certified sales manager / Head of Sales

Head of Sales – In-Person Module 1 (4-day training course)

Identifying business areas, planning market development (2-day training course)
Trainer: Andreas Preißner

From Market Analysis to Business Model

Analyzing markets – identifying opportunities

Business Model Development Tools

• TOWS Matrix.
• Design Thinking.
• Business Model Canvas.

Practical Work: DevelopYour Own New Business Idea

From Concept to Implementation of the Business Model

Creating a Business Plan – Markets, Strategy, Sales, Risks, Finance

Practical Exercise:Create a brief business plan for your idea

Strategy Implementation Using Key Performance Indicators and the Balanced Scorecard (BSC)

Practical Exercise: Developa BSC to implement your concept

Developing and Implementing Sales Strategies (2-day training course)
Trainer: Prof. Dr. Udo Burchard

Designing Sales Strategies

• Analyze your current sales situation and identify key success factors.
• Discuss with other participants how sales organizations and processes can be structured and supported by digital tools to help your sales team succeed.
• Develop concrete strategic approaches for your sales team.
• Secure market share with a clear growth strategy.
• Determine whether positioning based on preference or price is appropriate for your business.
• Select the appropriate sales channels and allocate the right resources to them.
• Find out what works best in key account management, field sales, or online sales.

Implementing sustainable sales strategies

• You're building your own customer review tool.
• You will redesign key processes such as customer acquisition and customer retention.
• You'll learn how to effectively manage your sales team using modern management tools.
• Through hands-on exercises, you will strengthen your leadership and implementation skills in sales.

Head of Sales – In-Person Module 2 (4 training days)

Artificial Intelligence in Sales Leadership (2-day training course)
Trainer: Katharina Stapel

Understanding the Basics of Artificial Intelligence

• Get an up-to-date overview of the AI tool landscape and its potential applications.
• Learn how to evaluate AI systems from a technical perspective and assess their potential and limitations.
• Discover how AI can be effectively used as a tool in sales.
• Learn prompt engineering skills to use AI tools effectively.
• Use AI tools to support processes, automate tasks, and boost efficiency in sales.
• Learn about data protection, ethics, the GDPR, and the EU AI Act.
• Find out what new roles and key skills will be important for employees when working with AI.
• Explore opportunities for using AI in your business and learn how to apply AI through targeted prompting.
   

Boost efficiency, integrate AI, and empower teams

• Process and analyze data efficiently using dashboards and KPIs.
• Automate process chains from lead generation to closing.
• Integrate CRM, email marketing, and automation platforms.
• Understand workflow automation and learn how to set it up.
• Build an AI-savvy sales team and strengthen your leadership skills.
• Promote innovation through change management and organizational development.
• Use AI for KPI management and data-driven decision-making.
• Analyze behavioral data and product-specific customer purchasing behavior.
• Apply insights to AI-powered sales systems.

E-library

After completing this module, you will receive 5 e-learning courses Subject area artificial intelligence free of charge for 12 months.

• Prompt engineering.
• Optimizing products and processes with AI.
• AI in Various Business Sectors – An Overview.
• Using artificial intelligence in everyday work.
• To me, digital transformation means change.

Personal Impact, Building Structures, Managing Crises, Conducting Conversations (2-day training course)
trainer: Britta von der Linden or Markus Miksch

Make leadership clearer, more efficient, and less stressful

• Make quick and informed decisions.
• Handling critical situations.
• Conducting employee reviews with confidence.
• Take control of your time – eliminate time-wasters.
• Make a strong impression with your presence, speech, and demeanor.

Boost Your Personal Impact & Presence

• Rhetoric & Communication.
• Voice & Expression.
• Pitching with Charisma – “My Case”.

Preparing for the "My Case" practical exam

You will develop and present your "My Case" (value proposition) project and demonstrate how to present your topics in a charismatic and effective way—with practical tips for lectures, speeches, and presentations.

Transfer Coaching "My Case"

Help with preparing for your “My Case” practical exam

In the second in-person module of your training program to become a Certified sales manager Head of Sales, your trainer will assign you trainer “My Case” application assignment. You will begin working on this assignment during the training and refine it during the application phase between Modules 2 and 3. Your trainer Module 2 will support you with one hour of one-on-one coaching.

For this purpose, your trainer a fixed coaching session with each participant, during which you will spend an hour discussing the optimal structure and presentation of your “My Case” transfer assignment. This allows you to further expand your practical knowledge and ensure direct learning success for your professional practice. In addition, you will further develop your presentation skills and ensure direct learning success for the practical exam portion, which takes place on the first day of the third in-person module.

Head of Sales – In-Person Module 3 (4 training days)

Practical Exam / Leading Sales Teams Successfully / Negotiating with Confidence

"My Case" Practical Final Exam (0.5 training days)

Final presentation of your transfer assignment “My Case”
Examiners: Helmut Beuel or Markus Miksch

Leading Sales – Unlocking Potential (1.5-day training course)

Coach: Helmut Beuel or Markus Miksch

• Achieving peak performance through coaching and mental strength.
• From Manager to Coach: Discover how attitude, energy, and mindset shape sales success.
• Mental Techniques for Focus & Resilience.
• According to the OKR system: Goals are clear, measurable, and inspiring.
• Coaching tools for sustainable team performance.

Negotiating at the Executive Level – Confident, Assertive, Strategic (2-day training course)

Coach: Helmut Beuel or Markus Miksch

• Boost your personal impact in complex negotiations—and get your team ready to negotiate.
• Psychology & Strategy: Boost Your Bargaining Power – Improve Your Margins.
• Team Roles & Coaching in the Negotiation Process.
• Negotiation Techniques Used by Professionals in Sales and Purchasing.
• Confident performances, clear results, and strong teams in complex negotiations.

Lessons learned

After the training, you will receive a summary of the exam-relevant content via your learning environment in preparation for your final exam.

Final examination

Online Exam: certified sales manager Head of Sales

After the training: 1-on-1 implementation coaching – 1 hour per participant

Coach: Helmut Beuel or Markus Miksch

• Clarification of outstanding issues and problems that have arisen during implementation.
• After completing the training, you'll put this extensive knowledge into practice with your team.
• Through professional one-on-one coaching, we help you effectively apply what you’ve learned to your leadership practice and achieve success as certified of Sales.