Sales excellence
Idee, metodi e strumenti per ottimizzare la funzione vendite
Managing change in sales structures and sales management processes
The course enables the creation of a new vision, facilitation of change management, stimulation of cross-functional relationships and the creation of team spirit and team leadership in order to bring about a concrete change in the way of working in sales structures to improve sales performance. It strengthens the change and transformation capabilities of sales management processes and teams in sales organizations especially with a view to the design and implementation of sales excellence and sales transformation projects.
The objective of the program is to provide ideas, models, methods, tools, and practical examples to manage transformation projects in the organization and management of the sales function in an integrated and coherent way in order to pursue excellence in sales.
Who should apply
You have management responsibilities or influence on sales transformation and change management projects in sales structures, or who are responsible for or wish to create sales excellence organizational units or processes.
Specifically, the course is aimed at: Sales Managers, Sales Directors, Sales Excellence Managers, Sales Transformation Managers, Sales Operations Managers, VP Marketing & Sales, Sales Support Managers, as well as entrepreneurs who intend to develop and promote significant change projects in sales.
The content covered is applicable regardless of the industry in which the participant's company operates.
SDA Bocconi Executive Education Certificate
To navigate the evolution of the macroeconomic landscape and organizations, it is essential to broaden your managerial skills. Education plays a central role in this process. Together with our Program Advisors, you can design the learning path that best suits your needs, choosing from various formats to shape your professional growth.
Program Advisory
Learning is never a linear journey—it is a path built together, combining specific learning needs with practical tools tailored to individual challenges. Contact our team of Program Advisors, and together we will design the ideal learning path for you or your team, ensuring alignment with your goals.
Your benefits:
A dedicated orientation meeting, either in-person or remotely, to identify learning needs and create a customized plan. Throughout the course, you will experience a tailored welcome to introduce you to the program and foster networking between participants and instructors. Upon completion, your evaluation will become a valuable contribution for continuous improvement of the offering.
How your organization benefits:
Advisory on the program with HR managers to analyze organizational needs and develop personalized projects. Ongoing progress monitoring and a final follow-up to share results and gather feedback, ensuring constant alignment with pre-set goals.
Get in touch with Cristina Popescu
Structure and contents
The program consists of 3 days totaling 24 equivalent hours and is built on 2 pillars:
The organizational conditions for sales excellence
Personal contribution to sales excellence
Calendar and information
Via Sarfatti 10, 20136 Milano
Calendar
- 25 - 27 novembre 2026On campus08:00 - 17:00
Fees
€3,700 + VAT
The fee is net of VAT but includes teaching materials and working lunches.
Special payment terms
Bocconi Alumni
Bocconi Alumni are entitled to a 20% reduction on participation fees. To take advantage of the discount, please enter your Alumnus status when registering by indicating “ALUMNI 20” in the notes section. Remember that without this indication, the discount will not be applicable.
Women are good for business
To foster and contribute to women’s professional development, SDA Bocconi School of Management offers them until 8 March 2027 a 20% discount on the participation fee for all Executive Open Programs and Executive Online Programs.
Multiple enrollments
Companies, institutions and public bodies that enroll at least 3 participants in a single program are granted a 20% discount for each registration fee. The concession is not applicable for personal enrollment and must be formalized by the start date of the course.
Corporate education programs
In the case of learning needs involving several resources of the same company enrolled in more than one program, it is possible to define a customized plan from the specific needs of the organization. In this case, our Program Advisors are available to build with the client organizations ad hoc training plans with special pricing.
Partnerships and channel agreements
SDA Bocconi offers the possibility to initiate collaborations that allow them to expand the portfolio of educational trainings to be offered to their members. In this case, the School is available to evaluate partnerships and channel agreements so as to respond in a timely manner to the specific needs of the organization.
By attending at least 80% of the classes, you will receive a certificate of participation in the program and a digital badge to share with your network on LinkedIn.
Program Direction
The program enhances the ability to manage business processes in an integrated way especially during stages of organizational change, in particular, by improving cross-functional relationships, strengthening relationships between members of sales teams, exercising leadership, stimulating motivation ...
