Sales Leadership and Development (5cr)

Intro

Effective sales leadership is critical for driving organizational growth and building high-performing sales teams. This course explores the principles of sales leadership and development, focusing on strategic decision-making, talent management, and fostering a culture of continuous improvement. Through theoretical insights and applied learning, students will gain the skills necessary to lead sales teams, optimize sales processes, and navigate evolving market conditions.

This course examines leadership strategies specific to sales environments, including coaching, motivation, and performance management. A significant focus will be placed on the impact of digitalization and data-driven insights on sales leadership. Students will explore modern sales methodologies, customer relationship management, and key performance indicators to assess and enhance sales effectiveness.

Learning objectives

The aim of this course is to develop students' ability to lead sales teams, create effective sales strategies, and drive organizational success through strong leadership and analytical skills.

Upon completion of the course, students will:
• Understand core principles of sales leadership and their impact on team performance.
• Develop strategies for recruiting, coaching, and leading high-performing sales teams.
• Apply modern sales methodologies to optimize sales processes and drive revenue growth.
• Analyze key performance indicators (KPIs) to assess and improve sales effectiveness.
• Explore the impact of digitalization and emerging technologies on sales leadership.

Contents

Key Themes
• Leadership strategies in sales organizations
• Coaching and talent development in sales teams
• Data-driven decision-making in sales leadership
• The role of digitalization and emerging sales technologies
• Sales performance metrics and optimization strategies

Implementation methods, demonstration and Work&Study

Eveining Online

Learning materials

Learning materials are provided by the instructor and available in Moodle.

Lähtötaso ja sidonnaisuudet muihin opintojaksoihin

This course unit is part of the master's degree's curriculum. Completion of the course requires master's study entitlement.

Assessment criteria - grade 1

When the implementation type of the course is CONTACT, ONLINE or BLENDED it is required that the student is present during those teaching hours that are marked in the study schedule. If you are absent more than 25 %, your grade will be lowered by one. If you are absent more than 50 %, the course is failed.

The student demonstrates satisfactory competence in relation to the course learning objectives. The student identifies some of the theories, perspectives and concepts presented in the course. The student weakly identifies their implications for practice.

Assessment criteria - grade 3

The student demonstrates good competence in relation to the course learning objectives. The student has good command of the theories, perspectives and concepts presented in the course. The student is able to analyze their implications for practice.

Assessment criteria - grade 5

The student demonstrates excellent competence in relation to the course learning objectives. The student profoundly masters theories, perspectives and concepts presented in the course. The student critically and thoroughly applies the concepts and theories learned in the course to analyze and create solutions for practical work situations.