Training course – EU AI Act & AI Compliance – Sales

EU AI Act & AI Compliance for Sales Teams

Putting the EU AI Act into practice: risk categories, deployer obligations, AI literacy under Art. 4, AI policy and GDPR interfaces.

Duration
6 hours, one session
Format
Online or on-site
Language
German or English
Participants
open dates or exclusive for your team
Certificate
Certificate of attendance

Overview

“EU AI Act & AI Compliance for Sales Teams” is designed for roles such as Account managers and key account managers, Business and sales development representatives and Sales managers and directors and shows step by step how to use EU AI Act & AI Compliance productively, safely and transparently in Sales – from the fundamentals to advanced workflows.

The EU AI Act is the first comprehensive legal framework for artificial intelligence, and it applies not only to providers but also to organisations that use AI systems in their daily work. In this compact course you will learn how the regulation is structured: prohibited practices, high-risk systems, transparency obligations and general-purpose AI models. You will find out which role your organisation plays as a deployer, which obligations follow and how to record and classify the AI applications you use in a structured way.

The practical part turns the requirements into manageable steps. You clarify what the AI literacy obligation under Article 4 means in concrete terms, how to organise training in a verifiable way and what an internal AI policy should cover. You also examine the interfaces with the GDPR, such as legal bases, data protection impact assessments and automated decision-making. You leave with an AI inventory template, a draft policy and a clear compliance roadmap for your area of work.

In sales, the quality of preparation and customer communication decides whether a deal closes. Generative AI helps sales teams spend more time with customers and less on admin. AI assistants research companies and contacts from public sources, prepare call guides, draft personalised emails, summarise meeting notes and create proposal drafts. AI agents and automation maintain CRM data, prioritise leads and remind reps about follow-ups. For sales leaders, pipeline analysis and forecasting become faster and more transparent. The key is to use AI to support genuine relationships rather than mass, impersonal outreach. With clean CRM data, clear processes and privacy-compliant tools, AI becomes a productivity lever across the entire sales cycle.

The course is delivered live – either online in a virtual classroom or on-site in our training rooms in Munich, Salzburg, Berlin, Augsburg, Hanover, Bremen, Stuttgart and Kaiserslautern. We can also run it exclusively for your team.

Who is this course for?

  • Account managers and key account managers
  • Business and sales development representatives
  • Sales managers and directors
  • Inside sales and sales operations
  • Pre-sales and solution consultants

Typical challenges we address

  • Finding time for research and preparation alongside day-to-day business
  • Keeping CRM data complete and up to date
  • Creating tailored proposals and tender responses quickly
  • Assessing pipeline and forecast realistically

What you will be able to do

  • You can explain how the EU AI Act is structured and assign your organisation to the correct roles.
  • You can classify the AI applications in use by risk category and maintain an AI inventory.
  • You can name the specific obligations of deployers and derive appropriate measures.
  • You can develop an AI literacy concept under Article 4 and a draft internal AI policy.
  • Prepare customer meetings faster and more thoroughly with AI.
  • Create personalised outreach, proposals and follow-ups efficiently and authentically.
  • Automate CRM maintenance and pipeline analysis in compliance with the GDPR and marketing rules.

Course outline

Module 1 Structure and logic of the EU AI Act
  • Objectives, scope and phased application of the regulation
  • Roles at a glance: provider, deployer, importer and distributor
  • The risk-based approach: prohibited practices, high risk, limited risk and minimal risk
  • Specific rules for general-purpose AI models
Module 2 Classifying risk in practice
  • Prohibited practices such as social scoring or emotion recognition in the workplace
  • High-risk areas under Annex III, including recruitment, creditworthiness and education
  • Transparency obligations for chatbots, synthetic content and deepfakes
  • Recording and classifying your own AI applications in an AI inventory
Module 3 Obligations for deployers of AI systems
  • Use in line with instructions and human oversight by competent staff
  • Input data quality, monitoring of operation and retention of logs
  • Informing employees and affected persons and reporting serious incidents
  • Fundamental rights impact assessment: when it is required and how it works
Module 4 AI literacy under Art. 4 and internal AI policy
  • What sufficient AI literacy means for different roles
  • Designing training concepts and documenting measures verifiably
  • Components of an AI policy: approved tools, data classes, approvals and labelling
  • Responsibilities, AI officers and involving the works council and IT
Module 5 GDPR interfaces and governance
  • Legal bases, purpose limitation and data minimisation when using AI
  • Data protection impact assessment and its relationship to the fundamental rights assessment
  • Automated individual decisions, data subject rights and data processing agreements
  • Compliance roadmap: priorities, ownership and regular review
Module 6 Practice lab: Sales
  • Account research
  • Personalised outreach
  • Call preparation and objections
  • Meeting notes and CRM updates
  • Proposals and tenders
  • Pipeline analysis
Module 7 Data protection, quality & transfer to daily work
  • Customer data in sales is subject to the GDPR and to rules on unsolicited marketing by email and phone, which in Germany are particularly strict; researching and enriching personal data requires a legal basis. Confidential customer and pricing information belongs only in approved AI environments.
  • Ground rules for safe AI use in your team
  • Checking results: facts, sources, tests and the four-eyes principle
  • Personal action plan for the next 30 days
  • Open questions, outlook and resources for further learning

Practical scenarios from your field

Account research

An AI assistant summarises public information on target companies, such as annual reports, press releases and job ads, and derives likely challenges, stakeholder roles and conversation starters.

