1. Podcast episode:
Specific aspects of sales management

2. e-Learning module:
The roles and attitudes of successful sales managers

• Specific characteristics of the role of the commercial manager.
• Adapting management to change.
• Turning change-related obstacles into commercial opportunities.
• Adapting and maintaining performance targets.
• Managing your time to balance thought and action, team and individuals.

3. e-Learning module:
Managing sales activity through uncertainty and change

• Responsiveness as a competitive advantage.
• Spotting and acting on opportunities.
• Constructing a strategy with the ZIP method.
• Steering your business to develop team dynamics.

4. Podcast episode:
Sales staff motivation and performance

5. e-Learning module:
Managing your sales team through uncertainty and change

• Measuring the impact of uncertainty on the business.
• Understanding your sales team's emotions to change.
• Handling the emotions of your salespeople.
• Refocusing on the objective.

6. e-Learning module:
Motivating your sales team for action

• Identifying how motivation works.
• Levers for maintaining individual commitment.
• Mobilising and motivating your salespeople for a new objective.
• Refocusing on the objective to correct slippage.

7. e-Learning module:
Successful commercial meetings

Principles of an effective sales meeting:

• identify the required information and actions in advance ;
• provide a context for the action and communicate ;
• manage viewpoints based on actions to be implemented.

8. Podcast episode:
Conducting successful meetings