Paola Caiozzo is a Senior Lecturer in Leadership, Organization, and Human Resources at SDA Bocconi School of Management.
Her collaboration with SDA Bocconi began in 1994. She serves as the scientific director of various managerial training initiatives for senior executives in national and international companies and organizations. In this role, she is responsible for designing activities, managing teams, overseeing project margins, and handling client relationships. Additionally, Paola is involved in the design and innovation of educational programs at SDA, ranging from traditional to fully online initiatives. She has conducted numerous custom research projects for major companies, including Banca Mediolanum, Boehringer Ingelheim, Hilti, Luxottica, Olympus, Allianz, Henkel, and consultancy projects for multinational corporations such as Bayer, Bristol-Myers-Squibb, Club Med, Electrolux, Gruppo Candy Hoover, and Thomson-Reuters.
Her recent research activities primarily focus on two areas: organizational behavior and sales management. Recent research projects include understanding the causes of dysfunctional sales behaviors, the impact of digitalization processes on organizations, people, and their performance, and the evolution of sales competencies across various professional roles for the development of new competency models.
Paola is the author of numerous books and articles on the topics she covers. She participates in national and international conferences with her research and is a member of several technical-scientific committees for monitoring and evaluating training projects. As an expert in adult learning processes, she taught didactics at the Faculty of Bocconi University from 1998 to 2012. She is a part-time professor in the Department of Management and Technology at Bocconi University, a coach for Executive C-Level, and Co-founder of the Commercial Excellence Lab (CEL) at SDA Bocconi, where she oversees coordination.
Paola holds a degree in Economia e Commercio from the University of Palermo and an MBA from SDA Bocconi. She is married with two children and is deeply passionate about her work.
The program provides the skills needed to manage negotiation processes in commercial contexts, detecting the most appropriate strategies in individual situations.
