From the sales conversation to company leadership. Tailored development for teams and managers. Experience since 2001, multinational clients and a specialisation in pharmaceutical companies.
Business management
Business Management: Tailored Sales Team Development
Business management at ED Development has one goal: strategic sales team development based on each team’s needs. We help teams change how they work. Since 2001, we have designed programmes for more than 60 multinational companies. Elena Demeková oversees development projects, drawing on management experience since 1993 and consulting experience since 2001.
Definition
What business management means at ED Development
Business management at ED Development focuses on managing and developing a company’s commercial performance.
It covers how sales teams conduct sales conversations and strategically develop long-term client relationships. It also addresses how a company structures and manages relationships with key accounts. A particular focus is aligning sales and marketing. Our business management programmes cover four areas.
Our development solutions
Four pillars of business management
Each area is tailored to your team, based on a training needs analysis.
-
Sales conversation framework
Implementing Sales Call Models
Sales Call Model implementationA shared framework for sales conversations, from strategic preparation to review, developed jointly by your sales and marketing teams and ED Development. The team uses a common structure and tools to guide these conversations. Managers have clear skills development objectives and measurable criteria for feedback that supports development.
-
Key accounts
Key Account Management
Develop your key accountsWe develop a strategic approach to key accounts: selecting clients, planning how to develop each relationship and regularly reviewing sales opportunities. Teams learn to use Key Account Management tools with a clear purpose and apply project management principles to long-term client partnerships.
-
Sales skills
Sales team development
Develop your sales skillsA tailored development programme builds sales skills in conducting sales conversations, handling objections and challenging situations, and negotiation. The content reflects your company’s market and products.
-
Product value
Product management
Develop your product managementWe connect product strategy and positioning with sales. Product managers gain tools to put marketing strategy into practice in sales conversations and support other sales activities in the field, including seminars and roundtable discussions. They also gain tools that help sales teams explain the added value of a solution for both the client and the patient.
Common sales challenges
When business management needs a fresh approach
A busy sales team can still struggle to deliver results. We help you identify where your strategy stalls and what needs to change in how you structure sales conversations, approach the market and develop your sales team.
Challenges our clients bring to us…
- Your company is changing its sales model, launching a new product or successfully entering a new market.
- The added value your new product delivers needs to be communicated clearly across the market.
- Results vary widely across the sales team, while overall sales performance has stalled for no clear reason.
- There is no strategic plan for developing key accounts, and client loyalty is declining.
- Previous development programmes from other providers have brought no change in how your sales teams work.
- Salespeople lack a shared structure for sales conversations, and each takes a different approach in the field.
- Key account management relies on ad hoc activities rather than systematic planning.
- Sales managers are overwhelmed by day-to-day tasks, leaving no time to support their teams’ development through feedback in the field.
How we work
How your business management programme works
An ED Development programme has four stages: training needs analysis, design of a tailored modular programme, practical application supported by coaching, and certification. There are 3 to 5 weeks between modules to put new approaches into practice.
-
Training needs analysis
We begin by identifying where your team needs development support. The needs analysis informs the programme’s objectives. We can also design and run a tailored Development Centre.
-
Designing your tailored programme
We tailor the content, scope and format of the development programme to your people, products and market.
-
Practical application with coaching
There are 3 to 5 weeks between modules. Participants try out new approaches at work, supported by our coaching or mentoring.
-
Certification and evaluation
The programme concludes with certification and an assessment of skills in practice. Results are measured in participants’ work, not just in their feedback on the programme.
FAQ
Frequently asked questions
- since1993Management experience
- 25+Years of business development
- 60+Multinational clients
Didn’t find your answer?Elena Demeková, CEO and Senior Consultant
Who are your business management programmes for?
They are designed for sales directors, sales managers, key account managers and salespeople or representatives in medium-sized and large companies. We offer separate programmes for pharmaceutical companies.
How does business management differ from sales skills development?
Sales skills development focuses on how individuals work. Our business management programmes support change across the company’s sales system: its sales conversation model, key account management and coaching for managers.
How long does a programme take?
The duration depends on your objectives and team size. We always allow 3 to 5 weeks between modules for participants to put new approaches into practice.
How are results measured?
Through certification, in which participants demonstrate their new skills at work. Results are assessed through practical application, not just participants’ feedback on the development programme.
