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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.

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Design principles of a Sales Academy

A Sales Academy combines a formalized curriculum, spaced learning principles and mobile-enabled learning tools

Formalized curriculum

Sales Academy includes knowing the market, how customers buy, their needs, effectively aligning offering key strengths, establishing long-term relationships
Sales Competencies

Spaced learning

People forget 85% of what they learn in traditional training within 2 weeks. Application of knowledge over time substantially increases the efficiency of the uptake of information
Spaced Learning

Mobile enabled

The digital era provides us with the right tools to increase sales knowledge retention and change sales behavior to impact performance - in just minutes-a-day
Mobile Learning

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

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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:

  1. Overlooking the diversity of needs
  2. Lack of critical Selling content
  3. A mismatch in Sales DNA
  4. One-shot trainings 
  5. 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

What is the size of your commercial team?

What are the required capabilities for your various commercial roles such as inside sales, field sales, key account managers, sales managers, product managers and marketing managers?

What do you ultimately want to achieve? 

Implement one-way of selling across the entire organization? Improve lasting knowledge retention?

What is your preferred approach? 

Learner-controlled or company-mandated training? Stimulate individual performance rather than peer benchmarking and coaching? 

Download your full checklist

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:

 

 

  • 1

    Step 1

    Define learning objectives, knowledge topics & skills, content gaps, success measures and a communication plan

  • 2

    Step 2

    Create an agile learning path, academy curriculum, modules and related content such as cases, role plays, quizzes...

  • 3

    Step 3

    Activate modules: E-learning, classroom training, knowledge reinforcement and spaced learning

  • 4

    Step 4

    Upgrade the commercial support system (CRM and customer-facing tools) and prepare for data-driven coaching

  • 5

    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

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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.

Download

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.

Download

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. 

Download
Perpetos team

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Trusted advisor


More than 41.000 employees in Sales, Marketing, Product Development and Management have already enhanced their performance with Perpetos. We have implemented Sales support solutions for dozens of local and multinational companies like Atlas Copco, Proximus, CH Robinson, Continental and Panalpina.

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Challenge us to enable your business to grow up to 17% faster. Get in touch today: call +32 2 410 11 00 or send a meeting request on customer@perpetos.com
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