Sales Management 2026 program

In many companies, salespeople are hired, onboarded, and evaluated without a clear alignment on what a “good salesperson” actually means. The result is poor hiring decisions, slow ramp-up of new hires, and evaluations based more on gut feeling than on data costing the company time, performance, and money.

This session shows how to build a competency map that connects hiring, onboarding, and performance management into one functional system. You’ll take away a concrete framework and a practical example you can use immediately to make your sales team management more precise.

Not every company sells a product that can be explained in one sentence or demonstrated in a quick demo. What if you offer an expert service in a regulated industry, carry significant responsibility for your client’s outcome, and at the same time are building sales in a small company without a strong brand, large team, or corporate resources?

This session presents a case study of building a sales acquisition function from scratch in a situation where you’re not selling a commodity, but expertise where the client carries real risk. Using a concrete example of international sales acquisition targeting U.S. biotech companies, it will show how to quickly identify the right target, create effective messaging, and build trust with companies that don’t know your brand at all.

You’ll also hear how these steps gradually turn into a system from first outreach through process and CRM setup to building a sales playbook that makes performance repeatable and scalable.

Today, companies have CRM systems, pipelines, metrics, and AI tools. Yet they still struggle to predict revenue, and their salespeople each play their own game. The problem is not in what is set up. The problem lies in what happens outside of it. 

Fares Měchura and Petr Sobotka will break down where the gap between “managed sales” and reality actually occurs: why processes bend in practice, where blind spots in the pipeline emerge, and why AI without changes in management only increases chaos. 

You’ll hear concrete examples from a company where AI genuinely saves managers time and where it fails. You’ll see where your sales might be slipping away, even when the numbers suggest otherwise.

In complex sales environments, it’s not just the product or price that decides. The key factors lie beneath the surface real influence on the customer side, trust, internal dynamics, and the ability to keep a deal moving.

This session focuses on the moments when a deal breaks and on what actually determines, especially in large organizations, whether an opportunity moves forward or quietly disappears without a clear conclusion.

Mrs. Columbová is real. She’s an experienced sales detective with 18 years of practice who has witnessed the downfall of many companies. The common denominator was almost always the same a gap between how you see your product and how your customer sees it. The problem with your salespeople is not their sales skills. The weak point often lies somewhere else entirely.

In this session, you’ll learn to see your sales through Mrs. Columbová’s eyes. How do you identify blind spots and eliminate them so your business stops slipping away? Come for practical know-how to improve your sales performance.

Today’s B2B buyers no longer need a salesperson for “product information.” They need a partner who helps them make the right decision in a chaos of stakeholders, risks, and internal politics. If you’re not playing this role, you’re losing deals at the moment decisions are made, without you being there. Buying as a Service is a sales process built on data about how B2B customers actually buy today. It’s a structured system that helps buyers make decisions and defend them internally, while increasing your win rate, shortening the sales cycle, and reducing indecision and ghosting. You’ll learn which gaps in your sales skills are costing you deals, how to increase conversion through a process based on real buyer behavior, and what needs to be in place before you introduce AI into sales so it truly supports performance.

Sales in an innovation unit is not about finished products and quick deals. It is about working with uncertainty, translating innovation into business value, and navigating the decision-making processes of a large organization. I will show what sales looks like from the inside, what challenges it brings, and why a traditional sales mindset is often not enough.

How can you effectively minimize administration? How can you avoid overwhelming salespeople with data while maintaining the right focus? The answers to these and other questions will help clarify which tools are truly critical for salespeople, which bring the highest added value, and how to choose tools with simplicity, efficiency, and real business impact in mind. The emphasis will be on a minimalistic technology stack and meaningful integration of solutions. The goal is to help salespeople work smarter, not more complexly, and focus on what truly drives growth.

Artificial intelligence is gradually transforming every industry, and even such an inherently human environment as sales is no exception. AI Avatar technology, intelligent video-realistic digital characters, has reached a level that enables practical use across multiple stages of the sales process. We will look at concrete examples of how AI Avatars help build sales skills, improve the sales process, and, with a bit of courage, step in for salespeople and multiply their capacity. We will connect skill development and the use of AI Avatars with a direct impact on sales results and company profitability.

Over the past two months, our BDR has logged more than 400 minutes with an AI voice agent that speaks in the voice of our CEO, Juraj. What started as simple onboarding support has turned into a “best friend” someone who is there when leadership cannot be.

At Fameplay, we are now exploring what happens when we can scale the voice of a leader or create a synthetic brand voice that represents the company non-stop. And we are finding that sonic branding is not just marketing, it is a way to build loyalty and relationships with employees, even when they are spread across the country.

Companies invest in tools, implement AI, and look for new ways to accelerate sales. Yet most of them keep running into the same problems: lack of quality leads, long decision-making processes, and limited effectiveness of sales teams.

The results of the Sales Report 2026 show how companies actually work with sales in practice and where the gap between expectations and reality emerges. At the same time, they reveal that despite the growing role of technology, personal interaction and sales skills remain the key drivers of success.

This session offers a data-driven view of the current state of B2B sales and creates a framework for the following discussion on what truly drives performance.