Performative - Academy for Professional Selling

Specialists in accelerating your revenue growth

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01494 582 084

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enquiries@performative.net

Academy for Professional Selling

Transforming Raw Talent into Real Talent

Creating & maintaining a sales team with enough good staff to achieve your plans and meet your forecasts can be a problem particularly if staff turnover is disproportionately high.

Performative’s Sales Academy addresses development of professional selling and sales management skills initially as an outsourced service. The service covers the complete sales organisation from basic telesales through to senior account managers, sales managers and directors.

Candidates are drawn from a combination of sources including; raw recruits, experienced staff who need to be better trained and staff who would cross train from jobs such as; sales engineers, pre-sales staff and consultants.

The main components of a Sales Academy include:

Analysis to gain a complete understanding of your business needs and wants.

Job profiles based on the business needs, your business style, your culture and modelling the behaviour of existing successful sales people.

A systematic process for finding, recruiting and selecting suitable candidates that match the job profile.

The careful and detailed induction of new sales staff.

Business oriented training in your market, and where your products, services and solutions fit within it.

Initial training in your proposition and related selling skills; how you take your proposition to market, relating your proposition to what it does for the customer, and presenting it from the customers’ perspective.

Intermediate and advanced selling skills training (can be linked to recognised certification and diploma).

The Academy also addresses the needs of the sales management and leadership regarding the ongoing coaching and development of your sales team and utilising tools for the performance management of the sales people & the sales pipeline.

Motivation, incentives and reward mechanisms.

Without exception, all companies have some of these things in place. However, unless there is a complete tightly coupled value chain linking all components into a single process, it will not perform at an optimum level and it will not deliver the required results in terms of consistent selling performance. The sales value chain is thus key to focusing the sales operation on delivery against the company’s goals and targets.

In true Performative style, the framework provided by the Sales Academy model enables a complete solution to be created utilising whatever you have in place that works well and combining it with new components to fill any gaps.

Employing professionally qualified sales staff contributes to managing risk (currently only around 14% of sales personnel are professionally qualified).

If Sales isn't your primary strength, let experts help you through the minefield of recruiting, inducting and developing your sales force.
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www.performative.net 01494 582 084 enquiries@performative.net