Sales Leadership and Development - SAL701AS3YE - Opinto-opas

Sales Leadership and Development, 5 cr - SAL701AS3YE

Upcoming implementations

Sales Leadership and Development SAL701AS3YE-3001 20.10.2025-12.12.2025 5 op (MASALE, ...) +-
Teaching methods and instruction

Evening Online course
Online lectures, discussions, case studies, visitors

Learning material and recommended literature

Available in Moodle

Working life connections

Visitors from business

Campus

Pasila Campus

Exam dates and re-exam possibilities

Evaluation is not based on exams

Teaching language

English

Internationality

Litterature is in English

Timing

20.10.2025 - 12.12.2025

Learning assignments

1. Development plan for a sales organization 2. Case analysis

Enrollment

02.06.2025 - 17.10.2025

Content scheduling

Online session once a week
Groups
- MASALE
- EVENING
- ONLINE
Alternative learning methods

According to Haaga-Helia instructions

Teachers

Riku Hytönen, Joona Mäntyvaara

Seats

31 - 60

Further information

1. Development plan for a sales organization
2. Case analysis
3. Activity

Degree Programme

LEBUM Degree Programme in Leading Business Transformation

R&D proportion

0.00 cr

Virtual proportion

5.00 cr

Evaluation scale

H-5

Current implementations

No ongoing implementations yet.

Past implementations

No past implementations yet.

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.

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

Eveining Online

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

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.

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

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.

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.

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.