Sales Academy includes knowing the market, how customers buy, their needs, effectively aligning offering key strengths, establishing long-term relationships
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
Impact of a Sales Academy
Of companies do not believe they have effective Sales training
Of Sales reps don’t have the knowledge to add value to the sales conversation
Higher net sales per employee with Continuous Learning
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.
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:
Define learning objectives, knowledge topics & skills, content gaps, success measures and a communication plan
Create an agile learning path, academy curriculum, modules and related content such as cases, role plays, quizzes...
Activate modules: E-learning, classroom training, knowledge reinforcement and spaced learning
Upgrade the commercial support system (CRM and customer-facing tools) and prepare for data-driven coaching
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
Download our knowhow for free. Resources
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