Digital Transformation of Sales Gain the tools to transform your sales function
Course content Over three consecutive days you will learn both theory and practice, while working on your personal digital transformation initiatives. The course will include guest speakers, who will share their experience of driving digital transformation. What does the course deliver? ■ Learn about the latest developments in the digital transformation of sales, and understand the factors that determine success or failure when leading initiatives within your organisation ■ We’ll show you how you can lead the change and overcome resistance to digital transformation, by exploring the psychology behind the success and failure of change initiatives ■ Gain practical tools in key trends and leave with a systematic digital transformation plan for your business
From lead generation to aftersales service, tasks are being increasingly replaced or enhanced by technologies such as analytics, automation, e-commerce – and more recently fuelled by latest developments in artificial intelligence. How do you keep pace with these changes, while ensuring a high- level of customer service? Digital sales technologies are complex and evolving rapidly, so keeping track of and understanding latest trends in depth is extremely challenging. Alongside this, many organisations introduce digital technologies unsystematically, which is a recipe for failure. Successful digital transformation is a change issue more so than a technological issue, and so organisations need to learn to drive a fundamental shift in their culture. Our Digital Transformation of Sales course will help you to transform your sales function, introducing you to the latest principles and best practice.
■ The course will open up a new network of industry peers and Warwick Business School faculty to you, who will help you expand your knowledge, offer insights from their own business experiences, and be a sounding board for your ideas. Who is the course for? Digital Transformation of Sales is for anyone who wants to learn how the latest digital trends may benefit their own sales function.
Key information
Day 1
■ The digital sales strategy canvas ■ Sales analytics ■ Define your sales transformation initiative.
“The sales function has always been a key target of digital transformation, and we’re currently experiencing an unprecedented pace and complexity of technological development. It’s extremely difficult for organisations to keep track and make the right decisions on how to transform their sales functions digitally. Digital Transformation of Sales focuses on how to navigate the move into a more strategic approach to creating sales transformation initiatives for you and your organisation.”
Format: Part-time
Duration: 3 days
Day 2
Location: The Shard, London
■ Sales force automation ■ Artificial intelligence in sales ■ Online sales channels ■ Focus your sales transformation initiative.
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Website: wbs.ac.uk/go/DTOS
Day 3
■ Building a digital sales culture ■ Leading the digital transformation of sales ■ Review your sales transformation initiative.
Nick Lee Professor of Marketing, Course Director
Evening activities
■ Day 1: Networking evening and industry insights ■ Day 2: Cohort dinner at a local restaurant.
Executive Education / wbs.ac.uk
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