Scroll to discover

Executive Education

Leading Effective Sales Teams

June 27-28
This course will teach you the principles of leading effective sales teams, to maximise your value proposition to the customers.

Course Overview

Given the context of the global pandemic, buyers and sellers had to change the way they do business. In addition, companies face intensified competitive pressure, accelerating technological progress, increasing the complexity of buying decision processes and higher customer expectations.

These and other ongoing environmental transformations call for a new approach to achieve higher levels of sales productivity and performance.

4.9 out of 5

The average rating of the course content given by participants.

Sharpen Your Tools

This course will show how to use marketing and sales functions to build better customer relationships. 

Registration is open for experienced managers. Seats are limited.


  • Value proposition
  • Customer centricity
  • Customer-centric go-to-market strategy
  • Salesforce design
  • Salesforce compensation
  • Brands and salesforces
  • Strategic account management
  • Design thinking in the sales process

About the Lecturer

Dominique Rouziès

  • Dominique Rouziès (Ph.D., McGill University) is a Professor at HEC Paris and a consultant, as well as lecturer at BMI Executive Institute.
  • Previously, she was the Academic Director of the Executive Masters in Sales and Marketing and the Master of Science in Marketing. She has also been in charge of the HEC Center for Research on Individuals and Organizations (CRIO). Additionally, she is a member of the scientific committee of the Group of the National Schools of Economics and Statistics (GENES). 
  • Her research and consultancy have primarily focused on improving the performance of sales organizations. Her research has appeared in Harvard Business Review (print and digital, including her blog on Harvard Business Review France), The Financial Times, Les Echos and many other outlets. 
  • She has published extensively in leading academic journals such as Journal of Marketing and won (with her co-authors) the American Marketing Association Selling and Sales Management SIG’s Excellence in Research Award for their research on salesforce compensation.
  • She co-organized the Thought Leadership on the Sales Profession Conference hosted by HEC Paris (after two earlier editions at Harvard Business School and Columbia University).
  • She has worked with a large number of companies (e.g., EDF, Sanofi, Orange Business Services, Microsoft) and startups (more specifically at Station F, one of the world’s largest incubators).

Discuss Your Needs

If you need more information, let’s get in touch!


Contact Us

Annemarie WEISE
Director, Business Development
+32 471 77 10 70

Download Brochures