Sales Management Academy

Our Sales Leadership courses empower founders to grow their companies by building smart B2B sales organisations.

  • 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 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

  • 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!"

  • 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.’

  • 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

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.