Sales Management Academy
Our Sales Leadership courses empower founders, sales leaders, and executives 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 actionable 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 sales leader in a startup, scale-up, or SME, you are under pressure to grow. But sustainable growth requires more than energy and ambition — it requires a sales organisation with the right focus, structure, processes, and leadership.
That is why we designed practical, concentrated courses that help you strengthen the commercial capabilities your company needs at each stage of growth. In this hyper-concentrated program, you will gain actionable frameworks, tools, and management insights to build a stronger sales organisation, improve execution, and support long-term growth.
The courses are designed to fit busy schedules while delivering the essential knowledge needed to take your sales organisation — and your business — to the next level.
Track 1: Startup Sales Launchpad
“From Startup Idea to First Customers”
You’re at the beginning of your entrepreneurial journey and need clear, practical guidance to land your first paying customers. This interactive online workshop helps you adopt the startup sales mindset, avoid the most common early mistakes, and gain the confidence to engage customers directly. You’ll learn how to identify and approach your first buyers, craft a value proposition that resonates, and design your first simple, repeatable sales process. By the end, you’ll have both the clarity and the tools to move from idea to traction.
Hour 1: Startup Sales Mindset & B2B Basics
Understand why founders must lead sales early, how B2B sales really works, and the key differences from B2C. Learn how to shift your mindset and start selling even if you don’t see yourself as a salesperson.
Hour 2: Finding & Winning Your First Customers
Define your first target market and ideal customer profile, conduct discovery interviews, and start building your initial outreach list. Discover low-cost, practical prospecting methods that work at the very beginning.
Hour 3: Crafting a Compelling Value Proposition
Develop a clear value proposition that speaks directly to your customer’s pains and gains. Practice writing and testing it, and learn how to refine your message quickly based on the feedback you receive.
Hour 4: Building Your First Repeatable Sales Process
Design a simple funnel (lead → meeting → proposal → close), keep your pipeline organized with lightweight tools, and codify your first learnings into a starter playbook. Lay the groundwork for future scalability and investor readiness.
Format: 4 hours – Online interactive workshop
Cost: 600 CHF
Track 2:Sales Growth for Independent Founders
“Time to start scaling your sales”
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: ( 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 + drinks)
Format: 4 Hours Onsite (Online possible)
Cost: 800 CHF
Track 3: Sales Leadership Excellence
“From Sales Manager to Strategic Sales Leader”
You are already leading deals, people, and commercial pressure in a startup, scale-up, or SME. Now it is time to step up from managing sales activity to building and leading a stronger sales organisation. In this practical and interactive program for B2B sales leaders, you will sharpen your go-to-market focus, structure your team more effectively, strengthen your sales process, improve forecast reliability, and develop the leadership habits needed to drive consistent performance.
By the end of the program, you will be better equipped to lead a more focused, aligned, and scalable sales organisation.
Session 1: GTM Focus & The Strategic Role of Sales Leadership
Clarify where your company should play, which customers matter most, and how a sales leader turns commercial ambition into focused execution.
Session 2: Organisation Design & Coverage Models
Design the right sales organisation and coverage logic across segments, geographies, channels, and roles.
Session 3: Building the Sales Process & Pipeline Architecture
Create a structured sales process with clear stage gates, stronger qualification, and pipeline discipline that supports consistent execution.
Session 4: Forecasting, Deal Review & Management Insight
Improve forecast reliability, run better deal reviews, and turn pipeline visibility into sharper management judgment.
Session 5: Targets, Quotas, Capacity & Compensation Logic
Translate growth objectives into realistic targets, useful metrics, team capacity assumptions, and motivating compensation principles.
Session 6: Leadership, Coaching & Performance Management
Strengthen your leadership posture, coach more effectively, and manage accountability and underperformance with greater confidence.
Session 7: Cross-Functional Alignment & Commercial Execution
Improve collaboration with marketing, product, founders, customer success, and operations to remove friction and accelerate execution.
Session 8: Strategic Scaling & Expansion
Prepare the next evolution of your sales organisation as you expand into new segments, channels, markets, or levels of complexity.
Format: 2 Hour Online per Session per Week
Cost: 1,800 CHF
Optional Networking Event: 400 CHF
Trusted by 350+ Founders and Leaders
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Patrick Thévoz, Co-founder and CEO, Flyability
"The program was instrumental to kick-start our sales operations and helped us grow from a few naive engineers to a sales engine able to deliver >10M CHF in yearly sales."
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Nathalie Leroy Head of Presales, icCube
"The strength of Fast Track Sales Academy course lies on the actionable ways to improve your sales processes, independently of your company's stage. The professional diversity of the team enriched the course's content and debates in each session. I definitely recommend the course if you are looking to have a deeper understanding on sales models, processes, tools, management and growth. Two thumbs up!"
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Steve Tanner, CTO and co-founder, Ecorobotix
"The program has had a multiplier effect - we continue to collaborate with our Sales Angel even after the end of the program "
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Martin Fuchsberger CEO, Co-founder, Drone Harmony
I very much enjoyed participating in the Sales Management Academy course. I gained a lot of valuable and actionable insights that will help me further shape my startup. My only regret is that I did not find this course earlier in my startup journey."
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Evelina & Pierre-Mikael, Co-founders, Pryv
“We highly benefited from the Sales Angel Program. Our Sales Angel provided us essential sales knowledge and how to use in practice various sales tactics which we still use on a daily basis”
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Margaux Peltier, General Manager, Enerdrape
In the midst of commercial development, the Sales Academy came at the right time! I learned a lot during this course: what we did wrong, what we can improve and consolidate. I also enjoyed the exchange of experience shared with the other members of the group. The full range of tools to be ready to embrace our growth calmly. The course is offered in a hybrid format which also gives more flexibility, the in-person format seems essential to me but the possibility of attending online gives the opportunity for founders from different locations to participate together in the course which is very convenient.”
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Dimitri Torregrossa, CEO and Founder, Aurora's Grid
"Sales Management Course class: very useful! The Trainers started from the basic knowledge of sale-cycles and gradually explained how to manage sales with specific tools and dedicated methodologies. Very useful the tips on “recruiting sales-team”. I definitively suggest this class to start-up facing off with sales management!"
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Matthieu LEGRE VP Product, Cysec
‘As a product manager, I have been asked by my boss to follow the Sales Management Academy course from Fast Track. What a good idea, I learnt so much about the typical Sales process and the challenges encountered by Sales teams at each of its steps. I understand much better how I can support them efficiently when facing customers and the impacts that some product management choices can have on the way we can sell our products. Thanks to this course, I'm confident that my product management activities will be better aligned with the Sales activities to accelerate the success of my company.’
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Stéphane Janiszewski, Head of Key Account Management, LEMO
"A perfect fit for what I was looking for as the course gives a truly holistic view of the Sales function, covering all key aspects and all angles! As an experienced sales professional with mostly big corporation background, it gave me exactly what I needed to transfer into the exciting world of smaller and more agile organisations as I was able to combine my "corporate" experience with the content of the course geared towards startups and SMEs. All of this in a fun atmosphere and an exciting blend of participants."
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
You can miss a day and catch up in a subsequent session.
Apply to the course
We look forward to receiving your application!
For any questions, please reach out to our admissions manager.
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Course occurrence: all tracks are offered twice a year
Duration: from 4 hours to 16 hours
In class: In major cities in Switzerland
Online: Interactive Zoom
Price: CHF 400.- to CHF 1’800 per participant
→ Link to next sessions -
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.