CEL Lab

5 December 2023, Academic Insight: “Artificial Intelligence in Sales” Prof. Paolo Guenzi SDA Bocconi, Johannes Habel, University of Houston’s Sales Excellence Institute

L’ultima ricerca condotta dal Commercial Excellence Lab in collaborazione con il partner ManagerItalia Lombardia ha l’obiettivo di monitorare l’evoluzione della professione di Sales Manager e mappare le competenze più rilevanti per i prossimi 5 anni.

• P. CAIOZZO, L. COLM. P. GUENZI
  "Sales Competencies Barometer: da Sales a Business Manager" APPROFONDISCI

Short BIO: Prof. Dr. Jan Wieseke is one of the world’s top four sales researchers. He is a tenured professor at the Sales Management Department at the Ruhr University of Bochum and works as a visiting professor at ESMT Berlin and Loughborough University (UK). He has been presented with the national “Professor of the Year” award for the practical relevance of his teaching. He is a member of the scientific advisory board of Prof. Schmitz & Wieseke – Sales Management Consulting, a management consultancy focused on sales.

Presentation Title: “How to conduct a fundamental check of your sales management – the Sales Profit Chain audit”

Short Description: The Sales Profit Chain (SPC) audit has been developed for sales decision-makers. To accomplish this, we worked with more than 4,000 companies. The SPC approach uses 12 questions to analyze the most important causal chains of sales and therefore to access the most effective growth and efficiency levers.

What Is New About This Approach?

• It uses a coherent overall sales logic (end-to-end approach).
• Instead of isolated, individual aspects of sales, the causal chains of sales management are made visible
• The obstacles to implementing measures at the operational level are also explicitly overcome

J. Wieseke
Academic insight
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P. Caiozzo, P. Guenzi
"Full Report SPM State of the Art"
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P. Caiozzo, L. Colm. P. Guenzi, M.A. Sisti
"Report Mastering the New Normal in Sales Organizations"
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P. Caiozzo, P. Guenzi
"COVID-19 E Remote Selling - Fase 2 della ricerca"
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P. Caiozzo, P. Guenzi, M. A. Sisti
"COVID-19 E Remote Selling"
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