--- title: "Business Management" description: "ED Development’s business management programmes connect Sales Call Models, Key Account Management, sales team development and product management. Our approach draws on consulting experience since 2001 and work with 60+ multinational clients." featured_image: "https://eddevelopment.eu/wp-content/uploads/2026/10/business-management-ed-development.webp" url: "https://eddevelopment.eu/business-management-training/" date_modified: "2026-10-27T17:32:55+01:00" --- [Home](https://eddevelopment.eu) › Business Management ## 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. [Book a consultation](https://eddevelopment.eu/consultation/) [Explore our four areas](#areas-bm) --- 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](https://eddevelopment.eu/training-needs-analysis/). - ###[ Sales conversation framework 01 Implementing Sales Call Models A 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. Sales Call Model implementation ](https://eddevelopment.eu/business-management-training/sales-call-model/) - ###[ Key accounts 02 Key Account Management We 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. Develop your key accounts ](https://eddevelopment.eu/business-management-training/key-account-management/) - ###[ Sales skills 03 Sales team development A 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. Develop your sales skills ](https://eddevelopment.eu/business-management-training/sales-team-development/) - ###[ Product value 04 Product management We 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. Develop your product management ](https://eddevelopment.eu/business-management-training/product-management/) --- ## 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. ![Practical business management workshop focused on sales team development.](https://eddevelopment.eu/wp-content/uploads/2026/10/business-management-v-styroch-oblastiach.webp) 1. ### 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. 2. ### Designing your tailored programme We tailor the content, scope and format of the development programme to your people, products and market. 3. ### Practical application with coaching There are 3 to 5 weeks between modules. Participants try out new approaches at work, supported by our [coaching](https://coachingfederation.org/get-coaching/coaching-for-me/what-is-coaching/) or mentoring. 4. ### 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 - **since1993**Management experience - **25+**Years of business development - **60+**Multinational clients ![Elena Demeková, CEO and Senior Consultant](https://eddevelopment.eu/wp-content/uploads/2026/10/elena-demekova-kontakt-300x300.webp)[](https://eddevelopment.eu/about-us/elena-demekova/) Didn’t find your answer?Elena Demeková, CEO and Senior Consultant - [Emailelena.demekova@eddevelopment.eu](mailto:elena.demekova@eddevelopment.eu) - [Phone+421 903 900 905](tel:+421903900905) [Book a consultation](https://eddevelopment.eu/consultation/) ### 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.