Define the picture of success
A two-hour kick-off with the team and its management to agree what good looks like, and an analysis of the current situation.
Sales & Customer Experience
Sales Academy
A participant-centred development journey for a whole sales organization: define the picture of success, measure the real gap with an assessment centre, then build only what is missing.
The business challenge
Why organizations ask for this
Sales training usually arrives as disconnected events. What is missing is a curriculum with levels, a common language across the whole organization, managers who can coach the method, and objective evidence of where the gap actually is, rather than an opinion about it.
Approach & methodology
How the programme actually runs
Assessment centre + 5 training days, modular over 6–12 months · Academy: blended, cohort-based, certified · RO / EN
Assessment centre: SHL methodology
An objective evaluation of the sales competencies that matter: interacting with people, building relationships, discovery and qualification, handling objections and closing. This is where the performance gaps stop being anecdotal.
Module 1: Account Management (1 day)
Planning and organising the activity, improving conversion through the sales process, customer portfolio analysis and segmentation, the growth plan.
Module 2: Consultative Selling, professional level (2 days)
The full sales process: first contact and the calling script, rapid rapport and tension reduction, discovery and qualification, tailored offer, objections, closing. Conversion between stages only happens when objective criteria are met.
Module 3: Relationship management with DISC (2 days)
Improved communication, stronger team dynamics, adapting to the customer's style.
Module 4: Presentation skills
Building the discourse, storytelling for business, performative authenticity (stage presence, voice, body language), audience engagement, and handling questions and objections. Video-recorded practice with guided observation and feedback.
Manager track & certification
Sales managers certified to coach the method in the field, with Kirkpatrick level 3 and 4 reporting on the whole academy.
Competencies built
What participants can do afterwards
Planning and prioritising
Organise territory, pipeline and time around where the growth actually is.
Customer discovery
Understand the customer's business well enough to be useful before you sell.
Persuasive presentation
Build the discourse, then deliver it under questioning.
DISC-based communication
Adapt to the buyer's style rather than repeating your own.
Storytelling
Carry the commercial case in a story the buyer can retell internally.
Expected business outcomes
What the organization should see
Increased revenue from new and existing clients
More accurate pipeline forecasts
Improved client satisfaction and loyalty
Schedule & format
Practical details
Audience
Sales professionals and managers
Duration
Assessment centre + 5 training days, modular over 6–12 months
Format
Academy: blended, cohort-based, certified · RO / EN
Measurement
Kirkpatrick L1–L4
FAQ
Frequently asked questions
Related programmes
Others in Sales & Customer Experience
Consultative Selling
A High Performance Learning Journey that moves a sales team from transactional to consultative, diagnose before you prescribe, and build the customer's business case with them.
Consultative Selling with DISC
The same rigorous method, plus a behavioural read of the person in front of you, so the approach adapts in real time to how that buyer actually buys.
Persuasion Mastery
Influence without authority, grounded in evidence and structure rather than charisma.
Start a conversation
Book a strategic discussion about Sales Academy
If you are exploring how capability building can strengthen performance across your organization, we can help you identify where the greatest opportunities for impact lie and what capabilities matter most in your specific context.
Our first conversation is exploratory. We look at your business priorities, current challenges and organizational maturity to identify where capability development could create the most meaningful and measurable value.