Role-Based Programme
RB1122

AI for Field Sales & Direct Sales

Territory Intelligence, Customer Engagement & Revenue Growth

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Duration
16 Hours
Level
Intermediate
Delivery
Instructor-Led
Format
Capability Training

Programme Objectives

  • Develop practical AI capabilities for territory planning, field prospecting, customer meetings, opportunity management, and direct-sales execution.
  • Apply AI to research accounts, identify customer needs, prepare sales visits, personalise conversations, and improve follow-up.
  • Use AI to strengthen discovery, value positioning, objection handling, proposal preparation, and opportunity progression.
  • Analyse territory, customer, activity, conversion, and pipeline information to improve sales productivity and revenue focus.
  • Apply responsible AI practices related to customer confidentiality, source accuracy, commercial sensitivity, privacy, and human judgement.

Tools covered

Generative AI AssistantsAI Search & ResearchTerritory ResearchAccount IntelligenceCustomer ProfilingSales Call PreparationObjection Handling SupportProposal SupportCRM Workflow ConceptsSales Data AnalysisMeeting IntelligenceExecutive Summarisation

Who should attend

  • Field Sales Executives
  • Direct Sales Executives
  • Territory Sales Managers
  • Area Sales Managers
  • Regional Sales Executives
  • Sales Officers
  • Business Development Executives
  • Account Executives
  • Key Account Executives
  • Relationship Managers
  • Territory Development Professionals
  • Channel-Facing Sales Professionals
  • Sales Team Leaders
  • Frontline Sales Managers
  • Customer Acquisition Professionals

Prerequisites & Participant Readiness

  • Experience in field sales, direct sales, territory sales, or customer-facing business development
  • Familiarity with customer meetings, prospecting, sales targets, and CRM usage
  • Basic familiarity with Generative AI tools is recommended
  • Ability to interpret customer, territory, and sales-performance information
  • No programming knowledge required

TOC Modules

Concepts
  • Understanding Generative AI, reasoning models, multimodal AI, and AI assistants
  • Exploring AI applications across prospecting, territory planning, customer meetings, and follow-up
  • Understanding how AI differs from CRM, sales automation, and traditional search tools
  • Recognising hallucinations, outdated information, unsupported claims, and model limitations
Practical activities
  • Mapping Field Sales activities to practical AI applications
  • Identifying high-value versus low-value AI use cases
  • Comparing traditional and AI-assisted sales workflows

Scenarios

Territory Opportunity to Customer Meeting

Territory Analysis → Target Accounts → Account Research → Stakeholder Mapping → Customer Visit Plan → Discovery Questions → Value Proposition → Follow-Up

Participants use AI to analyse a sample territory, prioritise accounts, research a target customer, and prepare a structured field-sales visit with personalised discovery and positioning.

Customer Meeting to Sales Closure Plan

Meeting Notes → Customer Need → Objections → Solution Positioning → Proposal → Commercial Follow-Up → CRM Update → Closure Actions

Participants use AI to convert a simulated customer meeting into a structured opportunity plan, prepare proposal and follow-up content, update CRM information, and define the next actions required to progress the sale.

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