Sales Management Academy

Our Sales Leadership course empowers founders to grow their companies by building smart B2B sales organizations.

  • 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.

  • 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.

  • 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 Organization:
A Course 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 a practical, targeted, 16-hour, 4 half-day course for leaders like you. 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.

This course is designed to fit your busy schedule while delivering the essential knowledge to take your sales organisation—and your business—to the next level.

Day 1

Strategies for Growing Sales

Learn to choose and mix Go-to-Market models, optimise sales organisation models, and use tactics to support strategies and revenue plans.

  • Learn the different Go-to-Market models and the different combinations.

  • Optimise your sales organisation with the best models.

  • Implement tactics to support strategies and revenue plans.

  • Revenue Acquisition, Recurring Revenue Streams and Lifetime Value Plans 

  • Alternative product offerings to support Sales Growth 

  • Using Product Market Fit loops to tune your Sales Strategy and Product Offering 

  • Using Sales Advisory Boards and Market Experts

Day 2

Sales Process & Client Management

Gain insight into the entire sales cycle, deal management, and client relationships management, and optimise sales cycles with feedback loops and growth plans.

  • Full Sell Cycle overview from Lead Generation to Deal Closing and Up-selling 

  • Selling the Value Proposition and managing the Client Buying Centre 

  • Complete deal management exercises

  • Sales cycle Characterisation and Optimising techniques 

  • Client and Partners relationship management, Account management and Growth plans

  • Customer development boards - feedback loop on products and services

Day 3

Lead generation and management tools 

Learn about the range of tools to generate leads, manage those leads through your pipe, tools to manage a channel and your sales team.

  • Lead generation techniques and Lead management tools 

  • Web Sales and Sales chatbots 

  • Sales Opportunity Pipeline management tools 

  • Client Account Management tools 

  • Channel Partners opportunity and Account Management tools 

  • Sales Key Performance Indicators and Sales Forecasting Tools

Day 4

Managing & Growing Sales Organizations

Understand the roles of founders in sales, recruit and manage sales teams, and develop management routines and career plans.

  • Founders and CEO role in Sales

  • Recruiting and Hiring Sales and Sales Management people 

  • Management by Objectives for Salespeople 

  • Sales Management routines 

  • Sales Personality Types and Management Styles 

  • Managing territory assignment, sales team competition, egos and fairness 

  • Managing career paths, plans, expectations, retaining and firing salespeople

Trusted by 350+ Founders and Leaders

  • 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."

  • 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!" ​

  • 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 "

  • 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."

  • 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”

  • 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.”

  • 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!"

  • 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." ​

Practical information

Start date: 4-6 times a year (dates below)

Duration: 4 half-days (16 hours)

In class: EPFL Innovation Park - Lausanne

Online: Interactive Zoom

Price: CHF 1’500.- per participant

Admission: by application (here)

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.

  • 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

    • Entrepreneur, Co-founders

    • Directors, CEO, CCO, CSO, managers …

    • Sales & Business Development people

    • For B2B industries (technology, health, innovation, industry, services, energy …)

    1. Apply using the application form.

    2. Your application is reviewed.

    3. You might receive a request for a short interview to ensure the program fits your needs

    4. You are admitted to the course.

    5. You receive an invoice with the course fees.

    6. Paying the course fee reserves your seat on the course.

    7. You will receive a confirmation email with the course dates.

    8. You receive detailed participation instructions one week before each course session.

  • About half of the participants participated with one or more colleagues or their cofounders.

    Each participant is required to fill out an application form.

    1. 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.

    2. Will I receive a certificate of completion for this course?
      - You will receive a certificate mentioning the session and days you attended

    3. Does 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.