Project of establishing sales department in IT company

Bc. Nikola Šafránek

Master's thesis

Abstract:

We live in an era that demands fast-paced changes. IT companies grow uncontrollably, meanwhile, processes can be neglected. One of these processes is the sales process, which is critical for most businesses. Commonly, the most successful salesperson is the founder. As the company increases the number of its employees and the founder focuses on strategic management, sales may decline. Therefore, it is crucial to hire specialized salespeople, experts who can help the owner gradually replace many of their sales competencies. If the company has more than 100 employees, the new department must be fitted wisely into the gear of other departments. Emphasis is placed on hiring the right people and creating a good training environment. In this thesis, I focus on the creation of the sales department as a project that can be easily replicated and can inspire other entrepreneurs to establish or improve their existing sales department or sales process.

Keywords

business model, design thinking, process management, sales, sales department, IT company, startup, scaleup, lead generation

Language used: English

Date on which the thesis was submitted / produced: 3. 12. 2023

Thesis defence

• Date of defence: 7. 2. 2024
• Supervisor: Ing. Petra Pavlíčková, Ph.D.
• Reader: Lenka Obermajerová, externi

Czech University of Life Sciences Prague

Faculty of Economics and Management

Master programme:
Informatics