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    Leading Commercial Transformation
    IESE Business School

    Leading Commercial Transformation

    IESE Business School, Barcelona
    HomeStrategyIESE Business SchoolLeading Commercial Transformation
    3 daysDuration
    in-personFormat
    EnglishLanguage
    StrategyTopic

    Next Available Cohort

    Choose your preferred start date

    Jun 15 - Jun 17, 2026
    3 days · in-person · Instructor-Led · Madrid Campus
    Open
    $4,891

    All-inclusive program fee

    About This Program

    In today’s rapidly evolving business environment, successful companies must navigate the complexities of balancing tradition with innovation while adapting to changing customer expectations. This course explores the critical elements of commercial transformation, focusing on how organizations can integrate digital and physical strategies to remain competitive in customer-centric markets. Participants will delve into omnichannel integration, data-driven personalization, digital marketplaces, and the evolution of sales systems. Through practical frameworks and real-world examples, the course highlights the importance of aligning strategy, organization, and execution to achieve sustainable growth. Key topics include leveraging technology responsibly, optimizing customer journeys, redefining value propositions, and adapting sales systems to evolving business strategies. This program equips participants with actionable insights to drive transformation and deliver measurable results.

    Why IESE Business School?

    IESE has spent more than six decades shaping general managers who lead with both analytical rigor and a clear sense of purpose — a combination that is rarer than most schools admit. Its case-method heritage, inherited directly from Harvard Business School and then indigenised through decades of European and global experience, produces executives who can hold a room and a spreadsheet with equal confidence. For senior professionals who want depth of reflection alongside peer challenge, IESE's Barcelona campus offers an environment that is genuinely difficult to replicate.

    Your Profile

    • This program is designed for senior leaders responsible for driving commercial growth and transformation. It is especially relevant for CEOs, Chief Commercial Officers, VPs of Sales, Business Unit Heads, and other executives involved in sales strategy, go-to-market models, or organizational change. While the program is not limited to B2B contexts, most of the cases and examples discussed will come from B2B companies.

    Benefits

    • Understand the landscape of SalesTech, MarTech AI tools—and how each category contributes to building a more effective, data-driven, and –in most cases– human-centered sales system.
    • Gain clarity on how to redesign your sales process around the customer journey, identifying where technology can simplify, support, or amplify key activities.
    • Learn how to adapt your commercial organization and operating model—structure, roles, incentives, and coordination—to support a more agile and digital sales system.
    • Develop the mindset and tools to lead a commercial transformation with focus and realism, building a roadmap that fits your company’s context and capabilities.

    What You'll Learn

    • Technological infrastructure as the Engine of Commercial Transformation
    • Redesigning Sales Processes and the Omnichannel model
    • Rethinking the Commercial Organization and the Sales Operating Model
    • Leading Change and Building a Transformation Roadmap
    • Getting to the Madrid campus - Madrid: Exe Moncloa 4 , Aravaca Village Park 4 , Meliá Madrid Princesa 5 , NH Madrid Chamberí 3 , NH Zurbano 4 .

    Frequently Asked Questions

    How to Apply

    1. 1

      Check your eligibility

      Review the entry requirements listed on this page. Most executive programs require 8–15 years of professional experience.

    2. 2

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    3. 3

      Contact the school

      Send a message directly to IESE Business School via Gradia to request a brochure or speak with an admissions advisor.

    4. 4

      Prepare your application

      Gather your CV, reference letters, and any required test scores. Many EMBA programs waive standardised tests for senior candidates.

    5. 5

      Submit your application

      Apply directly through IESE Business School's official application portal.

      Apply now →