The Sales Management Academy
Learn how to manage sales, not just how to sell.
Being good at sales does not automatically prepare you to manage sales.
Once you become responsible for a sales team or sales organisation, the job changes.
You are no longer accountable only for your own customers and your own sales number. You are responsible for the performance of other people, the quality of the pipeline, the reliability of the forecast, recruitment, targets, compensation, accountability and ultimately the commercial performance of the organisation.
Most people are never properly taught how to manage all of that.
The Sales Management Academy is an 8-week practical development programme for people who are responsible for managing sales teams and sales organisations — or who are preparing to take on that responsibility.
Designed around just two hours per week, the Academy gives participants the structure, methods and management tools they need to manage sales effectively while remaining fully engaged in their day-to-day role.
Each session addresses one of the core responsibilities of Sales Management.
The objective is not simply to learn concepts.
It is to become better at managing the real sales organisation you are responsible for.
The weekly format
Learn. Apply. Reflect. Improve.
The weekly format is intentional.
You learn a Sales Management principle or method.
You apply it to your own organisation.
You see what happens.
You bring the questions, difficulties and results back into the next session.
Then you improve.
Throughout the programme, participants work on their own sales organisation: their market, their team, their pipeline, their targets, their management routines and their real commercial challenges.
By the end of the eight weeks, the objective is not that you have simply completed a course.
It is that you manage sales differently.
Programme
8 weeks. 8 essential Sales Management capabilities.
- Session 1
GTM Focus & the Strategic Role of Sales Management
Make sure your sales organisation is focusing its effort where it matters most.
Clarify where your company should play, which customers and opportunities deserve priority, and how Sales Management translates commercial ambition into focused execution.
You should leave with greater clarity about where the organisation should invest its limited sales capacity — and where it should not.
- Session 2
Organisation Design & Coverage Models
Build a sales organisation that matches the market you are trying to serve.
Define the right roles, responsibilities and coverage model across customers, segments, geographies and channels.
Understand where responsibilities belong and how to structure the organisation so that growth does not simply create more complexity.
- Session 3
Building the Sales Process & Pipeline Architecture
Create a pipeline you can actually manage.
Build a structured sales process with clear stages, qualification criteria and management discipline.
Improve your ability to distinguish real opportunities from wishful thinking and create a pipeline that supports consistent execution.
- Session 4
Forecasting, Deal Review & Management Insight
Turn the pipeline into a management tool.
Improve forecast reliability, run more effective deal reviews and understand what is really happening inside important opportunities.
Move from asking salespeople for percentages and opinions to making better management decisions based on evidence.
- Session 5
Targets, Quotas, Capacity & Compensation Logic
Translate business objectives into realistic expectations for the sales organisation.
Understand the relationship between targets, pipeline coverage, win rates, sales cycles and team capacity.
Set useful objectives and design compensation principles that support the behaviours and results the organisation actually needs.
- Session 6
Coaching, Accountability & Performance Management
Manage people without doing the job for them.
Create clearer expectations, coach more effectively and build accountability without falling into constant control or micromanagement.
Learn how to deal with differences in performance and address underperformance before it becomes a permanent problem.
- Session 7
Cross-Functional Alignment & Commercial Execution
Make the rest of the organisation work with sales, not against it.
Improve collaboration between sales and marketing, product, founders, customer success and operations.
Identify the friction that slows commercial execution and establish clearer responsibilities, communication and management routines across functions.
- Session 8
Strategic Scaling & Expansion
Prepare the sales organisation for its next level of complexity.
Assess what needs to change as the company expands into new segments, markets, geographies or channels.
Understand how the organisation, processes and management approach need to evolve so that growth becomes more scalable and less dependent on individual people.
Practical by design
- Duration
- 8 weeks
- Sessions
- 8 online sessions
- Commitment
- 2 hours per week
- Total
- 16 hours of Sales Management development
The Academy is designed for people who have a real job to do while participating.
That is why the programme is spread over eight weeks rather than compressed into one or two intensive training days.
There is time to learn something, apply it, discover what works and what does not, and then come back with better questions.
The programme therefore becomes part of the way you develop your sales organisation — not something separate from it.
Investment
Sales Management Academy: CHF 1,800
Sales Management Academy
CHF 1,800
Eight weeks of practical Sales Management development focused on the organisation you are actually responsible for.
Sales Management Masterclass
CHF 400
Complement your programme with a 2-hour lecture & apéro
Want help applying it inside your organisation?
The Sales Management Academy builds your Sales Management capability.
Sometimes you may also want an experienced practitioner alongside you while you apply those principles to your own organisation.
That is where the Sales Management Angels come in.
Ready to become better at managing sales?
If you are already responsible for a sales organisation — or preparing to become responsible for one — the Sales Management Academy gives you the structure, methods and management discipline to do the job more effectively.