Sales planning
Gestire in modo integrato i processi di vendita
Optimizing business processes through data analysis
The course provides an in-depth look at the most relevant topics to provide criteria and tools for more data-driven and therefore more rational and informed business process management. A business structure capable of working more on facts than opinions can give companies a distinct competitive advantage. Sales Planning enhances the enterprise's ability to predict, govern and measure sales performance.
The objective of the course is to provide ideas, models, methods, tools and practical examples for managing in a structured way the main analyses needed to improve business and economic performance, identifying actions to maximize the efficiency and effectiveness of business choices.
Who should apply
You have direct management responsibilities or indirect influence on sales performance; you are responsible for or wish to create organizational units or processes for improving Sales Operations based on more accurate analysis.
Specifically, the course is aimed at: Sales Managers, Sales Directors, Sales Excellence Managers, Sales Operations Managers, VP Marketing & Sales, Sales Support Managers, as well as entrepreneurs who intend to develop and promote significant data-driven improvement 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 consist of 3 days totaling 24 equivalent hours and is built on 2 pillars.
Planning in business: basic principles
Planning for vendors, customers, and products
Calendar and information
Via Sarfatti 10, 20136 Milano
Calendar
- 26 - 28 ottobre 2026On campus08:00 - 17:00
Fees
€3,200 + 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 management of business organizations increasingly relies on the availability of data and the ability of managers to derive useful information to set more realistic and accurate goals, make better decisions, schedule activities more efficiently, set priorities, assign responsibilities, evaluate r...
