Sales learning path
Foundations first, then the ten sales lessons. Finish able to run discovery, demo on value, handle objections and agree a pilot.
Foundation · 60 minPlatform story and application mapThis is the map you carry into every deal and every account. It teaches the one sentence that explains why Time Champ exists (paid hours are easy to count, delivered value is not, and the gap is where money leaks), and it places the 12 applications on a staircase so you always know what question each one answers and where a conversation currently sits.Foundation · 60 minBuyer and user personasDeals and renewals turn on getting the right message to the right person. This teaches the economic buyer, the operational champion, the end users and the likely blockers for each industry, what each one actually cares about, and the trap of pitching an executive's value story to a line manager or vice versa.Foundation · 60 minTime to outcome and valueThis is the honesty engine of the whole programme. It teaches the difference between capacity released and cash recovered, why a finding is not yet a result, and how to express value as a testable hypothesis the customer owns rather than a vendor promise.Foundation · 60 minData capture and trustCapture is where deals get blocked and accounts lose employee trust. This teaches what the platform captures (activity evidence, monitored work, completed work), how capture policy and agent modes are presented, and the discipline of treating privacy as a first-class design concern rather than a feature to minimise.Foundation · 55 minOrganization and access scopeAlmost every 'the numbers are wrong' complaint and every 'who can see my data' objection traces back to how the organisation and access are modelled. This teaches the shape of the customer model, why role and scope determine both trust and metric correctness, and how CSMs validate it before anyone reads a dashboard.Foundation · 60 minRead metrics with contextThis is the single most important analytical habit in the programme. It teaches the five questions to ask of every metric before you trust it, the attendance-versus-utilisation distinction that trips up everyone, and how both sales and CSM use this to avoid the credibility-destroying mistake of acting on an unqualified number.Foundation · 55 minStandalone and combined capabilitiesThe difference between a trusted advisor and a bundle-pusher is the ability to say what one app does on its own and what genuinely improves when two are combined. This teaches independent value per app, the real incremental value of combinations, and the honest limits that keep you from promising seamless integration you cannot stand behind.Foundation · 55 minUse the demo labThe demo lab is your proof surface and your practice ground. This teaches how it is laid out, how to prepare a question-first path instead of a click-everything tour, and the discipline of showing a business question, the screen that answers it, the evidence, the honest interpretation and the next step.Foundation · 60 minCustomer-safe claims and escalationThis is the guardrail that protects every other module. It teaches the three tiers of claim (verified fact, demo-shown behaviour, and not-yet-confirmed), the exact language for each, the specific topics that must always escalate, and why a disciplined 'I will confirm that' beats a confident guess every single time.Foundation · 60 minCommercial eligibility and implementation boundariesThis module draws the line between what a seller or CSM may state about packaging, integration and implementation and what must go to a specialist. It teaches the categories of commercial and implementation question, the honest default (name an escalation owner rather than guess), and how to keep momentum while holding that line.Sales lesson · 45 minPlatform narrative and buyer mapTeaches you to open a first call with a value-led narrative that fits who is in the room, not a feature tour. You will build two distinct 90-second pitches - one for an operations leader who owns delivery, one for a revenue-cycle executive who owns cash and risk - and learn to flag the claims you must hand to a specialist rather than assert.Sales lesson · 75 minProblem-led discoveryTeaches discovery that produces a qualified, value-anchored opportunity instead of a feature wishlist. You will learn a six-part frame (current process, cost, evidence, owner, urgency, constraints) and real questions for both a staffing problem and an output problem, so a new AE can run a credible first discovery call this week.Sales lesson · 60 minQualify application fitTeaches you to map a discovered problem to the right application class and the smallest scope that proves value, rather than proposing the whole platform. You will learn the four problem classes, which applications answer each, and how to state an honest no-fit so you protect the pipeline and your credibility.Sales lesson · 90 minTell an evidence-led demo storyTeaches the demo structure that wins technical and executive trust: start from the customer's question, land on one screen, show the evidence, interpret it honestly (including what it does NOT prove), and end on a decision. You will build and deliver a seven-minute demo that proves you understand value, not that you memorised a feature tour.Sales lesson · 60 minConnect applications without oversellingTeaches you to sell the platform's compounding value honestly: each application stands alone, some inputs are required for it to work, others are optional enrichment, and combinations add incremental value. You will draw an application/value map for a sample customer that a champion can take to a budget holder without feeling trapped into an all-or-nothing purchase.Sales lesson · 60 minCommercial and technical boundariesTeaches you to handle the commercial and technical questions that decide enterprise deals - packaging, integrations, implementation effort, security - by giving approved facts where they exist and a named escalation where they do not. You will answer an RFP-style set the way a trusted AE does: confidently inside the boundary, honestly at the edge.Sales lesson · 75 minObjections and alternativesTeaches you to answer the five objections that stall real deals with responses that establish conditions rather than over-claim. You will role-play each, learn the reframe, the honest limit and the condition that makes the value real, so a new AE can stay credible under pressure instead of defaulting to a feature rebuttal.Sales lesson · 75 minValue hypothesis and pilotTeaches you to convert interest into a disciplined pilot that produces a number the customer owns and will defend internally. You will write a one-page pilot charter with a baseline, a falsifiable hypothesis, a tight scope and explicit success criteria, and you will keep freed capacity rigorously separate from recovered cash so the business case survives finance.Sales lesson · 45 minSales-to-CSM handoverTeaches the handover that determines whether a won deal becomes a retained, expanding account or an early churn. You will produce a structured handover a CSM can act on, surfacing every commitment made during the sale - especially the soft or implied ones - so the CSM inherits reality, not a sales-optimistic story.Sales lesson · 90 minCustomer simulation and certificationThe capstone that certifies a new AE is call-ready. You run a realistic customer simulation that chains every prior lesson - problem-led discovery (S02), fit and scope (S03), an evidence-led demo (S04), honest objection handling (S07), a pilot proposal (S08) and a clean handover (S09) - and you are scored against the certification gate: practical score >=80, no critical error, manager review.