Is the programme for B2B or B2C sales?

Both. B2B teams focus on account research, proposals and pipeline. FMCG and consumer teams focus on trade promotion, distributor and e-commerce data.

Can AI set our prices?

AI supports pricing analysis, such as elasticity, realisation and competitor monitoring. Pricing decisions remain with the commercial team and follow your approval policy.

Do sales reps need analytical skills?

No. Rep-level modules use chat-based tools. The analytics modules are designed for commercial excellence and revenue analysts.

How do we measure the impact of the training?

We agree two or three metrics at the start, such as proposal turnaround, win rate or promotion return, and track them in the 30/60/90-day plan.

What do participants take away?

Account brief and proposal templates, a sales prompt library, pipeline and promotion analysis templates and a 30/60/90-day plan.

AI Training Programme

AI Training for Sales & Commercial Excellence | Research accounts, price smarter and turn pipeline data into action

Better proposals, account research and pipeline insight. Designed and delivered by CA Dhaval Kodilkar.

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Last updated: October 2026

Key Takeaway

AI for commercial excellence training helps sales, key account and revenue teams use AI for account research, proposal drafting, pipeline analytics, pricing and trade promotion analysis, and e-commerce and offtake intelligence. The programme links every use case to a commercial metric such as win rate, price realisation or promotion return.

Who this is for

Built for your team.

Sales and key account managers
Commercial excellence teams
Revenue and pricing analysts
Trade marketing teams
Sales leaders

Group size: 8 to 60 participants per cohort
Prior knowledge: None needed

Problems we solve

Where the time goes today.

Sales teams walk into meetings without current account research.
Proposals are rebuilt from old documents and miss the client's priorities.
Pipeline reviews rely on rep opinion rather than data.
Trade promotion spend is high but its return is unclear.
E-commerce and offtake data arrives in many formats and is rarely analysed.

Curriculum

6 modules, each with a hands-on lab.

Module 1
AI for revenue teams
Map AI to prospecting, meetings, proposals, pricing and forecasting.
Lab: Map your sales process and choose three AI pilots.
Module 2
Account research and meeting preparation
Produce account briefs with priorities, risks and talking points.
Lab: Build an account brief for a target client.
Module 3
Proposals and follow-up
Draft tailored proposals, emails and objection responses.
Lab: Write a proposal section from discovery notes.
Module 4
Pipeline analytics
Analyse pipeline health, stage conversion and forecast risk.
Lab: Score deals in a sample pipeline and flag risks.
Module 5
Pricing and trade promotion
Evaluate price realisation and promotion return with AI-assisted analysis.
Lab: Analyse a promotion calendar for incremental volume.
Module 6
E-commerce and offtake intelligence
Combine marketplace, distributor and offtake data into insight.
Lab: Summarise marketplace reviews and pricing for a category.

Sample use cases

What Sales & Commercial Excellence teams automate first.

Sample AI use cases for Sales & Commercial Excellence teams and the tool used
Workflow	Typical tool
Prepare account briefs before client meetings	PerplexityPerplexity
Draft tailored proposals from discovery notes	ClaudeClaude
Analyse pipeline stage conversion and forecast risk	ExcelExcel with Copilot
Write objection-handling guides by persona	ChatGPTChatGPT
Measure trade promotion return by scheme	PythonPython
Summarise marketplace reviews and competitor pricing	ClaudeClaude
Build sales dashboards with natural-language questions	Power BIPower BI Copilot
Draft follow-up emails and meeting summaries	Microsoft CopilotMicrosoft Copilot

Tools covered

Perplexity
Claude
ChatGPT
Excel
Power BI
Microsoft Copilot

Formats and duration

Choose the depth that fits.

AI training delivery formats compared
Format	Duration	Group size	Outcome	Typical deliverables
Executive briefing	90 minutes to 2 hours	4 to 25	Shared understanding and priorities	Pre-read, oversight or priority list
Half-day workshop	3 to 4 hours	Up to 40	Core skills and 3 to 5 use cases	Prompt library, use case list
1-day workshop	6 to 7 hours	Up to 40	Hands-on labs and 5 to 10 use cases	Prompt library, templates, 30/60/90-day plan
2-day programme	2 days	Up to 35	Deeper labs, team-specific workflows	Templates, workflow designs, adoption plan
Multi-sprint programme	4 to 8 weeks	Up to 30	Use cases built and tested on live work	Working use cases, measured results
Train-the-trainer	2 to 3 days	6 to 15	Internal champions who can run sessions	Trainer kit, slides, lab files

Proof

Related client work.

Galderma India · Pharmaceuticals and Dermatology

Two-day AI programme for Galderma India's Commercial Excellence team, covering sales KPI dashboards, sales force effectiveness (SFE) modelling, big-data analysis, deep research and automation of commercial operations.

Read case study

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