Sales Academy includes knowing the market, how customers buy, their needs, effectively aligning offering key strengths, establishing long-term relationships
Sales Competencies
A Sales Academy drives performance
At Perpetos, we define a Sales Academy as a continuous competence development program bringing together courses, content, certification, coaching and knowledge reinforcement tools to develop commercial performance and decrease the cost of sales.
Design principles of a Sales Academy
A Sales Academy combines a formalized curriculum, spaced learning principles and mobile-enabled learning tools
How it works
Any succesful Sales Academy combines asynchronous and synchronous learning activities in one module, providing traditional classroom training, online and mobile learning. A Sales Academy builds on interval reinforcement and retrieval practices stimulating interaction, peer learning, feedback and precise coaching
Start building your Sales Academy today
Impact of a Sales Academy
Current commercial challenges
83%
Of companies do not believe they have effective Sales training
71%
Of Sales reps don’t have the knowledge to add value to the sales conversation
Typical Sales Academy impact
+50%
Higher net sales per employee with Continuous Learning
+17%
Average proficiency gains with Sales Academy
Why a Sales Academy
To install a culture of continuous development and embrace a customer-centric mindset
Sales and HR leaders tend to get disappointed when they invest in sales training and don’t see enough impact on the business.
We identified 5 main reasons:
- Overlooking the diversity of needs
- Lack of critical Selling content
- A mismatch in Sales DNA
- One-shot trainings
- Lack of measurement on training impact
The digital age requires an agile learning environment supporting continuous learning. Hence, the need to integrate spaced and mobile learning for continuous knowledge reinforcement and proficiency measurement.
Are you ready for a Sales Academy?
Download the checklist and review some of the key parameters
Start building your Sales Academy today
Imagine that you know what your commercial team needs for success, and one question remains: how to do a roll-out across the entire commercial team?
We usually set up and implement an Academy in 5 steps:
Step 1
Define learning objectives, knowledge topics & skills, content gaps, success measures and a communication plan
Step 2
Create an agile learning path, academy curriculum, modules and related content such as cases, role plays, quizzes...
Step 3
Activate modules: E-learning, classroom training, knowledge reinforcement and spaced learning
Step 4
Upgrade the commercial support system (CRM and customer-facing tools) and prepare for data-driven coaching
Step 5
Build a performance dashboard measuring proficiency, adoption and the link to commercial performance
Step 1: Define learning objectives, knowledge topics & skills, success measures and a communication plan
Step 2: Create an agile learning path, academy curriculum, modules and related content such as cases, role plays, quizzes…
Step 3: Activate modules: E-learning, classroom training, knowledge reinforcement and spaced learning
Step 4: Upgrade the commercial support system (CRM and customer-facing tools) and prepare for data-driven coaching
Step 5: Build a performance dashboard measuring proficiency, adoption and the link to commercial performance
At Perpetos, we have already been through these steps with multiple customers. This allowed us to build a robust process and an off the shelf curriculum, easy to customize in collaboration with your Subject Matter Experts
You’re in good company
As a leader for commercial excellence in the digital era, Perpetos has been setting up Sales Academies for national and international companies who want to implement one way of selling across their entire commercial team
“I would like to thank Perpetos for the excellent quality of training. It was a real eye-opener to learn new ways and techniques of customer approach and working as a team. Their approach is truly innovating, and nothing is left to chance …”
Denis GARCIA, Business Dev Manager Integrated Care| HIS France
Agfa Healthcare
Download our knowhow for free. Resources
eBook
7 Criteria for a Sales Process your Sales Team will actually use
Are you looking for a new Sales process to find a (new) way to reduce your cost of sales, stop margin erosion or better align your approach with the customer’s buying cycle? Learn how to make sure that the selected process is right for your business.
eBook
Common Sales Enablement Pitfalls: 4 Mistakes to Avoid
As sales becomes more complex and quota attainment continues to trend down, organizations are seeking ways to bolster their teams’ efforts and outcomes. This eBook is designed to help organizations avoid the four biggest pitfalls to sales enablement success.
Checklist
9 keys to improve your commercial performance
Good sales results start with a healthy pipeline. If the pipeline is used correctly, it enables sales people and managers to adapt sales activities continuously. Find out if you are doing the right things with the right contact persons at the right time: our checklist follows a selection of some of the crucial areas where you can make a difference.
Start your improvements today. Challenge us with your plans and experiences.
