Sales Teams Leadership

Spanish
3 sessions - (12h)
15 February 2018
Part time
+ 5 years
690€
imagen

The Sales Teams Leadership programme aims to ensure that participants identify the qualities that make them stand out from the rest of the field, and that allow them to exercise strong influence over sellers. Sales teams need good leaders that allow them to grow and develop their own leadership. Skills to motivate, guide, persuade and keep talent are key to achieving commercial success.

Dates: 15, 19 and 22 February 2018
End: 3 sessions - (12h)
Schedule: 17.30 to 21.30h

* Check the special price for EADA Alumni members

 

Benefits

  • Obtain an accurate image of your profile, in terms of the qualities that show leadership potential and that make you stand out.
  • Set out a leadership development plan based on the information obtained about your profile and feedback from professional experts.
  • Develop some leader-coach skills to influence sales teams/sellers.
  • Learn to use the tools needed to combine management of your area of responsibility and lead your team.
  • Promote your team’s development through team-coach skills.

Aimed at

Sales leaders and/or managers that need to develop and enhance their influence over their sales team.

Request information

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Structure

  • The team leader. Key skills.
  • Management activities vs. Leadership activities.
  • The power of influence to motivate, guide, persuade and retain.
  • Relationship with employees. The leader-coach.
  • Strategy as an element for team cohesion and leadership.
  • Determination of the roles of each seller within the team.
  • Leadership via Sales Planning.
  • Leadership via negotiation with customers.
  • Incentives management.
  • Actions that rupture the leadership of a sales team. Team functioning. Complementary roles.
  • Team maturity and a leader’s influence.
  • Seeking better results. High Performance Teams. The team-coach.
  • Anchoring key concepts and the next steps.

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Speakers

Esther Somoza

Licenciada en Psicología Industrial por la UB, Master en Dirección de Recursos Humanos en la Escuela de Estudios Financieros, Formación en Active Coaching en Augere Foundation y Master ejecutivo en Coaching Organizacional por EADA. Cuenta con la acreditación LIFO y Practicioner en PNL. Desde 1993 mantiene una relación directa con empresas en el diseño de planes de formación a medida, para el desarrollo de las competencias personales y profesionales, como Banesto, Winterthur, Honda, Grup Acieroid,TV3, Catalana Occidente, Abertis Telecom, Kellog’s, entre otras. Es profesora asociada en EADA desde 2007 en sus programas del área de Estrategia, Liderazgo y Personas, donde imparte dirección de equipos de trabajo, liderazgo y negociación. Ha colaborado en el libro “Manual del Directivo eficaz”.

Esther Somoza

Strategy, Leadership and People
Ponente Víctor Moliner

Marketing, Operations and Supply

Victor Moliner Mosquera

Víctor Moliner holds a diploma in General Business Management and Marketing Management from EADA and in the Management Development Programme from IESE. He has given in-company training at several companies, including Basf, Nestle or Abertis Telecom. His dedication is further evidenced through his work as an EADA lecturer, managing business consultancy projects in sales and marketing. He’s currently the Managing Director of the firm CoreTarget Consulting. His areas of expertise are Strategy, Strategic and Internal Marketing, Distribution Policy, Pricing Policy and Sales.

Tuition
690€
Format
Área funcional
English
Type
Languages
Start
15 February 2018
Experience
Duration
3 sessions - (12h)