Ascend Commercial Intelligence
Course Operations

Mini-course: How to Structure Your Sales Function in 3 Weeks

A practical 15-lesson course, organized over 3 weeks, to professionalize your commercial function step by step.

By Ascend Editorial Published Updated

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What this resource is

A practical 15-lesson mini-course, organized as a 3-week plan, for structuring your sales function step by step. It is built for B2B contexts and pairs a short explanation with a concrete action in each lesson.

How it is organized

The course moves from fundamentals to optimization across three weeks.

Week 1: Fundamentals

  1. Define your commercial objective.
  2. Identify your ideal customer (ICP).
  3. Design your unique value proposition.
  4. Map your sales process.
  5. Select and implement your CRM.

Week 2: Execution

  1. Build your prospecting scripts.
  2. Design your qualification system.
  3. Define your key commercial KPIs.
  4. Run pipeline review meetings.
  5. Build your sales playbook.

Week 3: Optimization

  1. Automate repetitive tasks.
  2. Design your compensation system.
  3. Set your training plan.
  4. Run individual coaching.
  5. Measure, analyze, and improve continuously.

How to use it

Open the document in the browser and work through one lesson at a time, applying each action before moving on. You can print it to PDF or share it with your commercial team. The course document is in Spanish.