Postgraduate Award (PGA)
Through a short concentrated period of study you will rapidly delve into a subject area and develop projects to apply directly to your organisation.
How can digital transformation improve your sales strategy?
Sales is one of the functions most fundamentally transformed by digital technologies. From lead generation to after-sales service, tasks are being increasingly replaced or enhanced by technologies such as virtual communication, e-commerce channels, analytics, and artificial intelligence.
However, transforming sales digitally is difficult. First, digital sales technologies are complex and evolving rapidly, so keeping track of and understanding the latest trends in depth is extremely challenging. Second, many organisations introduce digital technologies unsystematically, a recipe for failure. And third, successful digital transformation is a change issue more so than a technological issue, organisations need a fundamental shift in their culture.
This Postgraduate Award helps you overcome these three difficulties. You will learn about the key trends in the digital transformation of sales, exploring how analytics can transform sales decisions and the impact of AI and automation technologies. You will also develop an understanding of the factors that determine success or failure when digitally transforming your own sales function. Plus, you will learn how to effectively manage and drive change in your organisation.
Duration
This Postgraduate Award will run across four days of face-to-face teaching at our London base in The Shard, with a six week window to complete your assignments.
Structure
- Day one: You will develop an understanding of the fundamentals of value selling.
- Day two: Explore the digital transformation of sales and digital sales strategies and develop an understanding of value selling through sales analytics.
- Day three: You will delve into the role of automation technologies and artificial intelligence in transforming the sales process and understand how you can use these channel systems effectively in your organisation.
- Day four: You will explore the leadership skills and tools to successfully lead digital transformation within sales, and understand the ethical considerations of digital sales transformation.
You will consolidate your learning with assignments that allow to apply your knowledge and develop useful insights for your organisaton.
What will you learn?
- You will develop an insight and understanding of key trends in digital sales technologies, such as virtual selling, e-commerce, sales analytics, artificial intelligence
- You will gain skills and tools to develop a systematic digital transformation plan for the sales function within your organisation
- Develop your leadership skills to learn how to lead the change and overcome resistance to digital transformation in your organisation.
"The sales function has always been a key target of digital transformation. This Postgraduate Award focuses on how to navigate the move into a more strategic approach to creating sales transformation."
Benefits to you and your business
- Applied learning - Each Postgraduate Award provides knowledge, tools and strategies to take straight back to the workplace. Assignments directly link what is learnt in the classroom to your organisation.
- Flexible on time - This Postgraduate Award will run across four days of face-to-face teaching at our London base in The Shard, with a six week window to complete your assignments.
- Flexible on finance - You can pay for each Postgraduate Award individually, allowing you to build up to higher awards gradually, when budget allows.
Which other PGAs should you consider?
Explore the PGAs that would work well with Driving Digital Transformation Within Sales:
- Leading People Through Change and Disruption
- Platform Strategy
- Business Impacts of Artificial Intelligence
- Leading Digital Transformation.
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