Role-Based Programme
RB1150

AI for Sales Operations & CRM Management

Pipeline Intelligence, Forecasting & Sales Process Excellence

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

Programme Objectives

  • Develop practical AI capabilities for sales operations, CRM management, pipeline analysis, forecasting, and sales-performance reporting.
  • Apply AI to analyse leads, opportunities, conversion patterns, pipeline health, sales activities, and CRM data quality.
  • Use AI to improve forecasting support, sales reviews, territory insights, CRM governance, and management reporting.
  • Identify process gaps, stalled opportunities, funnel leakage, and productivity opportunities across the sales lifecycle.
  • Apply responsible AI practices related to customer data, confidentiality, forecast accuracy, access control, governance, and human validation.

Tools covered

Generative AI AssistantsCRM AnalyticsSales Data AnalysisPipeline AnalysisForecasting SupportLead & Opportunity ScoringData Quality AnalysisSales ReportingDashboard InterpretationExecutive SummarisationWorkflow Automation ConceptsPresentation Tools

Who should attend

  • Sales Operations Managers
  • Sales Operations Executives
  • CRM Managers
  • CRM Administrators
  • Revenue Operations Professionals
  • Sales Analysts
  • Sales Performance Managers
  • Commercial Operations Professionals
  • Pipeline Management Professionals
  • Sales Planning Professionals
  • Business Operations Analysts
  • Inside Sales Operations Professionals
  • Sales Enablement Professionals
  • MIS & Reporting Professionals
  • Sales Team Leaders

Prerequisites & Participant Readiness

  • Experience in sales operations, CRM management, sales analytics, reporting, or revenue operations
  • Familiarity with leads, opportunities, pipeline stages, sales targets, and CRM data
  • Basic familiarity with Generative AI tools is recommended
  • Ability to interpret sales reports and structured data
  • No programming knowledge required

TOC Modules

Concepts
  • Understanding Generative AI, reasoning models, AI assistants, and analytical support
  • Exploring AI applications across CRM, pipeline management, forecasting, and sales reporting
  • Understanding how AI differs from CRM analytics, dashboards, automation, and business intelligence
  • Recognising hallucinations, calculation errors, incomplete data, and AI limitations
Practical activities
  • Mapping Sales Operations activities to practical AI applications
  • Identifying high-value versus low-value use cases
  • Comparing traditional and AI-assisted sales-operations workflows

Scenarios

Pipeline Health to Forecast & Action Plan

CRM Data → Data Quality Review → Pipeline Analysis → Stage Ageing → Deal Risk → Forecast Scenarios → Priority Actions → Sales Review

Participants use AI to analyse a simulated CRM pipeline, identify data-quality and deal-progression issues, develop forecast scenarios, and create a management-ready sales action plan.

Sales Funnel Performance to Process Improvement

Lead Data → Conversion Analysis → Funnel Leakage → Territory & Segment Comparison → Process Gaps → Improvement Actions → CRM Governance → Performance Dashboard

Participants use AI to analyse a simulated sales funnel, identify conversion and process issues, recommend CRM and workflow improvements, and build a structured performance-management approach.

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