AI TRAINING
AI for Sales Leaders
Equip sales leaders to deploy AI tools that sharpen forecasting, coaching, and pipeline decisions.
What it covers
This programme helps CROs, VP Sales, and Sales Directors move beyond AI hype to practical deployment across the revenue function. Participants explore AI-assisted forecasting, conversation intelligence, pipeline hygiene automation, and rep coaching at scale. Sessions combine vendor-neutral frameworks with hands-on tool evaluation, ensuring leaders can make informed build-vs-buy decisions. By the end, participants can define an AI roadmap for their sales org and measure its business impact.
What you'll be able to do
- 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
Topics covered
- 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
Delivery
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.
What makes it work
- 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
Common mistakes
- 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
When NOT to take this
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.
Providers to consider
Sources
This training is part of a Data & AI catalog built for leaders serious about execution. Take the free diagnostic to see which trainings your team needs.