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

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.

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

Sales professionals and managers.

Assessment centre + 5 training days, modular over 6–12 months. The rhythm is deliberate: modules are spaced so participants apply the behaviour at work between sessions.

Academy: blended, cohort-based, certified. We adapt the mix to your geography and shift patterns.

Yes, and it always is. We start with two to three individual conversations with selected participants, then rebuild the cases, the language and the practice situations from your business.

Kirkpatrick levels one to four: reaction, knowledge, self-assessed behaviour, and the participant's manager assessing the same competencies. We agree the target behaviours with the sponsor before design starts.

Digital missions and buddy work on PROMOTE, with the participant's own manager involved. This is the difference between 15-20% and 60-80% transfer into practice.

Yes. We also deliver in French across our Western European and African operations.

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.