Leading an AI-augmented sales transformation
How can you lead the integration of AI into a sales organisation, step by step?
3500 € per session, excl. VAT
In short
“Leading an AI-augmented sales transformation” is a private in-person session of two days for sales directors and executive committee members or sales ops, sales enablement and transformation leads. It helps you establish an AI maturity assessment of the sales organisation. Groups of up to 12 participants, in French, with exercises on your own work cases.
Why this training?
AI is entering sales teams through individual uses, sometimes unauthorised, without consistency or measurement. Sales leadership teams need to decide where to invest, how to establish controls and how to bring teams on board. These two days provide an approach to leading the transformation: start from the actual situation, choose a few priorities, define rules and roles, support teams and measure progress. The result is a roadmap and a plan for initial pilots, to be validated internally. Continuing case study: The fictional sales leadership team at « Acier Nord » (80 salespeople, three countries) needs to structure the use of AI within its teams. Participants develop its assessment, governance and roadmap. Transfer to the workplace: The sales leadership team presents the roadmap to its governing bodies, launches the first wave of pilots and carries out the first dashboard review.
Objectives of this training
- Establish an AI maturity assessment of the sales organisation
- Choose usage priorities based on value, risk and feasibility
- Define governance: rules, roles, approval of uses
- Design support for teams (training, designated contacts, communication)
- Define indicators for monitoring the transformation
- Build a twelve-month roadmap with a first wave of pilots
Who is it for and what are the prerequisites?
Roles and tasks concerned
- Sales directors and executive committee members
- Sales ops, sales enablement and transformation leads
Prior skills
- Be proficient in sales applications of generative AI (level 3 or validated equivalent prior learning).
- Have responsibility for sales organisation or tools (manager, sales ops, AI contact).
- Have a leadership responsibility within the sales organisation.
What you will work on
Maturity assessment
Objective: Start from the actual situation. Maturity matrix: uses, skills, tools, data, rules, culture; informal uses.
Regulatory framework and internal rules
Objective: Understand the obligations to be integrated. AI Act (including the AI literacy obligation, Article 4), data protection, internal policy; official sources consulted.
Usage priorities
Objective: Choose where to start. Use case inventory, value / risk / feasibility assessment, selection of three to five priorities.
Governance
Objective: Establish lasting controls over uses. Roles (sponsor, designated contacts, IT, legal), use approval process, data rules, incident management.
Supporting teams
Objective: Bring salespeople on board. Training pathways by level, network of designated contacts, communication, managing resistance.
Management indicators
Objective: Measure progress. Adoption, quality, risk and outcome indicators; dashboard; review frequency.
Roadmap and pilots
Objective: Plan over twelve months. Waves, milestones, pilots, resources, dependencies, criteria for scaling up.
Presentation to the executive committee
Objective: Secure the necessary decisions. Decision paper, trade-off decisions requested, risks, budget to be estimated.
What you take away
- AI maturity assessment of the sales organisation
- Portfolio of prioritised use cases
- Governance framework
- Support plan and dashboard
- Twelve-month roadmap and decision paper
Method and assessment
- Short instructional inputs followed by immediate practice on the continuing case study.
- Individual work followed by work in pairs, with peer review of outputs.
- Guided group discussion: what works, what needs to be corrected, what remains a human decision.
- Preparation: Identify existing uses of AI within the teams (including informal uses). Gather the existing AI policy or IT charter. Identify ongoing sales projects that could be affected.
Observable criteria: The assessment covers uses, skills, tools, data and rules; Each priority is assessed based on value, risk and feasibility; Governance specifies roles and the approval process; The roadmap defines criteria for scaling up.
Frequently asked questions
Does the training guarantee compliance with the AI Act?
No. It helps integrate obligations into the management of the transformation, including AI literacy (Article 4); compliance still needs to be established by your organisation with its advisers.
Is this a consultancy assignment?
No. This is training that equips your leads; tailored support can be discussed separately.
Can we work on our own organisation?
Yes, if the information can be shared during the session; otherwise, the fictional case study provides the basis.
How does this link to the other courses in the Sales category?
They feed into the support plan: levels 1 to 3 for teams, level 4 for designated contacts and managers.
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