Personalised outreach

Research and product knowledge are turned into individual emails, LinkedIn messages and follow-ups that address the customer's situation instead of sending generic templates.

Call preparation and objections

AI creates call guides with discovery questions, typical objections and suitable responses and simulates sales conversations as role plays to prepare for difficult meetings.

Meeting notes and CRM updates

Notes or transcripts are turned into structured summaries with next steps, decision-makers and budget information and entered into the CRM as a draft.

Proposals and tenders

AI helps assemble proposal text, value arguments and answers to RFP questionnaires from existing content blocks and tailor them to the customer's requirements.

Pipeline analysis

CRM exports are analysed, stalled opportunities identified and forecast risks commented on, so pipeline reviews focus on concrete actions rather than on updating spreadsheets.

Prerequisites

No legal background is required. A basic knowledge of the GDPR and an overview of the AI applications used or planned in your area are helpful. You work in sales or inside sales and use a CRM system in your daily work.

Technical requirements

All you need is a laptop with an up-to-date browser and an office suite for working with templates. No special AI licences are necessary.

Data protection & compliance

Customer data in sales is subject to the GDPR and to rules on unsolicited marketing by email and phone, which in Germany are particularly strict; researching and enriching personal data requires a legal basis. Confidential customer and pricing information belongs only in approved AI environments.

Dates & locations

For every location we suggest a date roughly four weeks ahead. Your preferred date is always possible.

  • Munich Wed, 16 December 2026 6 hrs Request
  • Salzburg Thu, 10 December 2026 6 hrs Request
  • Berlin Thu, 10 December 2026 6 hrs Request
  • Augsburg Mon, 14 December 2026 6 hrs Request
  • Hanover Wed, 16 December 2026 6 hrs Request
  • Bremen Wed, 16 December 2026 6 hrs Request
  • Stuttgart Thu, 10 December 2026 6 hrs Request
  • Kaiserslautern Wed, 16 December 2026 6 hrs Request
  • Online Fri, 11 December 2026 6 hrs Request

Frequently asked questions

Does the EU AI Act apply to companies that only use AI tools?

Yes. Anyone using AI systems under their own authority in a professional context is a deployer. All deployers must, in particular, ensure that their staff have sufficient AI literacy. Where high-risk systems are used, for example in recruitment, further obligations apply, such as human oversight, logging and informing the people affected.

Does this course satisfy the training obligation under Article 4?

The course covers core AI literacy content and you receive a certificate of attendance that you can add to your documentation. However, Article 4 requires measures tailored to role, prior knowledge and context of use. That is why you also learn how to set up and maintain your own AI literacy concept for your organisation.

Does the course replace legal advice?

No. The training provides practical knowledge for specialists and managers so they can interpret requirements, ask precise questions and implement first measures. For binding assessments of individual systems, especially in high-risk areas, you should involve your legal department, your data protection officer or external specialist lawyers.

May we use AI for automated cold outreach?

AI can prepare and personalise outreach, but the legal framework stays the same: in Germany, marketing emails generally require prior consent and B2B cold calling at least presumed consent. We show how to integrate AI into your prospecting process in a legally sound way across your target markets.

How do we connect AI to our CRM?

Many CRM systems offer built-in AI features or interfaces that automation platforms can use to read and write data. To get started, exports and copy-and-paste workflows are often enough. In the course we discuss which level of integration suits your team and how to safeguard data quality.

How much does “EU AI Act & AI Compliance for Sales Teams” cost?

The course costs a flat €949 plus VAT per participant – whether online or on-site. This includes 6 hours of live training with a trainer, course materials, a lab environment and a certificate of attendance.

Can I suggest my own date?

Yes. For every location we suggest a date roughly four weeks ahead. In the request form you can always describe your preferred date or period in free text – we check availability and get back to you within one working day.

Is the course online or on-site?

Both are possible: live online in a virtual classroom or on-site in Munich, Salzburg, Berlin, Augsburg, Hanover, Bremen, Stuttgart and Kaiserslautern. We can also run the course exclusively for your team.

Can the course be tailored to our team?

Yes. Tailor-made courses cost approx. €4,500 more, depending on the topic and by arrangement. We agree content, examples and exercises with you in advance.

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