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
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.
- 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