Eligible for 2 Executive Masters

Executive Certificate

Strategic Sales Management

Meet the new challenges in sales strategy

In a ever changing economic environment that is characterized by the internationalization of companies, mergers and the rapid growth of new modes of client contact, sales managers have to continually adapt their organizations and how they sell. This program focuses on the opportunities and challenges generated by sales strategies and their implementation. You will learn how to master their impact:

On management in sales teams

And on client approach




Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” 

– Steve Jobs



The program will enable you to:

Develop key marketing concepts and create a link between marketing strategy and sales strategy

Organize and manage a sales team

Master techniques to win new clients and gain their loyalty

Draw up a sales action plan

Academic Director(s)


Emeritus Professor, HEC Paris

discover the program outline

discover the program outline

Program content

Consists of four 5-day modules


Module 1

Develop key marketing concepts and create a link between marketing strategy and sales strategy. 

HEC Paris Campus

Module 2

Draw up a sales strategy

HEC Paris Campus

Module 3

Develop key marketing concepts and create a link between marketing strategy and sales strategy. 

HEC Paris Campus

Module 4

Leadership and Communication

HEC Paris Campus

Action Plan

With the tutoring of an HEC Paris Professor or expert

In order to apply the theory and practical expertise gained during the program you will create an action plan for your company. You will receive individual support from a mentor or an HEC Paris expert for this task.


Customize your learning journey

This program opens access to 2 HEC Paris Executive Masters:

Marketing & Business Development Management

Strategic Business Unit Management - Specializations

This program consists of modules taught in both of these Executive Specialized Masters (official Diploma: Mastère Spécialisé®). You can therefore join one of the Executive Masters at a later date without needing to repeat modules already completed. The selection process for the Specialized Masters applies to all candidates.

Find out more from the brochure

The program is aimed at:
Sales Directors
Sales Development Managers
Business Engineers in charge of sales, Business Developers
Directors and managers from other fields (Finance, Marketing, R&D, etc.) seeking to increase their understanding of the sales sector

Training costs

15950 €

Next session

  • Module 1

Explore funding options

Find out more about possible funding options for the program you have chosen.

CPF eligible program

CPF : Degree title : Directeur (trice) Marketing et Commercial Bloc A1, A2 et A4 de la fiche 20 51 30. 
RNCP : Degree title: Directeur (trice) Marketing et Commercial Bloc A1, A2 et A4 de la fiche 28 346 

Download the brochure in French



Fields marked with an asterix are obligatory and are essential in the follow-up of your request. The absence of information in the optional fields will not impact your request. HEC Paris, whose Head Office is located at 8 Avenue de la Porte de Champerret, 75017 Paris, collects your data in order to manage your documentation request and to suggest other programs to you. Your data will be kept for a duration of 3 years and are reserved to the use of HEC Paris and will under no circumstances be communicated to a third party. In accordance with the Freedom of Information Act, you benefit from the right to access, rectify or delete your data by sending an email to exed-hec at hec.fr

You may also oppose the use of your data, with a legitimate reason. You may only exercise this right with regards to your own personal data by contacting us at HEC Paris, Data Protection, 1 rue de la Libération, 78350 Jouy en Josas, France or via email at donnes-personnelles at hec.fr with the subject line “Data Protection” and by adding in an attachment a copy of your photo ID.

For further information, please contact :

Christine Collongues

Program Adviser

Tried and tested for you

 Discover the experiences of current and former participants. 

Alexandre Gobin

Dirigeante, TRANSVERSE


Le programme est un moteur évident dans les années charnières de transition professionnelle. Il permet d’évoluer rapidement vers son objectif en fournissant les outils et les méthodes adaptées aux situations de chacun.”

LE DREZEN Matthieu



This experience has totally transformed how I view my profession, and enabled me to step back and see the different levers for improvement and growth in my company. It has also been an extraordinary human adventure, full of enriching and rewarding encounters.


Tell us a little more about yourself

Do you feel that this program could be made for you? In order to get feedback from our admissions teams regarding your suitability for the program, please do not hesitate to fill in our short online form below. 


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