Sales Management Academy
Our Sales Leadership courses empower founders to grow their companies by building smart B2B sales organisations.
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Half-day courses (in-class + online)
This course offers a hybrid format to accommodate various learning preferences: attend in-class, online, or mix both. Choose the most convenient option for your schedule while still benefiting from a comprehensive educational experience.
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Course actionnable material
You will experience a blend of key best practice knowledge, combined with practical actionable templates and worksheets to enable the execution of theory.
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Case studies, stories & networking
Go beyond academic theory. Enhance your learning with real-life experiences and client examples that provide context. Network with like-minded peers and alumni.
Scale Your Company with a High-Performing Sales Organisation:
Courses for Founders, CEOs, and Managers
As a founder, CEO, or manager of a startup, scale-up, or SME, you’re focused on growth. But scaling your company means more than just increasing sales—it requires building a high-performing sales organisation that can keep pace with your ambitions.
Managing sales and driving growth can be challenging, especially when balancing strategic leadership with day-to-day operations. You know there are critical sales management insights that could accelerate your company’s success, but committing to long, time-consuming courses isn’t feasible.
That’s why we designed practical, targeted, courses for leaders like you at any part of your growth stage. In this hyper-concentrated program, you’ll gain actionable strategies and insights to scale your sales organization effectively. You’ll learn how to build a winning sales team, optimise processes, and drive results that will position your company to outperform the competition.
The courses are designed to fit your busy schedule while delivering the essential knowledge to take your sales organisation—and your business—to the next level.
Track 1: Startup Sales Launchpad
Perceived Need & Expectations
"You're about to start your entrepreneurial journey and want clear, practical guidance to quickly build and test your sales strategy. Gain clarity on your market, craft a compelling value proposition, and create your first repeatable sales process—positioning you for a successful business launch."
Hour 1: Go-To-Market Strategy & Ideal Customer (ICP)
Clearly identify your target market and validate customer segments.
Quickly define where your solution fits.
Hour 2: Value Proposition & Competitive Positioning
Craft compelling messaging that differentiates your startup clearly in a crowded marketplace.
Learn how to position your product against competitors from day one.
Hour 3 & 4 (Intensive Workshop): Building Your First Repeatable Sales Process
Map out a straightforward, practical sales process tailored for early-stage startups.
Define clear sales stages, actions, and metrics to ensure efficiency from Day One.
Learn how to track your earliest leads, manage pipeline basics, and drive initial sales
Format: 4 Hours Online Only
Cost: 600 CHF
Next Session Date and How to apply: See Below
Track 2: Sales Growth for Independent Founders
Perceived Need & Expectations
"You're already selling, and you're managing everything yourself—but now it's time to scale. Discover how to sharpen your value proposition, enter new markets, streamline prospecting with smart automation tools, master pipeline management, and confidently negotiate and close deals. Connect with like-minded peers to share experiences, grow your entrepreneurial network."
Hour 1: Adapting Your Value Proposition & Entering New Markets
Learn practical frameworks to refine your value proposition for better positioning.
Discover strategies for confidently exploring and entering new market segments and customer groups.
Hour 2: Sales Automation & Efficient Prospecting Tools
Explore essential sales automation and efficiency tools tailored specifically for independent founders.
Get hands-on demos of low-cost solutions that optimize your prospecting, reduce manual work, and maximize productivity.
Hour 3: Effective Pipeline Management for Solo Entrepreneurs
Understand how to efficiently manage your sales pipeline with minimal overhead.
Practical methods to track leads, prioritize opportunities, and forecast sales accurately—even when you're doing it all yourself.
Hour 4 (Intensive Workshop): Negotiation & Deal Management Essentials
Gain essential negotiation skills tailored for independent entrepreneurs.
Role-play real-world negotiation scenarios to build confidence in handling objections, managing pricing discussions, and effectively closing deals.
Networking & Peer-Exchange Event (Post-session, 1 hour + drinks)
Format: 4 Hours Onsite (Online possible)
Cost: 800 CHF
Next Session Date and How to apply: See Below
Track 3: Sales Leadership Excellence
Perceived Need & Expectations
"You’re leading a sales team at a dynamic startup or innovative SME. Now it's time to sharpen your leadership toolkit, professionalise your processes, and scale your impact. Through practical, interactive sessions specifically designed for B2B sales leaders, you'll master the essional skills to enable your sales organisation to consistently deliver results. Take your Sales Leadership skills—and your career—to the next level."
Session 1: Advanced Pipeline & Forecasting Techniques
Accurately manage your pipeline and confidently forecast revenue, even in a fast-moving tech environment.
Session 2: Structuring & Scaling Your Sales Team
Effectively structure your sales team for optimal performance and adaptability as your organization grows.
Session 3: Effective Sales Team Onboarding & Enablement
Build a structured onboarding and enablement program that accelerates productivity and performance of your sales team.
Session 4: Mastering Sales Leadership & Coaching Techniques
Learn proven coaching methods and leadership strategies to improve team motivation, accountability, and results.
Session 5: Setting Effective Sales Targets & Compensation Plans
Design motivating and effective sales targets and compensation plans specifically suited to growth-oriented tech environments.
Session 6: Metrics, KPIs, and Sales Performance Masterclass
Implement practical metrics and KPIs tailored for startup and SME environments to drive accountability and performance.
Session 7: Cross-Functional Alignment: Marketing, Product, Customer Success
Master cross-functional collaboration techniques to improve internal alignment and amplify sales effectiveness.
Session 8: Strategic Scaling & International Expansion
Prepare strategically to scale your sales team, operations, and processes to succeed in new markets and territories.
Format: 2 Hour Online / Session
Cost: 1,800 CHF
Next Session Date and How to apply: See Below
Trusted by 350+ Founders and Leaders
Target groups
Entrepreneur, Co-founders
Directors, CEO, CCO, CSO, managers …
Sales & Business Development people
For B2B industries (technology, health, innovation, industry, services, energy …)
Common Challenges
Scaling Up: Struggling to grow sales operations to match rapid business growth.
Entering New Markets: Uncertain about the best Go-to-Market models and tactics.
Low Sales Performance: Facing declining sales and needing to rejuvenate efforts.
Team Management: Challenges in recruiting, training, and managing a sales team
Upcoming sessions
Below you will find the schedule for all the upcoming sessions. All sessions can be taken in class or online.
You can miss a day or two and catch them up in a later session
Apply to the course
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: 4-6 times a year
Duration: The course is structured as a series of four half-day sessions (totaling 16 hours), delivered once a week over the span of one month.
In class: EPFL Innovation Park - Lausanne, Switzerland
Online: Interactive Zoom
Price: CHF 1’500.- 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.
You might receive a request for a short interview 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.