Course : Driving Sales Performance with AI and Microsoft Copilot
Practical course - 2d
- 14h00 - Ref. IIB
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 | Identify the key indicators and data needed to effectively manage the sales conversion rate. |
| Use Microsoft Copilot and AI to analyze, summarize, and prioritize business activities. |
| Design prompts tailored to pipeline management, opportunity qualification, and sales reviews. |
| Develop an AI-enhanced sales action plan within a secure and responsible framework. |
Intended audience
Sales executives, sales managers, sales operations (RevOps) managers, CRM managers, marketing managers, business developers, account managers, customer success managers, sales performance consultants, and digital transformation or AI project managers.
Prerequisites
Be proficient in the common features of office and collaboration tools (email, word processing, document sharing).
Practical details
Teaching methods
A combination of lectures and hands-on exercises.
Course schedule
1 Understanding the Drivers of AI-Enhanced Sales Performance
- Definition of sales performance metrics and the conversion rate.
- Analysis of the stages of the sales cycle: qualification, opportunity, negotiation, and closing.
- Identifying pain points and factors that influence conversion.
- Difference between activity, quality, and sales performance metrics.
- The Role of AI in Analyzing and Improving Business Processes.
Hands-on work
Mapping the commercial funnel and identifying the main barriers to transformation.
2 Leveraging Business Data to Improve Decision-Making
- Identification of data from the CRM, meetings, sales interactions, and marketing.
- Data quality analysis: completeness, consistency, timeliness, and reliability.
- Utilizing structured and unstructured data in a business context.
- Methods for preparing and analyzing data before using it with AI.
- Analysis of conversion metrics, reasons for loss, and priority opportunities.
Hands-on work
Evaluation of a business dataset and creation of a data diagnostic checklist.
3 Use Microsoft Copilot to prepare for and analyze business activities
- An overview of how to use Copilot in Teams, Outlook, Word, Excel, and PowerPoint.
- Summary of sales meetings and identification of next steps.
- Preparing for meetings and organizing chart of accounts.
- Analysis of business documents and tracking spreadsheets in a Microsoft 365 environment.
- Key considerations related to access rights, confidentiality, and human validation.
Hands-on work
Designing a use case for Copilot to prepare for an opportunity review.
4 Creating prompts focused on sales guidance and conversion
- Structure of an Effective Prompt: Role, Context, Objective, Constraints, and Expected Format.
- Creating prompts to analyze an opportunity and identify risks of loss.
- Designing sales follow-up prompts and personalized proposals.
- Using prompts to prepare for a pipeline review and sales coaching session.
- Method for testing, comparing, and continuously improving prompts.
Hands-on work
Creation of a library of prompts designed to improve the conversion rate.
5 Analyzing the Sales Pipeline with AI
- Review of the pipeline based on stages, amounts, probabilities, and closing dates.
- Identifying high-risk opportunities and accounts with no recent activity.
- Analysis of discrepancies between sales forecasts and actual results.
- Development of an AI-powered sales scoring model.
- Prioritizing sales activities based on the value and maturity of opportunities.
Hands-on work
Analysis of a simulated pipeline and development of a list of priority actions.
6 Facilitate a sales review enhanced by Copilot
- Preparing data and summaries prior to a sales review.
- Identification of strategic opportunities and obstacles.
- Documentation of decisions and action plans resulting from business reviews.
- Using AI for sales coaching and commitment tracking.
- Designing a journal format focused on transformation and decision-making.
Hands-on work
Design of an AI-enhanced sales magazine layout and preparation of related materials.
7 Implement an action plan to improve the conversion rate
- Identifying opportunities to improve sales performance.
- Optimizing lead qualification, follow-ups, and appointment scheduling.
- Tailoring sales proposals and handling objections.
- Implementation of follow-up actions at 30, 60, and 90 days.
- Using AI to prepare for the next business steps and negotiation scenarios.
Hands-on work
Development of a 90-day operational action plan to improve sales conversion.
8 Govern and Secure AI Applications in Business Management
- Best Practices for Using Business Data with AI.
- Management of sensitive data, access rights, and confidential information.
- Managing the risks of bias, errors, and over-automation.
- Human validation of the analyses and recommendations generated by AI.
- Defining metrics for the adoption and continuous improvement of AI usage.
Hands-on work
Development of a code of best practices for the responsible use of AI and Copilot in business operations.
PARTICIPANTS
Sales executives, sales managers, sales operations (RevOps) managers, CRM managers, marketing managers, business developers, account managers, customer success managers, sales performance consultants, and digital transformation or AI project managers.
PREREQUISITES
Be proficient in the common features of office and collaboration tools (email, word processing, document sharing).
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Sales executives, sales managers, sales operations (RevOps) managers, CRM managers, marketing managers, business developers, account managers, customer success managers, sales performance consultants, and digital transformation or AI project managers.
PREREQUISITES
Be proficient in the common features of office and collaboration tools (email, word processing, document sharing).
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
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This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.