Sales Management

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Summary

This program presents conceptual models, management methods, practical tools and real-world examples of some key sales management decisions in B2B relationships.

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Objectives

Plan sales management strategies on current and potential B2B customer portfolios.
Align sales force organization and management with marketing strategies.
Design and manage effective incentive plans to motivate salespeople and improve their performance.

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Benefits

You will learn how to develop effective strategies for managing B2B customer portfolios, both current and potential. This approach will help optimize efficiency in account management, improving customer retention and acquisition.
You will learn to align the organization and management of the sales force with marketing strategies. This ensures consistent and effective execution of commercial initiatives, maximizing the impact of sales actions in the market.
You will acquire practical tools to design and manage incentive plans that motivate salespeople and improve their performance. This is essential to stimulate the commitment and productivity of the sales team, generating positive results in the achievement of commercial objectives.

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General information

	Dates	Location	Investment
Edition 1	December 1 to 3, 2025	Panama	USD $2,800

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Teachers

Marco Aurelio Sisti

Visiting Professor at INCAE Business School

Marco Aurelio Sisti

Visiting Professor at INCAE Business School

The program is aimed at sales managers, sales managers, area managers, BU managers and all those managers who are assuming responsibility for sales management or work closely with sales managers and need to better understand how management decisions are made. The content covered during the program is tailored to companies of all sizes.

The program is designed for managers and professionals who assume sales management responsibilities or work closely with sales teams. There are no specific requirements, but participants are expected to have relevant work experience in sales or similar roles.

Our distinction lies in the quality of the teaching and the experience of the instructor, Professor Marco Aurelio Sisti. In addition, we focus on practical applications through real cases and group exercises, ensuring that you not only acquire theoretical knowledge, but also develop practical skills applicable in your work environment.

The program has a duration of 2.5 intensive days. It is structured in didactic sessions, case study discussions and group exercises to ensure comprehensive and practical learning.

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