Paolo has experience teaching in a dozen different countries and has been a speaker at many international business schools, including Harvard University, Columbia University, London Business School, Cranfield University, University College Dublin and Vlerick Business School.

"This online program was one of the best experiences I’ve had. Due to the pandemic and my time-limiting profession, I have always been in search of prestigious online programs. This one offered materials, topics and support that exceeded my expectations, and will help take my career to another level."

— Klarita Salillari, General Physician, Aesthetic Medicine and Cosmetics, K-Esthetic Studio

An Online Education That Sets You Apart

This SDA Bocconi online program is delivered in collaboration with online education provider GetSmarter. Join a growing community of global professionals, and benefit from the opportunity to:

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Gain verifiable and relevant competencies and earn invaluable recognition from an international selection of universities and institutions, entirely online and in your own time.

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Enjoy a personalized, people-mediated online learning experience created to make you feel supported at every step.

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Experience a flexible but structured approach to online education as you plan your learning around your life to meet weekly milestones.

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