From Sales Manager to Strategic Sales Leader
Sharpen your leadership skills, master forecasting, and scale your team with confidence.
The Sales Leadership Excellence Program is an 8-session online course designed for sales managers and leaders in startups and SMEs who want to take their leadership skills to the next level. Over 16 hours of interactive learning, you’ll master advanced pipeline management, team structuring, onboarding, coaching, and compensation strategies tailored to high-tech B2B environments.
This program equips you with the frameworks, tools, and confidence to professionalize your sales organization, drive predictable results, and prepare for scalable growth — at home and internationally.
Track 3: Sales Leadership Excellence
About the course
Who This Program Is For
Already manage a sales team or function (CSO, VP Sales, Head of Sales, Sales Manager)
Work in startups or SMEs selling complex B2B solutions
Have 3–8 years of management experience and want to level up
Need to professionalize sales processes, motivate teams, and scale into new markets
What You Will Learn
Over 8 interactive online sessions (2h each, once per week), you’ll gain advanced skills to:
Confidently manage your pipeline and forecast revenue with precision
Structure and scale your team as your company grows
Design onboarding & enablement that ramps reps faster
Lead through coaching, motivation, and accountability
Set fair, motivating targets & compensation plans
Use the right metrics & KPIs to track performance
Achieve cross-functional alignment with Marketing, Product, and CS
Plan for strategic scaling & international expansion
Detailed Curriculum
Session 1 – Advanced Pipeline & Forecasting Techniques
Improve pipeline hygiene and forecasting reliability
Use stage-weighting, deal scoring, and probability models
Avoid common forecasting pitfalls in SMEs
Session 2 - Structuring & Scaling Your Sales Team
Transition from founder-led/generalist sales to specialization
When to hire SDRs, AEs, CSMs, and Partner Managers
Build territories and account allocation models
Session 3 – Effective Sales Team Onboarding & Enablement
Ramp new reps in 30-60-90 days
Design playbooks, role expectations, and enablement tools
Create a culture of continuous learning
Session 4 - Mastering Sales Leadership & Coaching Techniques
Run impactful 1:1s and team meetings
Motivate individuals and teams differently
Apply proven coaching frameworks (e.g., GROW model)
Session 5 – Setting Effective Sales Targets & Compensation Plans
Quota-setting models that balance ambition & fairness
Compensation structures (base + OTE, accelerators, bonuses)
Keep it simple while driving performance
Session 6- Metrics, KPIs, and Sales Performance Masterclass
Identify the right leading indicators for your stage
Build dashboards that inspire action
Avoid vanity metrics and reporting overload
Session 7 – Cross-Functional Alignment: Marketing, Product, Customer Success
Solve friction between Sales, Marketing, Product, and Customer Success
Design Sales <> Marketing SLAs
Implement rituals for alignment (pipeline reviews, product syncs, revenue councils)
Session 8 - Strategic Scaling & International Expansion
Recognize signals you’re ready to scale abroad
Localize hiring, pricing, and messaging
Avoid pitfalls of premature internationalization
About the Instructor
Benedict Stalder is the founder of Scaling Up Sales. He moved up the career ladder in sales in leading multinational companies and identified that one reason these companies became successful is how they implemented Sales Management processes. He identifed that these Sales Management processes are very rearly taught or understood in Startups or SME’s.
This gave him the drive to start the Sales Management Academy with the aim to educate founders and leaders in how to scale the commercial organisation and learn the key to sales success.
To summaries, Benedict has:
35+ years in sales, startups, and executive leadership
Board member, advisor, and founder coach
Creator of the Scaling Up Sales methodology
Experienced in helping tech companies expand in Europe, US, and Asia
What Participants Will Walk Away With
A repeatable framework for managing and scaling sales
Confidence in leadership, forecasting, and negotiation
Tools, templates, and dashboards you can implement immediately
A network of like-minded sales leaders in high-growth tech companies
Format & Logistics
Format: 8 x 2 Hour live online sessions (interactive webinars), once per week for eight consecutive weeks
Language: English
Investment: CHF 1’800 (full 8-session bundle)
Optional: Quarterly Keynote and Executive Networking Events in Zurich or Lausanne (CHF 400 each)
Next session: all Wednesdays in October and November 2025 - (missed sessions can be retaken later)
Ready to take your sales leadership to the next level?
Seats are limited to ensure interactivity and we look forward to receiving your application!
For any questions, please reach out to our admissions manager by email or book a call.
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Course occurrence: 2 Times / year
Duration: The course is structured as a series of 8×2 hour sessions (totaling 16 hours), delivered once a week over the span of 8 weeks.
Location: Online Zoom
Price: CHF 1’800.- per participant
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Entrepreneur, Co-founders
Directors, CEO, CCO, CSO, managers …
Sales & Business Development people
For B2B industries (technology, health, innovation, industry, services, energy …)
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Apply using the application form.
Your application is reviewed.
Optional call to ensure the program fits your needs.
You are admitted to the course.
You receive an invoice with the course fees.
Paying the course fee reserves your seat on the course.
You will receive a confirmation email with the course dates.
You receive detailed participation instructions one week before each course session.
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About half of the participants participated with one or more colleagues or their cofounders.
Each participant is required to fill out an application form.
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I won't be able to attend one of the days of my planned session.
Do I have to select another session?
- You can catch up any missed days up to one year later in another session.Will I receive a certificate of completion for this course?
- You will receive a certificate mentioning the session and days you attendedDoes this course earn me ECTS points?
- Our course is designed for working professionals and entrepreneurs who are no longer enrolled as full-time students and, therefore, do not qualify for ECTS credit allocation.