Sales Academy

Turning the experience of your best salesperson into actions a new joiner can repeat.

A sales training and assessment system for finance, tax and professional services organisations: six modules, a deployable platform, and a closed loop from content through to certification. Delivered forward-deployed — we supply the system and the content, and stay alongside through roll-out.

Selling professional services is hard for two reasons. The product is a judgement rather than a good, so if it cannot be explained it cannot be sold; and the experience sits with a handful of people, so it dilutes the moment the organisation grows. The usual answer is apprenticeship, which produces inconsistent standards, unpredictable ramp-up, and total loss when someone leaves.

This system addresses exactly that. Sales work is broken into units that can be taught, practised and tested: industry and product knowledge become a searchable library, the sales process becomes stages with explicit criteria, skills are trained through scenario practice, capability is certified through tiered assessment, and certification is tied directly to career level and pay.

It is neither a slide deck nor a question bank, but a system that runs: content is updated, assessments are recorded, capability is profiled, and a manager can see exactly where each person is stuck. Yidao's own channel and advisory teams run on the same system, and nothing enters the delivered version until it has been tested in the field.

01 — Content

The six modules

The six are not a parallel list of courses but a chain: know the industry → know your own products → follow the process → have the specific skills → have an organisation that can absorb it → measure the result. Break any link and the investment upstream leaks away.

Industry knowledge and orientation

Give a new joiner an accurate picture of the industry within two weeks — including its regulatory environment, its client structure, and what must never be said.

The firm's positioning, history and the boundary of what it does
Market structure and the types of participant in finance and tax services
The regulatory arc: data-driven administration, data sharing, look-through supervision
Client segmentation: who has budget, who has pain, who is only asking
Compliance red lines: what may never be promised and which phrases are prohibited

Deliverables Orientation handbook, regulatory timeline, segmentation criteria, prohibited-language list

Product knowledge library

Turn every sellable service into a structured library a salesperson can search, memorise and answer from in front of a client — instead of files scattered across individual laptops.

Catalogue: scope, deliverables, workflow, and explicitly what is not included
Pricing and discount authority: who may concede, how far, and who approves
Common objections and standard responses, organised by product
Competitor comparison: points of difference, our own weaknesses, and how to handle them
Case library: anonymised engagements searchable by sector and problem type

Deliverables Product library, pricing and authority matrix, objection library, competitor grid, searchable case base

End-to-end sales method

Break the whole path from lead to repeat business into stages with explicit criteria, each specifying the required actions, the tools to use, and the condition for moving on.

Stages: lead → outreach → needs diagnosis → proposal → pricing → contract → delivery handover → collection → repeat and referral
Required actions, tools and exit criteria at each stage
Diagnostic tools: intake questionnaire, information request, tax health check
Proposal and contract: internal scoping, approval flow and boundary clauses
Delivery governance: project plan, weekly reporting, acceptance and after-sales filing

Deliverables Stage map, action checklists, diagnostic forms, contract and approval templates, governance forms

Skills training

Process answers what to do; skill answers how to do it well. This module runs entirely as scenario practice rather than lecture.

Opening and establishing trust: phone, video meeting and seminar settings
Discovery: working from symptom to cause instead of pitching the product
Articulating value: translating professional judgement into a business outcome the client can feel
Objections and negotiation: handling price, timeline and outcome-guarantee objections separately
Working with experts: when to bring a specialist in, how to prepare, how to close out
Seminars and open sessions: topic selection, invitation and on-the-day conversion

Deliverables Scenario scripts, playbooks by situation and product, seminar handbook, practice scoring sheets

HR framework

For training to have an effect, the organisation has to be able to hold it. This module covers roles, levels, pay and development.

Role profiles and competency models: what kind of person each role needs
Career levels and promotion: criteria and review mechanism
Compensation: the mix of base, commission, bonus and deferral
New joiner development: goals, actions and checkpoints at 30, 60 and 90 days
Probation review and confirmation: evaluation forms, interviews and standards
Performance conversations and improvement plans: a structured template for regular dialogue

Deliverables Role descriptions, competency models, levelling and promotion rules, compensation models, development plans and evaluation forms

Assessment and certification

Training without assessment is training that did not happen. This module turns capability into data that can be recorded, compared and tied to reward.

Tiered question bank organised by module and difficulty, with random papers and error review
Scenario assessment against real client situations, scored by both manager and specialist
Field metrics: process and outcome measures assessed separately, so signed value is not the only thing that counts
Certification and licence to practise: only certified staff meet clients alone or hold the corresponding authority
Application: certification level tied to career level, commission rate and client allocation
Periodic recertification: mandatory refresh when the knowledge changes, with certification carrying an expiry

Deliverables Tiered question bank, paper generation and marking mechanism, scenario scoring standards, certification rules, application policy

02 — Delivery

What we deliver, and how

This is a forward-deployed delivery: not software sold for the client to work out alone, but a system installed, content loaded, and the first cycle run through together until the organisation can turn the handle itself.

Deployment

The training and assessment platform is deployed and put live, with learner, administrator and question bank interfaces, and role-based permissions and visibility.

Content build

The six modules are rewritten around the client's actual products and process rather than transplanted from a template — different products demand a different process and different language.

First cycle

We run the first training round, first assessment and first certification alongside the client, revising content and scoring standards as we go and fixing what does not work on the spot.

Continuing operation

We hand over the operating method and the content update mechanism, agree the refresher cycle and question bank ownership, and provide agreed updates and remote support thereafter.

Who it suits

Finance and tax advisory and bookkeeping firms standardising consultant and sales capability to support branch or channel expansion
Companies with an agent or distribution network that need dispersed partners working to one standard and one script
Professional services sales teams with complex products, long cycles and heavy reliance on specialist support, where new joiners ramp slowly
Fast-growing sales organisations where hiring has outpaced what apprenticeship can carry

See the system itself

The enablement system is live: our own channel partners and consultants study, sit assessments and submit leads on it every day. The home page and the module index are open without signing in; one level down requires an invitation code or a staff login code.

funeng.yidaocaiwu.com ↗(in Chinese)

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