Wednesday, November 18, 2026 (1:00 pm - 6:00 pm) Meeting

AGGIORNAMENTO PERMANENTE
IN PERSON
Towards commercial excellence: 4 strategic levers to enhance sales performance (con pranzo di networking)

Villa Romanazzi Carducci Via G. Capruzzi, 326 - 70124 BARI

In this session, Paolo Guenzi, Professor and Director of the Commercial Excellence Lab at SDA Bocconi School of Management, will provide an in-depth analysis of how organizations can improve the management of their commercial performance in a strategic, integrated, and consistent way.

Through practical examples and established organizational models, the session will offer a reference framework for designing and managing Commercial Excellence initiatives, starting from a key question: what does sales force productivity truly mean, and how can it be effectively measured.

In particular, participants will have the opportunity to explore four strategic levers to enhance commercial productivity:

  • the development of a structured Sales Performance Management system to continuously and effectively monitor sales performance
  • the redefinition of sales force roles and competencies in order to align skills with evolving market and organizational needs
  • the redesign of sales motivation and incentive models
  • the management and integration of technologies within commercial organizations.

Speaker

Paolo Guenzi

Professore di Marketing, Università Bocconi; Direttore, Commercial Excellence Lab, SDA Bocconi

Programme

November 18, 2026
1:00 pm - 2:30 pm Networking Lunch
2:30 pm - 3:30 pm Performance management and sales force development
3:30 pm - 4:00 pm Debate
4:00 pm - 4:30 pm Break
4:30 pm - 5:30 pm Incentive Levers and Technology Integration
5:30 pm - 6:00 pm Debate

Documenti dell'incontro

Nota informativa

AGGIORNAMENTO PERMANENTE
IN PERSON
Towards commercial excellence: 4 strategic levers to enhance sales performance (con pranzo di networking)

Nota informativa

Kit

AGGIORNAMENTO PERMANENTE
IN PERSON
Towards commercial excellence: 4 strategic levers to enhance sales performance (con pranzo di networking)

Kit