Sales Leadership and DevelopmentLaajuus (5 cr)

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

Starting level and linkage with other courses

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

Implementation methods, demonstration and Work&Study

Eveining Online

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.

Learning materials

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