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
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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.
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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.
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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.
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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.
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Module 3: Relationship management with DISC (2 days)
Improved communication, stronger team dynamics, adapting to the customer's style.
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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.
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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.
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 evaluating how to build capability that actually changes the way your organization works, we can help you define the right starting point, cohort design and delivery sequence.
The first conversation is diagnostic. We discuss your context, priorities, maturity, and where capability building can create measurable leverage.