Digital Transformation of Sales Management

Manage the main challenges that confront your company in sales management

> Target audienceKey benefitsKey topics Meet the staff

Sales management has never been as challenging as it is today. Business models are changing as managers strive to establish their companies as solution providers while capitalizing on digitalization. Against this backdrop, sales managers need to rethink established practices. To support them in this endeavor, participants of the program Digital Transformation of Sales Management (MSM) discuss the latest concepts and research results in the fields of sales automation, sales analytics, and solution-selling.

Participants will develop new ideas to improve their own sales business, receive feedback from faculty and peers, and leave the program with a concrete action plan. To facilitate the transfer into practice, participants will also deal with the questions of how to drive change in the sales function as well as how to overcome resistance from superiors, peers, and their own teams.

Target audience

Managers with several years of professional experience in sales, marketing, or customer management.


Key benefits

  • disruptive approaches to modern sales management
  • get to know new frameworks and concepts, research insights, and best-practice examples
  • how to create high-performing sales personnel with clearly defined roles, tasks, and selling behavior
  • capitalize on the exchange between executives form different industries


Key topics

  • Digitalization: Transforming sales management through analytics, automation, artificial intelligence, and the blockchain technology
  • Solution selling: Building the capabilities required for creating superior customer value
  • Managing the change: Achieving buy-in from sales managers and sales representatives



“This is a well-structured, practice-oriented program offering new insights on client satisfaction and including an international network of faculty and peers.”

Zoltan Ocsenas, Regional Head, Business Development CEE, Allianz Investmentbank


Meet the teaching staff

Digital Transformation of Sales Management

11. - 13. Dec 2018
3 Days
3,500 €

Johannes Habel (Program Director)

Johannes Habel is an associate professor at ESMT Berlin. In his research and teaching he focuses on the management of sales, services, and marketing. Hereby, Johannes' primary area of interest is the role of digitalization as well as sales and service psychology.

Johannes' research has been published in some of the world's most renowned academic management journals, such as the Journal of Marketing and the Journal of the Academy of Marketing Science. For his research projects, Johannes has cooperated with leading German corporations, such as car manufacturers, airlines, technology corporations, and retailers.

Before joining ESMT Berlin, Johannes worked as a strategy consultant for Booz & Company for several years. He consulted major international corporations on their strategy and organization, such as technology corporations, telecommunication incumbents, pharmaceutical companies, financial service providers, and organizations within the public sector. In addition, Johannes is a trained radio journalist.

Johannes studied business administration at Mannheim University and completed his doctorate in sales management at the University of Bochum.


Christoph Burger

Christoph Burgeris a senior lecturer at ESMT Berlin. Before joining ESMT Berlin, he worked for five years in industry at Otto Versand and as vice president at the Bertelsmann Buch AG, five years at consulting practice Arthur D. Little, and five years as an independent consultant focusing on private equity financing of SMEs.

His research focus is in the energy sector/innovation/blockchain and decision making/negotiation. He is a co-author of the dena/ESMT study on Blockchain in the energy transition, the ESMT Innovation Index – Electricity Supply Industry and the book The Decentralized Energy Revolution – Business Strategies for a New Paradigm.

Christoph teaches open enrolment programs such as decision making, blockchain, innovation as a corporate model, customized programs in the energy, and banking industries as well as programs for international senior executives such as the Yale Global Executive Leadership Program, CKGSB CEO/EMBA program and the supervisory board program for Deutsche Telekom.

He is a speaker at conferences for dena, eco-summit, energinet, IAEE, KAPSARC, OMIE, a member of the jury of the GreenTec Awards and a mentor at accelerators such as the startupbootcamp and GTEC. Christoph studied business administration at the University of Saarbrücken, the Hochschule St. Gallen, and economics at the University of Michigan, Ann Arbor.


Rajshri (Raji) Jayaraman

Rajshri (Raji) Jayaraman is a tenured associate professor of economics. She received her PhD in Economics from Cornell University and worked at the Center for Economic Studies (CES) in Munich before joining ESMT in 2007.

Raji’s fields of interest are development economics and labor economics. Her research examines how people respond to incentives, using micro data on individual, schools, and firms in India, Germany, and Canada. She is currently serving as faculty lead for ESMT’s full-time MBA program.


Ulf Schäfer

Ulf Schäfer is a program director at ESMT Berlin. He studied Philosophy, Mathematics, Logic and Theory of Science in Bonn, Knoxville, and Berkeley as well as Business Administration in Rotterdam and London (Canada). Ulf was a lecturer of Philosophy at Bonn University, a strategy consultant with A.T. Kearney, he co-founded the Launch Group, a manager at DaimlerChrysler and the director and head of Strategy Consulting at Sapient.

Ulf joined ESMT in 2005. His teaching and research focus on leadership, change, and responsible management. He teaches in ESMTs MBA and EMBA degree programs as well as in the open enrollments.