More and more companies are launching Commercial Excellence initiatives to strategically, integratively, and consistently manage the decisions and actions that directly impact sales performance.
In this session, Professor Paolo Guenzi will provide an in-depth analysis of how companies can enhance their commercial organizations through effective management models, practical insights, and real-world case studies.

Participants will have the opportunity to explore:

• the evolution of key roles: from sales to business manager
• the strategic dimension of commercial excellence
• structures, processes, and people for commercial excellence
• the role of technology in commercial excellence.