Former Strategic Sales Management Participant Shares Insights

Posted on December 13, 2016 by Brittany Frye

 Jorge Bullemore.jpg

Former participant in Darden's Washington, D.C. area course Strategic Sales Management, Jorge Bullemore, looks back on why he took this program and how he's incorporated what he learned into his roles in higher education and consulting.

Hometown: Santiago, Chile

Institutions of Study: Bachelor of Science in Industrial Engineering,  Diego Portales (Chile). MBA, U. Adolfo Ibáñez (Chile). PhD candidate, U. Lleida (Spain) 

Company and Job Title: 

Universidad de Chile, Sales Management Program Academic Director

Bulllemore Sales Consulting, Executive Director

Why did you decide to take Strategic Sales Management?

  • World class faculty
  • University of Virginia prestige
  • Excellent program contents

In what area of the course did you experience the most growth/learning?

Strategic sales management approach.

What was your favorite thing about the program? Or the most surprising thing you experienced?

I love the four professors, the organization, the methodology, my classmates, but most of all Professors Tom and Mike.

How have you incorporated what you learned in this program to your job role or organization?

It was very useful to have new and modern approaches to sales management. It helped to make a mind-shift in what a go-to-market strategy is. The entire program was very valuable. I'm using almost everything. 

What issues or topics related to the sales function are currently "keeping you up at night"?

  • Incentives and motivation
  • Change management
  • Pipeline management


About Strategic Sales Management

18-21 April
Washington, D.C., Area

Over four intensive days, this course will refresh your understanding of how the sales function works and revitalize your strategy for aligning your team with the sales department. 

Topics include:

  • Integrating Sales and Marketing
  • Pipeline Management
  • Developing Metrics and Tracking Sales Performance
  • Aligning Sales Strategies With Corporate Revenue Targets
  • Motivating the Sales Force
  • Understanding the Major Accounts Buying Process
  • Developing Profitable Customer Relationships
  • Strategic Account Management
  • Designing Solutions for Enterprise Customers

 Learn More


Topics: Student Spotlight, Sales, Sales Management, Washington, D.C.