AI-Enhanced Sales Manager
AI-enhanced management training from DU&T Consulting.
Course overview
This course helps sales managers use artificial intelligence to strengthen sales planning, prospect research, pipeline management, coaching and customer communication. It focuses on improving the quality and consistency of sales work while keeping people accountable for commercial decisions and customer relationships.
Participants learn to use AI tools responsibly, verify claims and protect customer and commercially sensitive information. No programming experience is required.
Learning objectives
- Identify practical AI applications across the sales cycle.
- Use AI-assisted research to improve account and territory planning.
- Create relevant, accurate and compliant sales messages and proposals.
- Strengthen qualification, pipeline reviews and forecast discussions.
- Use conversation insights to support coaching and performance improvement.
- Develop ethical approaches to personalisation and customer engagement.
- Manage confidentiality, accuracy, bias and reputational risk.
- Prepare a measurable sales AI adoption plan.
Who should attend
Sales Managers; Business Development Managers; Account Managers; Commercial Managers; Sales Operations professionals; Customer Relationship Managers; Team Leaders; and founders responsible for revenue growth.
Course modules
Module 1: AI Fundamentals for Sales Leadership
Capabilities, limitations and uses across prospecting, engagement, forecasting and management productivity.
Module 2: Market Territory and Account Research
Structuring research, comparing sources, identifying customer needs and preparing account plans based on verified information.
Module 3: Prospecting and Personalised Outreach
Developing segments, value propositions, call plans and outreach drafts that are relevant, truthful and respectful of consent.
Module 4: Discovery Qualification and Opportunity Strategy
Preparing questions, summarising needs, applying qualification frameworks and identifying risks or next actions.
Module 5: Proposals Presentations and Negotiation
Creating tailored proposals, business cases and negotiation preparation while validating prices, capabilities and commitments.
Module 6: Pipeline Forecasting and Sales Analytics
Reviewing pipeline health, conversion patterns and forecast scenarios; separating evidence from assumptions.
Module 7: Sales Coaching Governance and Responsible AI
Using AI to support coaching and call review, with privacy, security, fairness, intellectual-property and approval controls.
Module 8: Sales AI Implementation and Growth Plan
Selecting priority use cases, defining adoption support and metrics, running a pilot and deciding whether to scale.
Training methodology
The course combines interactive presentations, live demonstrations, role plays, account-planning workshops and sales case studies.
Participants practise using fictional or authorised customer information to prepare research briefs, outreach, discovery plans, proposals and pipeline reviews. Peer review reinforces accuracy and customer relevance.
The course concludes with a sales AI action plan that sets out the target workflow, owner, controls, adoption activities and measurable commercial outcomes.