AI for Sales Executives

The Complete 6-Month Roadmap for Sales Leaders

This comprehensive 6-month learning roadmap is designed to help sales executives confidently integrate Artificial Intelligence (AI) into their sales workflows and long-term strategies. It combines hands-on tools, essential courses, ethical insights, and Agile frameworks to transform how sales leaders think, operate, and lead.

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Month 1: Try AI First

Goal: Build curiosity and confidence by experimenting with AI tools.

Why This Matters: Experiencing AI first-hand through practical tasks increases engagement and lays a motivational foundation for deeper learning.

Tools & Courses:

• ChatGPT: https://chat.openai.com/
• OpenAI Academy: https://academy.openai.com/

Key Activities:

• Generate sales emails, proposals, and replies using ChatGPT.
• Reflect on how AI might improve your day-to-day work.

Recommended Reading:

• Chapter 1: Introduction to Agile Sales and AI-Assisted Selling
  https://businessagility.education/blog/agile-sales-ai-selling-chapter1/

Introduces the strategic integration of Agile and

• Chapter 2: Beyond “Always Be Closing” and “Rinse and Repeat”
  https://businessagility.education/blog/agile-sales-ai-selling-chapter2/

Introduces the case for modernizing sales practices using Agile and AI. Explains why traditional sales needs an update, setting the stage for AI adoption.

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Month 2: Learn AI Basics

Goal: Understand core AI concepts and terminology.

Why This Matters: Grasping fundamental AI concepts helps sales leaders make informed decisions, communicate with vendors, and guide team adoption.

Courses:

• AI for Everyone – Coursera (Andrew Ng):
  https://www.coursera.org/learn/ai-for-everyone
• Elements of AI – University of Helsinki & Reaktor:
  https://www.elementsofai.com/
• Google AI Introduction – Grow with Google:
  https://grow.google/ai/

Key Topics:

• Machine learning, deep learning, NLP, neural networks, data science.

Recommended Reading:

• Chapter 6: Merging Agile Sales with AI-Driven Enablement
  https://businessagility.education/blog/agile-sales-ai-selling-chapter6/

Explains how AI can enhance sales enablement strategies, onboarding, and content workflows. Bridges the gap between AI and sales team development.

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Month 3: Use AI in Sales

Goal: Apply AI tools to optimize lead generation, CRM, and outreach.

Why This Matters: Demonstrates measurable value by embedding AI into existing sales processes.

Courses & Tools:

• AI Essentials for Sales Professionals – LinkedIn Learning:
  https://www.linkedin.com/learning/paths/ai-essentials-for-sales-professionals
• HubSpot AI Tools for Sales:
  https://www.hubspot.com/products/sales/ai
• Salesforce Einstein AI:
  https://www.salesforce.com/products/einstein/overview/
• Gong.io:
  https://www.gong.io/

Key Activities:

• Automate lead scoring, email follow-ups, and pipeline insights.

Recommended Reading:

• Chapter 8: Spectrum of Sales Professions with Agile Sales and AI-Assisted Selling Enhancements
  https://businessagility.education/blog/agile-sales-ai-selling-chapter8/

Maps how AI tools enhance specific sales roles, helping learners personalize AI implementation.

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Month 4: Master Prompting

Goal: Develop skills to interact with AI more effectively using prompt engineering.

Why This Matters: Well-structured prompts produce better AI outputs, increase consistency, and reduce miscommunication.

Course:

• Prompt Engineering for ChatGPT – Coursera:
  https://www.coursera.org/learn/prompt-engineering

Key Activities:

• Create a personal prompt library: objection handling, email writing, discovery questions.

Recommended Reading:

• Chapter 9: Agile Excellence in Sales: Integrating Scrum and Kanban
  https://businessagility.education/blog/agile-sales-ai-selling-chapter9/

Links Agile frameworks to iterative AI interactions. Encourages structured experimentation and feedback loops.

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Month 5: Learn Responsible AI

Goal: Understand how to use AI ethically and responsibly in customer interactions.

Why This Matters: Building trust through ethical AI use is essential for reputation, compliance, and long-term success.

Courses & Resources:

• Responsible AI – Google:
  https://grow.google/ai/
• AI in Sales Ethics – Salesforce Guide:
  https://www.salesforce.com/resources/articles/ai-in-sales/
• OECD AI Ethics Principles:
  https://www.oecd.org/going-digital/ai/principles/

Key Topics:

• AI hallucinations, algorithmic bias, data privacy, customer trust.

Recommended Reading:

• Chapter 3: Customer-Centricity as a Cornerstone of Agile Sales and AI-Assisted Selling
  https://businessagility.education/blog/agile-sales-ai-selling-chapter3/

Explains how customer-first thinking underpins ethical AI practices.

• Chapter 4: Human-AI Complementarity in Sales
  https://businessagility.education/blog/agile-sales-ai-selling-chapter4/

Frames ethical use of AI as a collaborative force that complements, not replaces, human sales efforts.

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Month 6: Build AI Sales Strategy

Goal: Design and lead your team’s long-term AI adoption plan.

Why This Matters: Strategic alignment ensures sustainable value, smoother change management, and scalable outcomes.

Course:

• AI for Business Leaders – edX:
  https://www.edx.org/course/ai-for-business-leaders

Key Activities:

• Draft your team’s AI roadmap.
• Identify KPIs: lead conversion, sales cycle time, customer satisfaction.
• Plan team training and pilot phases.

Recommended Reading:

• Chapter 5: The Eight-Step Agile Sales and AI-Assisted Selling Process
  https://businessagility.education/blog/agile-sales-ai-selling-chapter5/

Provides a structured sales workflow that AI tools can support and enhance.

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This roadmap helps sales leaders not only adopt AI but lead it—with a strong foundation in Agile thinking, ethical responsibility, and strategic implementation. For guidance, reach out to us!