CEL Activities

CEL is involved in a mix of engaging activities created for its partners, as well as for the wider community of executives:

  • Research and publications:

Annual research projects on cutting-edge issues in the sales domain Read more

 

Custom research projects for companies Read more

  • Webinars, events, workshops and roundtables involving managers Read more
  • Academic speeches at partner companies
  • Speeches by international academics and meetings at partner companies with insights for managerial practice
  • Guest speakers from partner companies from partner companies in national and international programs both at the university level (Bocconi University) and at the executive level (SDA Bocconi School of Management).
Research topics

CEL generates knowledge to provide answers. Main research areas over time, selected and investigated together with our partners:

CHANGE MANAGEMENT IN SALES

 

How to manage change and transformation projects in sales successfully?

 

How to identify and manage dysfunctional behavior?

 

Remote Selling how to navigate from the Covid-19 emergency to managing the new normale?

 

 

 

 

 

 

SALES COMPETENCE EVOLUTION

 

Young talents: how do they see sales professionals' roles?

 

How important are sales competences and experiences for a corporate career in the eyes of the C-suite?

 

Which are the critical competences that salespeople or area managers cannot lack in order to succeed?

 

 

SALES TECHNOLOGY & DIGITAL TRASFORMATION

 

How to manage digital transformation projects in sales successfully?

 

How to stimulate the adoption of digital tools and sales content while increasing their impact on sales performance?

 

How to craft and implement a digital sales trasformation plan?

 

How to avoid technostress e stimulate technopower?

 

Research Plan 2016 - 2021

 

Custom research projects for companies

2020

HENKEL

The ideal salesperson profile for Henkel: competence mapping

ALLIANZ

A sale’s 7 steps: sales process, activities and competences for a consulting-approach to sales

HILTI

At the roots of solution selling: drivers’ identification and validation

 

2019

ALLIANZ

Sales Academy: analysis and mapping of sales processes and online trainings

ABB

Manage digital transformation in sales: a model and its implementation

HILTI

Learning @ Hilti –Time to performance: the Lead Now Program about first line managers’ onboarding

ECOLAB

In search of commercial excellence

 

2018

HILTI

Learning @ Hilti – Time to performance: the Goal Program about new recruits’ onboarding

BOEHRINGER INGELHEIM

Digital commercial transformation: an exploratory investigation of the sales network’s impact and perception

 

2017

HILTI

Sales managers: their evolving competences

Account manager: which competences explain sales performance? Validation of Hilti’s competence system and test of these competences’ impact on MBO

Simplifying performance evaluation: measuring performance quality (KPIs and indicators)