CEL - Commercial Excellence Lab | Activities | SDA Bocconi School of Management

CEL

Commercial Excellence LAB

CEL Activities

The Lab is involved in a mix of engaging activities created for its partners and, in a different manner, also for the wider community of executives:

 

  • Research and publications on cutting-edge issues;
  • Organization of management webinars, events, workshops and round tables;
  • Academic speeches at partner companies; guest speakers 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’s research topics are set annually and shared with partners. As an example, some of the research questions undertaken have been:

 

  • What are outstanding sales strategies and how are they organized?
  • How are companies transforming their digital sales strategies and what impact does technology have on sales excellence?
  • How are key account management strategies evolving?
  • What is outstanding leadership (both for individuals and for the team as a whole) in the area of sales?
  • What personal variables guide excellence and how are they modulated in the various roles (e.g. salespersons, key account managers, supervisors, etc.)?
  • What are the supporting and management processes and tools behind an optimal sales organization and how should they be managed?