•   Sales Leadership and Development SAL701AS3YE-3001 20.10.2025-12.12.2025  5   (MASALE, ...) +-
    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.
    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.
    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
    Assessment criteria
    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.
    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
    • YAMKE3BUT
    • 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