Sales Academy curriculum

Which are the capabilities required in your Sales Academy?

Key commercial capabilities to develop

Circle 1: What you need is a customer focused commercial approach. This means to sell what the customer needs and is willing to pay for, over and above what the customer wants. So it is of no surprise that the commercial capability donut above puts the customer in the center
Circle 2: To embrace a customer-centric mindset, you need to articulate actions and messaging around the different stages of buying readiness
Circle 3: Package the messaging and train sales on ‘how your buyers buy’, what the key business challenges and aspirations are, provide insights on competition and last but not least, package all required product knowledge. This packaging is the foundation for value adding conversations that are expected of commercial people today
Circle 4: Skills that the commercial team will need training on are: buying cycle skills, conversation fluency, effective selling skills as well as people skills
Last circle: You need to install a culture of continuous development. Customers are changing, your offering is evolving, the competition is improving as well. This requires continuous learning and constantly improving your ‘outside-in’ way of working to remain agile and on top of things. The use of mobile devices with the right software tools is key for a proper execution