FORMATION IA
L'IA pour les Responsables Commerciaux
Permettre aux directeurs commerciaux de déployer l'IA pour améliorer prévisions, coaching et pipeline.
Ce qu'elle couvre
Ce programme aide les DRV, VP Sales et Directeurs Commerciaux à passer de la théorie à la mise en œuvre concrète de l'IA dans la fonction commerciale. Les participants explorent la prévision assistée par IA, l'intelligence conversationnelle, l'automatisation de la hygiène pipeline et le coaching à l'échelle. Les sessions combinent des cadres vendor-neutral avec une évaluation pratique d'outils, pour permettre des décisions éclairées. À l'issue de la formation, les participants sont capables de définir une feuille de route IA pour leur organisation commerciale.
À l'issue, vous saurez
- Evaluate and select AI forecasting tools against your existing CRM and data stack
- Design a conversation intelligence programme with clear coaching metrics and rep feedback cadences
- Identify the top three pipeline risk signals in your current deals using AI-generated data
- Build a 90-day AI adoption roadmap for your sales team, including change management milestones
- Audit compensation structures to account for AI-generated performance insights and data accuracy risks
Sujets abordés
- AI-assisted sales forecasting: models, confidence intervals, and override logic
- Conversation intelligence platforms: call scoring, objection detection, and rep benchmarking
- Pipeline hygiene automation: AI signals for deal risk and next-best-action
- AI-powered rep coaching at scale: personalised feedback loops without manager bottlenecks
- Compensation model implications of AI-driven performance data
- Build-vs-buy decisions: evaluating Gong, Clari, Salesforce Einstein, HubSpot AI
- Change management: driving rep adoption of AI tools
- Defining and measuring AI ROI in the revenue function
Modalité
Typically delivered as a blended programme over 3-4 weeks: two half-day live virtual sessions with a cohort of peers, supplemented by async modules and a structured tool-evaluation exercise using participants' own CRM data. In-person delivery available for single-company cohorts, with a recommended 1.5-day offsite format. Hands-on exercises account for approximately 50% of total learning time. Each participant receives a personalised AI readiness scorecard for their sales org.
Ce qui fait que ça marche
- Starting with one high-impact use case (e.g. deal risk scoring) before expanding to the full stack
- Securing executive sponsorship and tying AI adoption metrics to QBR reviews
- Involving top-performing reps as co-designers of AI coaching criteria to build credibility
- Establishing a data governance baseline in the CRM before deploying any AI layer
Erreurs fréquentes
- Buying conversation intelligence or forecasting tools before establishing baseline data quality in the CRM
- Treating AI forecasting output as ground truth rather than a probabilistic input to human judgment
- Rolling out AI coaching tools to reps without leader buy-in or clear incentive alignment
- Ignoring compensation plan implications when AI surfaces performance data that legacy processes missed
Quand NE PAS suivre cette formation
This training is not the right fit for early-stage startups with fewer than five reps or no CRM in place — the AI use cases covered require baseline pipeline volume and structured data to deliver value.
Fournisseurs à considérer
Sources
Cette formation fait partie d'un catalogue Data & IA construit pour les leaders sérieux sur l'exécution. Lancez le diagnostic gratuit pour voir quelles formations sont prioritaires pour votre équipe.