Serious about sales? Become a ‘new’ sales manager

New technologies have changed how business is done, and a new three-day programme at Rotterdam School of Management, Erasmus University (RSM) will help sales managers to modernise their sales departments to reflect changing customer behaviour. The programme, The New Sales Manager, is for sales managers working in business-to-business environments, sales professionals managing teams of sales specialists, and other professionals who work in sales departments.

“As business evolves, with increasing digitalisation, the need for customer centricity and the seemingly unstoppable trend from products and services to solutions, sales has to find its place in this new reality,” says Faust Mertens, visiting faculty at RSM Executive Education and one of the lecturers sharing expertise in customer strategy, sales force effectiveness and sales leadership for the programme.

Participants will learn from three experts: Prof. Ed Peelen, Faust Mertens and Machiel Nieuwaal.

Sales in the digital age

The programme is designed to enable sales professionals to adjust to the digitalisation of products and services, tapping into customer centricity.

Over three days, The New Sales Manager programme provides tools and knowledge to successfully manage and modernise sales departments to comply with changing customer behaviour and new technology.

“We’ll discuss the macro-environmental factors that drive the change in our business world, as well as core building blocks to effectively create customer centricity, match customers and resources, leverage sales intelligence and manage talent and sales culture,” said Mertens, who has extensive experience with many international corporations in developing an approach and culture for high-performance sales.

Fellow lecturers are Prof. Ed Peelen, a partner at Dutch consulting firm ICSB Marketing & Strategy, and Machiel van Nieuwaal, who says he wants to create an ‘Aha moment’ among participants. “Aha, now I understand how I can use these building blocks to improve sales in my organisation!’ is the reaction I'm looking forward to,” says Van Nieuwaal, who is the commercial manager for Maasdam Groep BV, and a partner in the Centre for Commercial Innovation consultancy.

There are four main building blocks in the programme:

  • customer centricity and sales of solutions
  • new customer segmentation and intelligent approach
  • sales intelligence and digitalisation
  • new sales management and sales culture.

Serious about sales

"This is an instructive course with some real eye openers for anyone who takes their sales seriously,” says Rob Eijgelsheim, sales director at Forbo Eurocol, who attended the pilot masterclass of The New Sales Manager programme. He said it ‘hit the spot’ with its contributions from leading experts from developing fields, and with the time for reflection and networking. “I learned that you do not have to go with the issues of the day, but you should orient yourself according to 'how should I continue?'”

Lecturer Van Nieuwaal adds that sales managers are often action-oriented, and can start using the building blocks within their own organisation immediately after the training.

The first run of The New Sales Manager will be 3-5 April 2019. To find out more, visit the programme page on the RSM website.

More information

Rotterdam School of Management, Erasmus University (RSM) is one of Europe’s top 10 business schools. RSM provides ground-breaking research and education furthering excellence in all aspects of management and is based in the international port city of Rotterdam – a vital nexus of business, logistics and trade. RSM’s primary focus is on developing business leaders with international careers who can become a force for positive change by carrying their innovative mindset into a sustainable future. Our first-class range of bachelor, master, MBA, PhD and executive programmes encourage them to become critical, creative, caring and collaborative thinkers and doers. Study information and activities for future students, executives and alumni are also organised from the RSM office in Chengdu, China.

For more information about RSM or this release, please contact Marianne Schouten, communications manager for RSM, on +31 10 408 2877 or by email at

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